You probably already have some great customers, probably not as many as you would like though. So how do you go about finding more of kind of customers that make opening your doors worthwhile every day? The first step is to find out everything you can about customers that you do have. Here’s how to start:

1. Get Accurate Sales Numbers - How do you determine what a "good customer" is? More than likely it is a loyal customer who keeps coming back to spend money with your business. This is why first step you take should be to determine how many sales each customer has and what total income each customer has provided you.

So far you have been following my advice and mailing to same list more than once. At some point you find lists that will produce returns continually, but you notice that you are receiving more returns than when you started mailing to those lists.

You may see things like "Undeliverable as Addressed" or "Forwarding Order Expired." Every time you mail to an address and that prospect has moved or cannot be found for any reason, you have just paid for postage with no possibility of getting a response.

Obviously it is a pretty big waste of money to continue to mail to this address, but what do you do about it? You could simply go into list of names that you have purchased and delete returns. No more bad addresses, no more wasted postage, right? That is one option but there is a better way to handle situation.