“When you were first beginning to use your list, is there a way to segment the entries when they haven’t purchased yet? Do you just go down the list or you go from higher revenue companies first or do you use some of their methods to decide which ones to contact first?”

It’s going to vary from niche to niche. My suggestion is just to move through the list, top to bottom. I’ve found for my copy a sweet spot with companies that do between 5 and 50 million in revenue, and usually have under 20 or 30 employees. They are small, but they have large revenues. So I know that I can make decisions quickly, they have the money to pay me and they understand the value of a good copy. Your criteria might be a little bit different and you may have to go through some trial and error.

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