I usually use a “free-plus-shipping” offer or something in the five to seven dollar range. The offer is extremely cheap because I want all the buyers to go for it. Once I’ve identified who the buyers are, then I can market to them differently. I can pick up the phone and talk to them; I can send them a postcard or add them to a separate email sequence. At this point, I have two lists: subscribers and buyers. Each list is unique and gets treated differently.
