A staple of marketing is knowing who your customers are. If you do not know who it is that you are trying to market to than how exactly do you come up with something that will appeal to them?

For those who print catalogs to send out to people this becomes even more vital because you literally have to know who you need to send things to. All of this leads to a strong initial push to define a customer base, and then alter marketing to better fit those customers.

What happens though is a common problem I have noticed for many of the companies who have strongly defined who their customer base is. What ends up happening is that they define their customer base so thoroughly that they then start to cut themselves off from potential customers.

Rather than spread out who they are trying to target they instead focus on very selective groups who they already know have interest in them. The problem with this is that for a company to really grow they need to bring in new customers. Eventually you will reach the end of your ability to grow while remaining focusing purely on the one customer group you have already been courting.

Something to take note of is that there are many different segments of the population that like very similar things. The best marketers are going to be the ones who understand that what appeals to one group can work for others with just slight alterations. In the end you can implement catalog printing that will still maintain strong support among your original customer base while also bringing in others who have never done business with you before.

Take a good look at the people you are targeting and see what traits they have in common. Figure out exactly what it is that they like about what you are doing, and start from there.

What you need to do is figure out a way take those things and expand them into a different customer base. Maybe you sell certain products they like, and so long as you keep those products in your catalog you will keep their support, but you can then give additional focus to other products that might bring in a much different crowd.

Even those who do not print catalogs can obviously get a certain amount of useful improvement to their sales through a method like this. But for any of it to work you need to be positive about what it is that people like about you. If you are not sure of that you might end up changing something that your existing customers enjoy, and lose business by doing so.

This is the very fear that leads to many companies avoiding changing anything out of concern that they will end up losing their existing customers by doing so. If you handle things carefully and you make sure you know all the facts of the situation, you can be certain that you bring in more customers while keeping your current ones happy.