-”At age 16, Michael Dell followed the KISS (Keep It Simple, Stupid) Principle to identify those most likely to purchase a subscription to The Houston Post (newlyweds and those who were moving into a new home), he enlisted the assistance of schoolmates to obtain the names and addresses of prime prospects from public sources, and then mailed a customized letter to them. Thousands of subscriptions were sold that year. He earned $18,000.
Who buys what I sell? Why? What is the best way to identify them? What is the best way to contact them? (Certainly not door-to-door) How can they help me to reach others who are also prospects? Obviously, $18-thousand is substantially less than $18-billion but what is most important is the fact that essentially the same strategies achieved both totals.” read more here