Hornstein Associates

The Hornstein Methodtm is a customer relationship methodology that emphasizes trust and respect in all forms of marketing, and promotes opt-in relationships between marketers and their customers to maximize customer satisfaction, retention and lifetime value. 

Direct marketing has always been about conversations with people, building relationships by listening to them and responding to them as individuals.  The dialogues underpin all the behavior we motivate. Today's marketplace is a brilliant realization and aggregation of all the qualities that make direct so powerful, and who better than Scott Hornstein to drive its' relevance to marketers trying to make sense of thousands of channels and millions of customers? I've known and worked with Scott for more than 20 years. He is a thought leader and, even more important, knows how to practice what he preaches. Among the many voices, his rings clear and true. 

David Sable
Chief Executive Officer



Opt-In Marketing presents a new and better way of marketing which:
  • Is far less wasteful
  • Makes more money, achieving substantial immediate and long-term incremental revenue
  • Solidifies relationships with customers so they stay longer and buy more!
"Consensual or opt-in marketing is the wave of the future.  I don't think there has ever been a time when marketers have been more convinced that 'business as usual' isn't going to work anymore."
- Al Ries    
Chairman, Ries & Ries


The core reason b2b prospecting underperforms

The overwhelming majority of people working on any given b2b marketing campaign have never seen, met or spoken to a customer, and certainly not a prospect.  They are separated, a gap to a chasm, from the often-conflicted humanity of the people that make the decisions.  This separates your campaign from its potential.

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The Center of the Universe for B2B Prospecting By Scott Hornstein

Every champion of a product or service believes in their heart that their target is the CEO. They need to find a way into CEOs’ consciousness. That the illumination of their message will pierce the maelstrom like a lightning bolt and all, from there, will be smooth sailing. Scales will fall from eyes and money will rain from the heavens.

To them I offer a cold shower:

·       This is not the way CEO’s learn

·       This is not the way corporate purchase decisions are made

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