How important is it to have Buying Leads?

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How important is it to have Buying Leads? I'm referring to someone that you have acquired onto list due to them having already bought something from you. Is there a huge difference in selling to these people compared to people that got some freebie even if these are very targeted leads for what you are promoting? The reason i'm asking is because I want to know if it makes sense for me to continue to try to sell products to build my list slowly or should I just go ahead scale quickly using paid traffic methods with laser targeting?

Thanks in advance.
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