When Should You Pitch to a Newbie on Your List?

http://christinekane.com/pitch-newbie-list/#sthash.FaSlsJPn.dpbs
If you've been growing your list for five years, you're going to have new people on there, and some who have been with you from the start. So, it wouldn't make much sense for the newbies to just immediately buy whatever it is you're offering to your faithful, longstanding audience.