Informed Sources®, “The Difference Between a Lead and a Sale”©
Today’s Do-Not-Call Lists and privacy concerns have made Informed Sources® Referrals more valuable than ever. Since 1991, Informed Sources® has been a special source of Qualified Leads for products ranging from Appliances to Zinnias.
When a new customers or a renewed customer is worth $200, $300 or more…we’re the Only Source.
HOW DO WE DO IT?
We have special dialogs with Millions of homeowners across the country via our Pre-Paid-Responder Program and our Informed Sources® Co-op Phone Survey. Here’s how they work.
We’ve worked with many of the biggest and the best. We don’t outsource our primary research and we have statisticians with expertise in advanced statistical analysis who can bring the results to life.
Expert Staff – Lead Generation Agents are thoroughly screened and trained for appropriate articulation and knowledge of our clients' products. This degree of training in front line customer service staff is unique within the industry .
Special training emphasizes speed as well as "implicit-interest-identification" (I.I.I.)
Each day our interviewers contact homeowners to find those in the market for our clients' products. The average interview is 30-45 seconds.
Branched Interviewing – Once the contact is made the question screens ‘branch' in a predetermined order. The computer rejects any inappropriate responses on each question. Based on the response to each question the computer branches to the next appropriate question screen. The agent has no choice but to follow the computer's direction.
Verification - After a lead is identified, the response is verified by a supervisor who is "patrolling" the calling floor. Approximately 40% of these Leads are rejected on verification. The respondent may be confused about the question or "not really" in the market among other reasons for not being passed on to our Loan Request Department. This verification step significantly improves our Loan Request Department's efficiency.
This verification procedure is also unique within the industry.
Using another proprietary computer software system Leads are Electronically forwarded to our Loan Request Department.
Clients often have us follow-up our own leads.
In product product categories such have home-equity loans, we successfully convert 62%-75%. Clients typically get a full loan application from 65%-90% of the Loan Requests we send them.
We have experienced similar success with categories such as:
Stuart Goldberg Ph.D., President
As President of Informed Sources Inc., Stu has been responsible for database building/lead generation programs, strategic consulting, survey design and implementation, and overall marketing consulting. Since 1991, Stu has been working with some of the largest marketers in the country to integrate their database and other marketing efforts. He is one of the country's foremost experts in Target Marketing Optimization. During the previous seven years, Stu was on the agency side at DDB Needham Worldwide, a division of Omnicom Group. There, he established a strategic consulting group called Marketing Decision Systems. MDS regularly guided clients in new ways to enhance their business. As Director of Marketing Decision Systems, Stu was charged with directing all quantitative and complex research carried out by the agency. New product introductions, concept testing, and all other aspects of research were under his direction. Stu has also held several other advertising agency positions at DDB Needham and befor that at Leber Katz Partners. He came to the marketing arena after seven years as a professor at Columbia University and Queens College, before which he completed a Ph.D. in psychology and neurophysiology.
Bob Kasper, V.P. Marketing and Sales
Along with Stu Goldberg, Bob started the company in April 1991.
As V.P. Marketing, Bob is responsible for executing and overseeing marketing research and telemarketing programs. He has personally trained many hundreds of telephone interviewers and sales representatives, designs and implements quality control programs, and is amongst the foremost experts in productivity optimization.
He has overseen MILLIONS of telephone surveys on behalf of Blue Chip clients such as Beneficial, The House of Seagram and others. His experience with cellular phone programs, mortgages and deregulated energy is unmatched by anyone in the industry.
Prior to starting Informed Sources Inc., Bob was Supervisor of Marketing Decision Systems at DDB Needham, where he had been for five years. As MDS Supervisor, he lead many important research projects for clients such as Michelin, GTE, NEC, Volkswagen, Johnson and Johnson, Bristol Meyers, Campbell Soup Company, Amtrak, etc…
Bob is an expert in marketing research, statistical analysis and database management. He participated in the Special Achievement Master's Degree Program at Boston University, where he accomplished a Master's Degree, Bachelor's Degree, and considerable Ph.D. work in Economics/Econometric Modeling, all in four years.