Leads Source for Business Solutions

EZine Sign Up

 

Home Services Events About Us Contact Us Resources FAQs

 


 
 
 
 
 

Resource Center

Leads Source, Inc.
125 Highpower Road
Rochester, NY 14623
P: 585.269.3800
F: 585.269.3801

info@LeadsSource.com

FAQs
Frequently Asked Questions

Click on any of the questions below and you will be taken to the answer. Use your Back Button to return to the questions.

What is MICRO MARKETING?
How did MICRO MARKETING get started?
How does MICRO MARKETING compare to other programs?
What is the key to targeting the right market?
Why is alignment so important?
What's the key to message development?
What services does Leads Source offer?
What is Leads Source's key strength?
What is Leads Source's ideal client match?
What is Leads Source's ideal working relationship with a client?
Can't my ad agency do this work?
How do we work with you?
How do you charge?
What if I'm not prepared to make a decision?
How do I learn more?

What Is MICRO MARKETING?
MICRO MARKETING is a smart little B-2-B marketing program based on a simple working premise: If you align what you offer to the real interests of a true buying market, you will spend less time and money building new business and you will achieve better results than you would with any other marketing method.

The Model
MICRO MARKETING is a closed loop system that means each step in the process leads to the next step and all steps lead back to the first step. With each new cycle, we improve alignment (and results) by incorporating what we have learned from the previous cycle.

Systems Approach
Most marketing efforts fail because they are too complex and/or time consuming. A systems approach achieves consistent results because it is uniform in its activity and easier to execute. For example, a McDonald's French fry tastes the same in Maine as in Mexico because there is only one (Mickey D) way to cook the French fry.

MICRO MARKETING is a similarly simple system.

Back to Top

How did MICRO MARKETING get started?
MICRO MARKETING was started in 1992 as a marketing communications firm offering marketing services. As small business underwent growth and change, we worked with clients to create many of the MICROMARKETING programs that have become standard-fare in industry today. This knowledge of why things work the way they do is extremely helpful as we create today's direct marketing programs using both the mail and the Internet.

Back to Top

How does MICRO MARKETING compare to other programs?
The following steps will help you compare MICRO MARKETING to other programs in terms of price and value:

  • Verify the market potential for yourself. Call a mail list broker and ask for a count of all the small businesses in your market that you might sell to. Ask the list broker the cost of his list on disk (about $400 minimum).
  • Next, visit a local software store and/or search the internet. Try to find a complete new business development program. Yes, you will find many single-purpose programs - The Greatest 100 Sales Letters, or Marketing Plans Made Easy - but you won't find everything you need in one program. Add up the cost of individual programs - marketing plan, copy writing, tm management, etc. (about $350).
  • Call a copy writer and ask the charge for developing a new business letter or new business postcard series or website content ($450 to $2,000).
  • Call a telemarketing company and ask the charge for a telemarketing call prep sheet, script and call tracking evaluation forms ($500 to $800).
  • Call a business consultant and ask the charge for doing a basic market analysis - market position, competitive comparison, market segment sizes and potentials ($2,500 to $5,000).

The total charges (of the above) is what a small business operator would pay to buy the same tools and services in each MICRO MARKETING program package. And the customer would need to coordinate and integrate all the individual pieces himself.

By any comparison, MICRO MARKETING is a well positioned and smartly priced program in terms of cost and return on investment. Add in its guarantee and MICRO MARKETING is a no-risk, high-return proposition for a business seeking new leads, market growth or the ability to enter new markets.

Back to Top

What's the key to targeting the right market?
Just as a crash-bang action movie may appeal to teenage boys but not to middle aged women, so to your sales proposition will appeal to some market segments but not others...which is why it is critically important to define to whom you will speak, before you speak!

After we complete a simple analysis of your company's present market position and previous sales history, we do an overview of your potential markets.

We define and segment each potential market by industry, company size, age and economic strength.

We then qualify each potential target market based on six "yes"-"no" criteria.

In total, through our three step filtering, we can help you clearly identify and target those specific industry groups who have a historical need for what you offer.

Finally, using our database sources of over 18 Million businesses, we license and purchase your new business prospect list one small target group at a time.

Nearly every marketing effort requires the use of a database. Through MICRO MARKETING's three step narrow casting, you'll save time and money by focusing only on high potential prospect target groups. You'll save additional time and money by only purchasing the size list that fits your needs...not a list filled with junk records to meet some arbitrary minimum order size.

Back to Top

Why is alignment so important?
A forgotten key to smart marketing is alignment. You may have a great product or service (the best in your industry) and you may have a great potential market (prospects rich and ready to spend) but if your offer does not align with your prospect's wants or needs, you will not succeed in your sales effort.

Alignment - How it works
Imagine that you own a service business and I own a service business.

Both our businesses are the best in our respective industries. We both decide to expand into the biggest and richest market in the country, Orange County, California.

Within months, you're rich and I'm broke. But why?

My service is the best in my industry just as your service is the best in your industry. And the market is big and rich. Why did you succeed and why did I go broke?
The answer is alignment.

You offer a pool cleaning service. I offer an ice skate sharpening service. You have alignment with a warm weather market and I don't.
Alignment is what makes all the marketing program elements work successfully. It is the top priority of every MICRO MARKETING program.

Back to Top

What's the key to message development?
Our strategy - every persuasive word we write - is developed from your buyer's point-of-view.

We match the implications of your prospect's real needs with the strengths and implications of what your business offers.

In truth, your sales message isn't a sales message at all. It is a logical presentation of information based on your prospect's need to know; not on a salesperson's want to tell.

Your marketing message must clearly and succinctly convey who you are and what you can offer.

With experience from having written more than 200 business presentations for some of the largest corporations in the country and from having developed more than 500 small business marketing programs, we can help you develop a message that will differentiate your services from your competition and motivate your prospect to act.

MICRO MARKETING has helped over 500 other small businesses reach their goals. We can help you in the same way.

Back to Top

What services does Leads Source offer?
Our core service is MICRO MARKETING, a key, new business development program - which might represent a good, low cost marketing approach for many small B2B firms. In addition we offer business and marketing consulting programs on a project basis.

If you need a speaker at your next event, we offer several structured presentations or we will create one unique to your needs. For further information, contact us at: info@LeadsSource.com

Back to Top

What is Leads Source's key strength?
Leads Source strength is our knack of identifying the right solution and integrating it into a marketing plan that leads to your greater success.

Back to Top

What is Leads Source's ideal client match?
Clients with new business pursuit projects they would like to put on autopilot (a continuous weekly basis) love us. They may also have other marketing campaigns that are not as effective as they would like, which we routinely straighten out. Time-crunched small business entrepreneurs appreciate the way we handle everything with their insight, but without the bother (so they won't have to).

Back to Top

What is Leads Source's ideal working relationship with a client?.
Clients who use us for on-going promotion of one or more products get maximum value from our services. Often, we will promote products for multiple years for a single client, building each new program on the successes of the previous ones. And of course, clients who use us as their sole direct marketing provider leverage this advantage across many product types.

Back to Top

Can't my ad agency do this work?
While many businesses use advertising as their primary marketing tool, at Leads Source, we use advertising as a part of the total marketing mix to ensure greater effectiveness and reach. Please note, advertising is just a small subset of marketing, and it may or may not be appropriate for your business and the goals you've defined.

Leads Source is unique in that we focus on developing practical marketing programs with easy-to-implement strategies to ensure that small business and individual practitioners are not overwhelmed with the marketing side of their business, but can concentrate on managing their overall business.

Unlike many advertising agencies who only pay attention to your advertising, Leads source reviews your customer database, uses a proven MICRO MARKETING™ methodology to find high potential prospects, creates appropriate messaging showing how your solutions meet your prospects' requirements and delivers measurable results on all our marketing programs.

Back to Top

How do we work with you?
We've served over 500 clients and have used MICRO MARKETING from coast to coast, and much of our work is done on the phone or over the web, with on-site meetings only as needed. Most of our clients actually prefer to work this way, because it saves them time and expense.

Back to Top

How do you charge?
When we are doing a client's entire annual marketing program we invoice monthly. We provide an estimate up front including mailing and other "cost of doing business" stuff. It's that simple, and the results are guaranteed.

  Back to Top

What if I'm not prepared to make a decision?
Marketing success depends on making decisions. The right decisions in the end affect Leads, Purchases, Customer Loyalty, Up-Selling, Referrals and Customer Lifetime Value. Fortunately, you don't have to go at it alone. Leads Source is your strategic advisor to help you successfully navigate through the myriad of questions that surface when engaging in marketing. Leads Source offers effective marketing solutions for small businesses. We exist to help you make decisions that maximize results of all your marketing efforts. We help you build customer relationships that build your business. Call us to help you put your marketing ideas into motion.

Back to Top

How can I learn more?
Just call us at 585.269.3800 (or email us at info@LeadsSource.com). We'll be happy to set up a phone consultation to talk about any initiative you may now be considering, or answer any questions you may have. Or give you at least one good marketing idea. And of course, there's no obligation.


NEWS

October 22, 2009

Bill Brennan, President of LeadsSource in Rochester, presents Turnaround2010 Seminar on November 4, 2009.

New Articles Posted to help grow your business!

Check out "10 Ways to Target Your Market Segments" (in RTF format)

Plus...

Read more about "Selling to Big Business" (in PDF format) by David Frey, author of "The Small Business Marketing Bible".

Take a look at many more business boosting short articles on our Resources section.

[Home] [Services] [Events] [About Us] [Contact Us] [Resources] [FAQs]

Leads Source. Copyright 2008. All rights reserved.