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Sales & Marketing

People buy for their reasons, not yours

By Ray Barry, NAID Deputy Executive Director People buy for their own reasons, not yours. This is a mindset that average sales professionals do not understand. The top sales professionals understand that everyone makes their purchasing decisions based on different motives. No two decision-making processes are exactly alike. The only way to discover what these […]

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Relationships feed the sales funnel

By Bob Johnson, NAID CEO Over the past few weeks, I’ve been reminded twice that the networking and partnership techniques taught at Shred School are both valid and valuable when marketing secure destruction services. Last month I spoke at a large convention of businesses that provide assistance to senior citizens who need varying degrees of care. They […]

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What’s your number: A strategy for publicity

By Bob Johnson, NAID CEO I spend a little time in the Shred School workshops talking about the use of press releases to get publicity. Over the years, I have found that most secure destruction companies miss the opportunity to use them effectively due to a number of misconceptions. They aim at the wrong target. They don’t […]

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He who listens, gets the sale

By Ray Barry, NAID Deputy Executive Director The sales professional who listens the best, wins the sale. It is the most important part of the sales process yet it is the most overlooked sales skill. Unfortunately, most salespeople would rather talk instead of listening to the client. Salespeople are not trained properly how to listen […]

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Do you brag or provide proof?

By Ray Barry, NAID Deputy Executive Director We are taught at a young age to not brag about ourselves. I tell my son this all of the time. Any time we brag about ourselves and our companies, our prospects are unimpressed. But why do 80 percent of sales professionals start each proposal they give to […]

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What is your follow-up strategy?

By Ray Barry, NAID Deputy Executive Director In previous NAIDnotes posts, I have discussed how important it is to stand apart from the crowd of “shred-a-likes” in order to not blend in with your competitors. Unfortunately, an area that I see many sales professionals and owners blending in with their competition is the post-call follow […]

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Service provider qualifications bolster your marketing efforts

By Bob Johnson, NAID CEO There’s no shortage of marketing gurus with innovative ways of warming up the prospect so you can get a meeting. But, I caution readers not to put too much hope in this as the silver bullet. It certainly isn’t. Allow me to elaborate. The way it supposed to work is […]

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What is this 5S?

By Mitzi Ott, Recall So simple, sure seems suspicious … No, not those five S’s. Today, in a world of instantaneous marketing brought to business operators via their inbox and social media sites, it almost seems like everything that seems too good to be true, really is. Take heart. This is the real deal. 5S is a […]

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Six SEO tips for the paper shredding industry

By Drew Dekker, NetGain Vice President These days, getting found online is one of the most important factors for the success of any business, and that goes for shredding companies as well. Just a few short years ago, direct mail and newspaper advertising was the best way to drive leads but the times have changed. […]

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It’s all about the reps

By Ray Barry, Chief Shreducation and Member Relations Officer In sports, life and business, there is a pretty simple rule: the more we do something or the more time we spend learning something the better we get at it. Repetition is the key to retaining knowledge or to improving a skill. Something a baseball coach […]

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