Shredding Customers

Shred Nations is the shredding industry’s only online marketplace for the shredding industry. Shred Nations job is to attract a large flow of shredding inquiries from the internet.  We vet each inquiry to discover ready-to-buy customers with an immediate need for shredding services. Shred Nations then matches referrals with local shredding companies that are a part of our network. Your job is to sell your service. We help you grow your business with by providing you with new customers.

partners.shrednations.com, is a useful resource in the form of marketing information that can be customized for any zip code. Within a 50-mile radius of any zip code, the information you’ll receive includes the number of ready-to-buy customer referrals sold by Shred Nations over the past 12 months. It also includes an estimate of the revenue earned by shredding companies from those referrals.

Shred Nations delivers ready-to-buy customers to its partners for a very low cost. All other marketing techniques require chasing prospects and spending time vetting the lead.

 

Industry Support

Check out I-Sigma, an industry trade organization created through a merger of NAID, the National Association for Information Destruction and PRISM the association for records information management companies. The members of this organization are a mixture of established and new records destruction companies and information management companies. This is the paramount industry organization serving the shredding and records information management industry. It fosters professionalism, third party certification for individuals and companies, and organizes an annual convention for the industry that is open to members and non-members alike.

 

Understand the Industry

Buy the book “Information Disposition” by Robert Johnson. This book is definitely not light reading but it is by far the most authoritative book available about shredding.  It’s available on Amazon for about $100.

 

Shredding Sales Techniques

Shred School is a formal training program for salespeople and managers. Shred School is the education arm of the National Association for Information Destruction (NAID). It is designed to provide affordable training to all secure destruction industry professionals and NAID active members in an effort to improve their businesses.

 

Market Research

This discovery process comes under the topic, “Market Research.”

A direct market research approach involves creating a list of potential customers and seeking information directly from them.  Your list should include organizations that are required by law to shred – among them, those engaged in financial, health, education, and government activities.

It is important to learn:

  1. Does the organization currently shred records?
  2. What type of services do they need?
  3. Are they open to doing business with a new company?
  4. Do they have contracts with their service provider and if so, when do the agreements expire?

Getting answers is not easy. People are very busy.  In making phone calls, voice mail is mostly what you’ll get. You’ll learn more making personal visits which is time consuming. This will give you exposure to non-verbal signals and, in addition you can see your competitors shredding containers.

An indirect market research technique is to ask friends and people you know. By asking for “advice“ they may give you introductions to their network of associates and this may lead you to others.

You learn about your competition from potential customers, but you can call them directly and learn how they answer incoming calls. Explore their web site. When you encounter their drivers at a location, you can them ask if their company is a good one to work for and you can ask if their specific truck is reliable.

 

Create a Business Plan

Make it realistic and achievable. Build in some contingencies for the unknown. Make sure you know how much capital you’ll need. If you go through more cash than you allotted in the start-up period, it may be too late to get more.

 

Capital

Experienced entrepreneurs know it’s very difficult to start with all the cash you’ll need. Your plan reveals how much cash you’ll need. Once your business is launched, in the “real” world you probably will exceed your plan some of the time and under perform some of the time — both conditions eat up more cash than the plan called for.

 

Hire Professionals

Business is complex beyond what it first appears. You’ll need legal, accounting, and insurance help. By selecting professionals with experience and good reputations you’ll avoid common pitfalls and if you are lucky, they will keep you from getting into serious trouble.

 

Tools of the Trade

Shop for the right equipment: Visit the industry suggested suppliers

Learn about them on the internet, talk to their salespeople, visit the factory, obtain a demonstration, learn what size to buy, learn how to maintain equipment, learn about local support, get quotes, learn about operating costs, evaluate new equipment versus used, study financing terms and shop to get the best financing deal.   Decide, what’s right for you

 

Revisit Your Business Plan

Update your business plan using your latest knowledge and understanding about equipment and facility economics. Compute your need for start-up capital.  Add in a contingency.  Add polish to your business plan because you’ll be relying on it to raise capital and in many cases it’s all outsiders have to base judgement on. Raise more capital, get going, and keep going