On the Record: Growing Your Records-Management Business

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Educate Customers/Prospects

The benefits of using your services are often greater than you represent. In other words, if you under sell records management, your customers perceive your services as less than they really are. Their savings in time and hassle, via things such as on-time retrieval and delivery services as well as accurate invoices, all provide value. Educate consumers so they can equitably compare you to the competition.

Talk Technology

Make customers aware of your technology. Many times, all they see is the front-desk clerk when they drop off or pick up containers or files. They may not realize you offer services such as Web access, allowing them to immediately determine, from the comfort and convenience of their office, what files they have in storage and where a particular one is located. If your customers don’t understand your use of technology, they surely won’t know or appreciate the value-added features it provides.

What’s In Store?

People who’ve lost homes to foreclosures or choose to downsize will still always need a place to live. There’ll likely be a new demand for self-storage in the near future. When people leave their homes for less expensive and smaller quarters, they need to revisit self-storage for housing their extra furnishings.

While we can’t to turn around a soft market, business owners can take other steps to get customers in the door. 

Records management is a business that will continue to thrive despite and during economic downturns, offering unlimited opportunities to sell. Every business creates records and has a need to retain and protect them. From the banking and financial industry, to the medical and professional services fields, to your local McDonald’s franchisee, every business has records to store and must manage in today’s litigious society.

You’ve made the right decision to expand into this business. Now may be the perfect time to start growing it. Nurture it and your customers, and you’ll reap some healthy rewards. 

Christine Spisto is the marketing communications/public relations director for O’Neil Software. For more than 25 years, the company has provided software and hardware solutions for more than 850 record centers in more than 65 countries, ranging from startups to multi-nationals. O’Neil’s solutions manage/track multiple types of data including traditional storage boxes, file folders, documents and tapes, from deposit to destruction, work order to invoice. The company is also known as an industry pioneers for barcode tracking, portable printers, laser scanners, wireless handhelds and web technology. For more information, visit www.oneilsoft.com

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