MARCH 2011


IN THIS ISSUE


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Tana's Tech Tip

Sorting is Simple with
Veri-Shred

Sorting customer lists can be a real headache. This is why we've added a new setting in Veri-Shred that allows the customer list to be sorted throughout Veri-Shred by either customer number (numeric) or by customer name (alpha) by default.

You'll find this new feature under the "Appearance" tab in Veri-Shred.


Check out the Info Available in the ASI Learning Center

Visit the ASI Learning Center for loads of educational and support information available online and onsite.


Upcoming Events

Shred School
April 20-22, 2011
May 18-20, 2011
August 24-26, 2011

Spartanburg, South Carolina

PRISM Annual Conference
May 10-12, 2011
Miami, Florida

Fundamentals of Records Center Management
July 19-20, 2011
Jakarta, Indonesia

PRISM/NAID/ARMA Joint European Conference
November 7-9, 2011
London, England


Useful Links

ASI Learning Center
Here you can view all ASI product help manuals.


24/7 Software Support
Have an issue you need assistance with? Get help today by visiting our online Support Center with FAQs and more. Don't see an answer to your problem? Create a support trouble ticket. One of our support staff will respond within 24 hours, plus you can view the status of your support question at any time simply by logging in!


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Sales@AndrewsSoftware.com


THE 411 ON ASI

Please send any payments, hardware and other correspondence to:

Andrews Software, Inc.
6900 W. Snowville Road
Cleveland, OH 44141

Toll-Free: 800-807-2093
(North America)
Phone: 440-546-9771

(Worldwide)
Fax: 440-627-2089

www.AndrewsSoftware.com
www.InfoKeeper.com

   

NAID Conjures Pure Magic in Orlando
Scott Bidwell, President/COO

The ASI conference crew and I recently returned from the NAID Annual Conference and Expo in Orlando. After many years in the industry, I've attended quite a few conferences and trade shows. This one ranks as one of the best. There was good attendance, lots of activity, a strong slate of educational sessions, and it was held in a good location. Of course, a critical criterion for success as an exhibitor is whether a show generates business. This too, looks positive. The ASI booth was abuzz with activity throughout the show. Booth visitors included attendees directed to us from existing customers, as well as those who simply walked by and wanted to know more about Andrews Software's solutions. We also had a number of prospects who were sent to our booth, or personally walked over, from other vendors. How gratifying!

We often talk about nurturing our client relationships, which helps boost business through referrals. Just as important are our relationships with fellow vendors. My philosophy, whether working with a client or with a vendor, is to establish rapport, identify the need, deliver what I promise and ensure they're satisfied with the result. By conducting business in this way, clients recognize ASI as a business they can rely on. Vendors know that ASI is committed to the customer and are confident in referring their clients to us. We do not take this lightly and appreciate the vote of confidence and opportunity.

As you talk about relationships with your team, remember to nurture not only those all important client relationships, but your vendor relationships as well. Now if you'll excuse me, I have some thank you notes to send to a few vendors.

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Never a Dull Moment at the NAID Expo!

Busy is a good way to describe the ASI booth during the NAID Conference and Exposition earlier this month. As the photos below show, the ASI team fielded questions, exchanged industry knowledge and insight and enjoyed a fun few days visiting with show attendees.

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The Latest, Greatest...The Latest, Greatest...

Andrews Software product updates are at your fingertips. Be sure your business is getting the maximum benefit from your ASI software investment. Check out the ASI Product Updates page on the ASI web site. You'll may also find it useful to visit the Release Notes and Help Manuals areas on the site where you'll find the latest information for ASI's records and information management software solutions.

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The Three Most Powerful Words in Sales
By Kimberly Wei
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Reprinted from www.bnet.com, Feb. 15th edition.

Just say it: “I don't know.” Too hard? It's worth practicing, especially if you work in sales, according to new research from the Boston University School of Management .

Barbara Bickart , Maureen Morrin , and S. Ratneshwar, all of the Boston University School of Management , conducted three tests designed to measure how trustworthy salespeople appeared, and how likely consumers were to buy from them. They found that for salespeople there is no downside to answering, “I don't know” when a customer or prospect asks a question that stumps them. And for salespeople who work on a commission basis, saying “I don't know” may actually seal the deal.

Expecting the Worst of Commission-Based Salespeople
In the first survey, 37 people read a script describing a situation in which a new employee is asking for information from a financial advisor associated with the company that sponsored their new 401(k). In that script, the employee asks the financial advisor if signing up for the 401(k) will impact their ability to contribute to an IRA. The financial advisor does not know the answer.

  • If the salesperson was on commission, 75% of the respondents expected the salesperson to blather on, trying to hide the fact that he or she did not know the answer.
  • If the salesperson had no financial incentive to sign up the employee, only 38% expected the salesperson to obfuscate.

“I Don't Know” Inspires Trust
In the second survey, 225 respondents were provided with one of three possible responses on the part of the financial advisor: A straightforward “I don't know,” an unrelated answer, and the correct answer.

  • If the salesperson was on commission, admitting ignorance convinced people to buy . The survey respondents were more likely to say they would buy if they get an “I don't know” answer than if the salesperson beats around the bush.
  • If the salesperson was not on commission, it didn't matter what he said. If the salesperson was not on commission, the respondents were equally likely to buy no matter which answer the salesperson gave.

Beating Around the Bush, Bluster: A Deal Killer
The scenario was the same in the third test. But the 134 survey respondents were asked to give their thoughts about the salesperson . Beating around the bush turned out to be a deal killer for salespeople working on commission. The survey respondents described the salesperson as untrustworthy and said they were less likely to buy as a result.

The take away?

  • It's better to admit ignorance than to try to bluster your way through, especially if the customer or client knows you're working on commission.
  • Admitting ignorance makes you seem more trustworthy and credible in the eyes of the customer, not less. The professors speculate that what a salesperson loses in credibility from not knowing an answer he or she makes up for in trustworthiness from admitting their ignorance. In other words, they write, “dumb but honest” beats “clever but devious.”

How do you react when someone can't or won't answer a straightforward question? And how comfortable are you saying “I don't know”? And do you think saying “I don't know” will help you with clients–or your boss?

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