Innovative Systems

February 2010
Reach Out to Your Business Customers in 2010

When you take the time to visit your business customers, you may find that your efforts will bear fine fruit. Santel Communications, a rural Telco located in central South Dakota, is going into their tenth year of business customer site visits. Santel’s PR veteran Cindy Larson shares some helpful tips.

Larson begins with a report of Santel’s business customers’ bills. She reviews areas where they could maximize the services they provide to that business. Her visits are low keyed and she lets customers know it is a courtesy call as she presents them with a gift, a pen and a phone book. Looking back over the years, Larson says these businesses receive her with warm welcomes. One of her business customers has commented that Santel is the only utility type provider that has ever bothered to visit them, let alone visit on an annual basis!

In addition to the obvious good will these personal visits generate, many unsolicited up sell opportunities have also been realized. Comments like “I’ve been meaning to upgrade my service, I’m glad you stopped by”, are common.

We’d like to thank Cindy Larson from Santel Communications for sharing her story. Let us know if you would like her contact information as she would be happy to visit with you about her ongoing project.

The idea of personal visits with your business customers is even more important if you don’t have a commercial accounts representative. You may have business services your customers don’t even know about and a personal visit could be a good opportunity for you to improve your relationship.

You are invited to direct any questions related to marketing Innovative Systems AP products to either Scott Meyer (605.990.7202) or Lisa Johnson (605.990.7149).