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After a year and a half of hard work and struggle, as a marketer who has been engaged in credit card marketing in xx Bank for nearly a year, I always think that all marketing products should have: sensitive response ability, knowing how to guess the psychological changes of customers, understanding and interpreting products, language expression ability and good psychological quality.
After a year and a half of hard work and struggle, there are joys, sorrows, laughter, tears, successes and failures in this year's marketing work. However, in a very short time, I deeply realized that no matter what I do, I should have full confidence in myself.
In addition to having enough confidence and experience in yourself, it is more important to have your own mentality. I am a marketer and have just been promoted to the head of a small team. I feel honored to have just been promoted, but invisible pressure is coming at me, but appropriate pressure can give me motivation. I also want to share it with you here. I believe many colleagues who work in the company also have unique opinions. Learn from others, apply what you have learned, and open up a world for yourself!
First, have confidence in yourself.
When I first started my marketing work, I hesitated when I wanted to visit my customers, and I was afraid to enter the door. I finally got up the courage to enter the door, but I was too nervous to know what to say. At the beginning of introducing the product, the customer sent it away in a few words. Repeated visits failed, and I began to make excuses and complain for myself. But I never realized that while making excuses for myself, I had become quite negative. Negative emotions have a great influence on my work. Later, the leaders found out and talked to me a lot. He told me that a qualified salesman must have full confidence first. Only when you have full confidence in yourself can you eliminate the fear of facing customers, give yourself a clear idea and introduce products to customers through fluent language? . These words are deeply engraved in my mind. Whenever I feel depressed, I secretly cheer myself up. I firmly believe that as long as you have confidence in yourself and your products, you have already achieved half the success.
Second, set yourself a goal that can be achieved at different times.
Everyone should arrange their work reasonably every day, with a plan and purpose. In order to avoid blindness, it can be said that there is no direction. This kind of situation often gets twice the result with half the effort, not worth the loss. Now, as a new marketing team leader, I have to lead the team members besides myself. Since you have led a small team, you must have a careful work plan, reasonable time arrangement, adequate personnel deployment, good team spirit and so on. Set a goal for yourself and your team members!
Third, gain the trust of customers instantly.
When marketing products, make friends with customers, so that customers have a good impression and trust in themselves. What you say when you meet a customer for the first time is very important, and a good opening speech is often half the battle. Of course, gaining customers' goodwill and trust in an instant is not only reflected in the first meeting, but customers may be cold to marketers for a long time in the conversation, but some changes in details may win customers' hearts.
Fourth, learn new knowledge in marketing failure.
As the saying goes:? Failure is the mother of success? ! In the process of marketing, many times you will meet all kinds of customers. Maybe you are lucky to meet easy-going customers, but there are also unlucky days when customers are particularly difficult to catch you. Don't be discouraged after so many failures. We should find the reason from the root of the matter, why it failed, whether the professional knowledge is not in place or the marketing skills are not as good as others. I hope we won't make the same mistake often next time.
The above points are my summaries as a marketer to the head of a small marketing group. If we can do it: grasp the present, learn from the past and start creating the future. Imagine a bright future, make a practical plan and do something today to realize it. Clear your goals and explore ways to make your work and life more meaningful, and you will be happier and more successful!
Summary 2 Looking back on the past year, all the experiences have turned into beautiful memories. Combined with my own work, I have made some achievements in the past year, but there are still some shortcomings. Transform our outlets, improve service quality and strengthen outlet marketing. Our sub-branch has partially adjusted its staffing, arranged low-counter sales staff, made initial progress in personal financing business, and began to try to provide professional comprehensive personal investment and financing services to middle and high-end customers. I also transferred from the low cabinet to the financial office to engage in personal financial business. Although I encountered many difficulties and problems in my work.
I. Summary of Specific Work in 20xx
Customer maintenance, mining, management and personal product sales.
1. Grasp the basic work, make a good sales plan and tap the wealth management customer base; Through the front desk counter, using the silver shopkeeper crm system, focus on developing vip customers and adding vip customers;
2. Further collect and improve the basic information of customers, integrate customer relationship management, fund management and portfolio management by using the bank shopkeeper crm system, and establish some customer information. While understanding the basic information of customers, we have carried out a variety of product sales and achieved certain results in active marketing.
3. Strengthen publicity and transmit information through newspapers, SMS, display boards and led banners. , and achieved some results;
4. Further promote the listing of new products such as RMB weekend wealth management, steady return series, aggressive wealth management of BOC and precious metal sales according to the investment and wealth management needs of market customers and the work arrangements of the superior bank.
Self-training and learning
Under the great attention of provincial branches, in March this year, after the selection and internal assessment of individual account managers in the province, I left my post and participated in the formal course training of xxxxafp qualification. With my own efforts, I passed the national afp financial planner qualification examination in X this year and obtained the qualification certificate in X; Through the standardized training of afp system, I have improved my quality after studying at this stage.
At work, as a bank employee, when making investment and financial planning for customers, we should rationally allocate various financial products according to different customers, aiming at creating the maximum return on investment for customers. I can turn what I have learned into the ability to serve customers, attend it blueprint training according to the actual situation of the bank, and constantly improve my business ability.
Second, the shortcomings
Although the Bank's wealth management business has developed initially, due to its late start and low starting point, the development scale of wealth management business is relatively small, and there is a big gap compared with peers, and there are problems such as insufficient personnel, low quality and inadequate management. At present, it is far from enough for our bank to expand its intermediary business income by developing agency insurance and consignment funds. Products need to be more abundant and financing channels need to be expanded. Many of our characteristic wealth management products, such as Huijubao, Waihuibao, paper gold and RMB games, have not been fully promoted (limited by the marketing staff and professional quality) and lack of professional wealth management.
disadvantage?
1. There are few basic wealth management customers (middle and high-end customers), they don't fully understand customer information (address, number of people, hobbies), and they lack customer maintenance;
2. The marketing is weak, which requires teamwork to strengthen marketing and fails to give full play to individual abilities;
3. Business processes need to be combed and integrated, services need to be optimized to improve service quality, and customer information needs to be transmitted from the front desk to the financial office through multiple channels;
Iii. Work plan for the coming year
1. On the basis of consolidating achievements, understand and master the personal wealth management business market, cope with the competition in the same industry, and develop the wealth management business of the Bank rapidly.
2. Constantly strengthen quality training, self-study and participate in training; Further improve the business level
3. Increase marketing efforts, promote the realization of various goals, and effectively pay attention to the growth of customer volume.
4. Strengthen study in combination with the actual work of the Bank, do a good job in launching the new it blueprint system, and do a good job in 20xx personal work planning.
Summary 3 In a blink of an eye, I have been working in xx Bank for two years and two months. I have never experienced wind and rain. How can I see the rainbow? I grew up from a novice to an accountant in a branch office, and then entered the business department of the company. There is bitterness, sweat and, of course, more joy. Looking back on the past 20xx years, I can sum it up in three words: cherish, progress and grow.
First, cherish
Attitude is everything, and the particularity of the banking industry determines that its employees should have higher quality. From the first day I set foot in the bank, I reminded myself that I should be worthy of my career: I should be strict with myself ideologically, keep a hard and simple style in my life, be diligent, active and diligent in my work, and study business knowledge and skills assiduously, so as to better complete the tasks arranged by leaders at all levels and departments, thus reflecting my own value.
Second, progress.
By correcting the shortcomings of the past, we will constantly improve ourselves. I was a little careless since I was a child, and I was careless in doing things. This kind of trouble is a big taboo for bank employees, especially for counter business. To this end, I always use the word "bold but cautious" to spur myself. I did counter work for two years and missed it once. At this time, a customer came to withdraw xxx yuan. Due to my negligence, I reversed the deposit and withdrawal operation, and finally successfully deposited xxx yuan. Fortunately, I found the mistake in time, informed the customer to return the goods at the outlet, and corrected the wrong amount after fully understanding the customer. Financial work is bound to make mistakes. It is important to learn lessons and avoid repeating the same mistakes in the future. Although the amount of this matter is not large, it is enough to sound the alarm for me. Work should be based on stability, and on this basis, the business speed should be continuously improved.
Third, growth.
The direction against the wind is more suitable for flying, and only in the face of challenges can we continue to grow. Before I officially took over the accounting post in xx Branch at the end of 20xx, I had been engaged in simple counter operation and was not familiar with accounting business. Whether I am competent or not is a great challenge for me. At that time, it was during the Chinese New Year, which was the peak business season of the year. Everything seems to pile up at once, dealing with counter business during the day and sorting out subpoenas and other materials at night. It was normal to work overtime to 1 1 during that time, but I still felt that I had endless things to do and was tired of being summoned every day. I know that the work of accounting is far more than just summonses, but it is very important for accounting to sort out the summonses of the day in time and effectively, because it can not only lay a good foundation for the follow-up work of related accounting, but also free up a lot of time.
20xx 10, I was lucky enough to stand out from the branch and study in the sales department of the branch, which was a very rare opportunity for me. All the experiences of the past year are great gains and wealth. From the initial bookkeeping to the current credit, the change of post has made me have a further understanding and mastery of banking business. Through my performance in the outlets in the past two years, I have proved that I am qualified for the post of bookkeeping. I have been in contact with brand-new credit business since I entered the branch company department for three months. From the first day, I warned myself that I needed to adapt to the role change from counter staff to account manager as soon as possible. Through these three months' work and study, I have an overall understanding of the operating process of the company's credit business and mastered some related marketing skills. While making progress, with the continuous understanding and summary of my current work, I realize that I still have many shortcomings:
1, business skills are not sophisticated enough. Although I have been engaged in bookkeeping for two years, I am still not proficient in this business. Now I am engaged in a brand-new enterprise credit position. First of all, I want to have an attitude of being willing to learn and drill. Secondly, any position can't be mastered in a short time, so I am ready for long-term efforts. Maintain a consistent and down-to-earth style, overcome the shortcomings of introversion, and strive to grow into an excellent account manager of modern commercial banks.
2.20xx years, under the guidance of the goal of becoming the largest retail branch, it is necessary to vigorously promote more intermediary businesses, such as mobile banking, funds, online banking, credit cards, etc. This requires bank account managers to have sufficient business knowledge and skills. I need to strengthen the accumulation of professional knowledge and further improve my marketing skills. Today, xx Bank is thriving. As a member of xx Bank, I feel extremely proud. In the new year's work, I will work harder, study hard, strive to improve all aspects of business quality and skills, adapt to the development needs of rural commercial banks, make steady progress, overcome shortcomings, and push my work to a new level.
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