The requirements of the marketing meeting of rural credit cooperatives are mainly about how to effectively improve the ability and level of business sales, including the following aspects:
1. Explore the market situation and customer needs, and study targeted sales strategies to meet the different needs of customers.
2. Give priority to target customers such as high-yield areas, small and micro enterprises and rural residents, and expand the microfinance market.
3. Emphasize risk management and formulate detailed risk assessment and credit rating mechanisms to ensure the legality, compliance and risk control of lending.
4. Promote a digital, intelligent and mobile Internet platform to facilitate customers to handle business, understand customers' feedback and needs, and adjust and optimize product design and marketing strategies.
5. Increase customer loyalty and trust through customer relationship maintenance and service quality assurance, and improve customer satisfaction and word-of-mouth effect.
6. Do a good job in the promotion of customers, including using various channels to carry out publicity, focusing on improving online marketing publicity, and enhancing the awareness and application of target customers.
7. Formulate scientific and reasonable sales targets and performance appraisal mechanism, effectively stimulate the enthusiasm and initiative of sales staff, and strengthen business training and skills upgrading.
Belonging to the direct personal loan marketing model is
"Direct customer" personal loans mainly include preferential housing prices, less taxes, insurance, lawyers, one-stop notarization services, various fee reductions and concessions, and more flexible guarantee methods.
The so-called "direct customer-style" personal loan takes bank outlets and wealth management centers as the main channels for sales and services. Bank account managers directly market customers and accept their loan needs according to the principle of "know your customers and be familiar with them". Its characteristics are that when buying a house, you can enjoy a one-time payment discount, choose the nearest outlet, and choose the loan bank completely independently, without geographical restrictions. At the same time, the "direct customer" marketing model can effectively "fake mortgage" and improve the risk prevention ability [1]. The channels for obtaining loans mainly include the following categories:
1 information flow class
Our common major media, such as WeChat Friends Circle, Guangdiantong, Baidu, Tik Tok, Today Headlines, etc., are mainly put into the hands of customers in need in the form of information flow, with real-time resources, reliable sources and relatively good quality. The only certainty is that the price cost may be higher.
Class 2 aircraft carrier
Mainly from the three major operators, many similar resources will be found based on large databases. The price is cheaper.
3 loan APP or loan super
Mainly from a loan supermarket or APP, the quality of such data is relatively poor, and the price is higher than the information flow.
At present, most lending institutions or intermediaries use information flow advertisements to get customers, and the continuous blood supply of quality and resources is their greatest guarantee!
How to do a good job in loan sales? I'm new here. What are the ways?
New employees generally have a positive work attitude, and it is good to do a good job. For account managers of loan marketing, in order to achieve a double harvest of marketing performance and interpersonal relationship, satisfy leaders and impress colleagues, they must learn more, listen more, watch more and run more.
First of all, we should learn the bank's loan management regulations, loan process, loan varieties, loan procedures and so on. When new employees arrive at the bank and are assigned to credit posts, they should be familiar with the bank's loan-related systems, regulations and processes as soon as possible. Only when you are familiar with all the knowledge related to loans can you use it flexibly in your future work. If a customer wants to talk to you about business, you will be speechless, and you have to look up the information or ask your colleagues. This is really ridiculous.
Secondly, learn from the old bank employees, listen to their experience and see their workflow. No matter where the new employee is assigned to the bank, he feels helpless and doesn't know where to start. At this stage, they can only ask what they don't understand, observe the working methods and processes of the old employees, and record the key points and difficulties of the loan emphasized by the old employees with notebooks.
Third, widely publicize and actively establish relationships with customers. We can mobilize friends and relatives to find customers with loan needs, and we can also introduce some customers with frequent loan funds needs through leaders or colleagues. If you are familiar with the work flow, you can sweep the streets and publicize, go door to door to learn about the economic situation of some merchants and residents, keep records at the same time, actively publicize the loan policy, and strive to let customers find you when they need loans.
It is not difficult to sell loans now. There must be more customers who want to borrow money than deposits, depending on whether they meet the loan conditions. Many bank account managers don't have to think about how to sell. When customers come to consult and meet the loan policy, they will start to handle it on the spot. In fact, loan sales are not difficult. On the contrary, it is becoming more and more difficult to sell deposits now.
What are the marketing strategies of personal loan customers?
The most common personal loan marketing channels of banks mainly include cooperative unit marketing, network agent marketing and online banking marketing.
I. Institutional marketing of loan outlets
The classification of outlet marketing includes omni-directional outlet marketing channels, professional outlet marketing channels, high-end outlet marketing channels and retail outlet marketing channels.
Customer-oriented personal loan marketing model.
Second, online banking marketing
Online banking marketing includes online banking electronic virtual service, operating environment, room opening and other functions, information service function, display and inquiry function, and * * * and business function.
In short, the main functions of online banking are online consultation, online publicity and preliminary acceptance review.
Third, the housing loan cooperative unit marketing.
Cooperative marketing includes individual housing loan cooperative marketing and other individual loan cooperative marketing. Individual housing loan cooperative unit marketing includes first-hand individual housing loan cooperative unit marketing and second-hand individual housing loan cooperative unit marketing. The marketing of other individual loan cooperative units means that commercial banks should strengthen cooperation with distributors, cooperate with distributors, sign cooperation agreements with them, and provide information or recommend customers.
A good method of loan marketing
The first is to choose customers. Choosing a loan customer means choosing the market and opening up the market, mainly from: 1. The customer's industry. When choosing customers, we should pay attention to the prospect of their industry and tend to cultivate developing enterprises. The second is the customer's own situation and loan purpose. Whether the loan can be recovered as scheduled will be decided according to the customer's credit status, credit history and personal morality.
To complete the understanding of customers and projects, our account managers should do the following: first, interview, that is, effectively identify customers, understand the real use of loans, investigate the borrower's credit status and repayment ability, ensure the authenticity of loans, and effectively prevent loan risks. The second is credit investigation, that is, the customer's credit status, to determine whether the customer's loan application conforms to the credit policy of rural commercial banks. Credit evaluation usually adopts five criteria: personal morality, repayment ability, capital situation, business environment and guarantee situation. Third, financial analysis, including the accounting statements and other relevant materials of the enterprise, analyzes and evaluates the past and present profitability, operating conditions, solvency and growth ability of the enterprise from the aspects of financing, investment, operation and distribution.
The second is to cultivate customers. From the management point of view, we are more inclined to cultivate potential long-term partners. To be an excellent account manager, you should not only be an investment and financial adviser to customers, but also be a right-hand man to customers. You should also be a "think tank" for clients' career growth and know all aspects of their life, work and career.
The third is innovative products. From the marketing point of view, loans need new products constantly, but the variety of loan products is relatively stable, but this does not prevent us from flexibly arranging loans according to customers' needs, or even tailoring loans for customers; Appropriate loan structure arrangement is no less than creating new loan varieties, which is very important for loan customers to repay loans on time.
The fourth is overall management. From the business content, in addition to creating new loan varieties for customers, making them more suitable for customers' needs, it also provides a good opportunity to create more business opportunities in the process of loan negotiation with customers. In today's increasingly competitive financial services market, it is very important to cross-sell other banking products and services. For example, customers need to use corporate online banking, personal online banking and mobile banking for remittance. If loan customers promote their products, they can promote them on our online banking merchant platform, and tap the upstream and downstream customers of loan customers, which may create a new customer.
How to do loan marketing well
First, make clear which market to develop, and then find out where this market is in your area, so that you can systematically publicize and develop and occupy this fast market more quickly.
Secondly, credit staff should have strong professional knowledge and business skills, and colleagues who solve customer problems should be able to promote our loan projects according to the actual situation of customers.
Thirdly, as an excellent credit worker, we need not only good professional knowledge, but also rich relevant knowledge, which requires us to "know ourselves and ourselves" and make our relationship with customers closer.
Fourth, credit personnel must have comprehensive analytical ability, so that credit evaluation and decision-making can be based on scientific, reliable, safe and basic conditions, and the loan risk can be minimized.
Finally, loan officers should have a deep foundation in the superficial ability of language and writing. Otherwise, it will directly affect the image and service quality of loan officers. This requires that the loan officer must have a series of positive, effective and strict organization and coordination, be good at coordination, be humble and impatient, be rude and informal, and fully display the good image of himself and the Postal Savings Bank.
Ways to find customers:
Find some effective phone numbers through your own channels, make strange phone calls, conduct telemarketing, and introduce yourself as a lender by phone. Pay attention to polite language when making a phone call, and don't disturb others when they are resting.
Send messages in groups by mobile phone, edit short messages in advance for your business, send them to others in groups, and spread the net widely.
Go to the street, go to crowded places, and send out your company's publicity pages. Remember to leave your phone number on it. Remove the company number so that others can contact you directly if they need it.
By going to some office buildings, office buildings, residential quarters and other places, we will promote our business by sweeping the buildings.
Start the circle of friends and classmates around you and let them introduce you. If you succeed, you can give some benefits to your friends and classmates, please eat and so on. In your own way.
Cooperate with classmates from other companies. For example, if a person doesn't have enough money to borrow from other companies, he can go to his own company to refinance through the introduction of fellow salesmen, and then return the commission to the introducer.
Promote business through self-media promotion, such as Weibo, WeChat, QQ Space, QQ and other channels.
The other is to serve the well-developed customers and make secondary sales in the future.
This is the end of the introduction of loan marketing and loan marketing skills and marketing methods. I wonder if you have found the information you need?