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.
How to promote the loan industry?
Promotion methods of loan industry:
1. Inquire about the enterprise on the Internet and find the phone number of the merchant, which can be used for marketing. You can also go to the data company to learn about local business information.
2. Sweep the street to the shops on the street and visit one by one; When you get acquainted with the merchants, you can cooperate with the shops and advertise in front of them.
3. Print business cards and publicize them, distribute them in crowded street areas, and insert business cards in parking lots.
4. Publish relevant information to local forums, post bars, short video platforms, friends circles and groups through the Internet.
How to do credit business well
Credit business, also known as credit assets or loan business, is the most important asset business of commercial banks. Credit is the main means of profit for commercial banks, because it can recover the principal and interest by lending, and make a profit after deducting the cost. Below I will solve the problem of doing a good job in credit business for you, hoping to help you.
How to do credit business well
First, the necessity of implementing marketing
Its nature, characteristics and market positioning determine that it must be marketed. For example, the financial environment has changed rapidly, and no new marketing consciousness has really been formed. Its outstanding performances are as follows: First, the service inertia formed by the financial market still exists, the business philosophy is self-oriented, and it is used to doing things according to the tasks and plans issued by superiors, and it does not pay attention to changing ideas in time and keeping a correct position. The phenomenon of "unable to get in, ugly and difficult to do things" is more common. Secondly, the thought of complacency and complacency is serious. Waiting for customers to come, lacking pioneering consciousness, passive marketing, not paying attention to customer analysis, not knowing how to lend, unwilling to lend, afraid of taking responsibility, afraid of taking risks, afraid of being punished, lending to the rich without lending to the poor, lending well without lending badly, and helping the strong without helping the weak. Weak marketing consciousness and backward marketing concept make it difficult to meet the requirements of market changes, which has become an important reason for restricting the development of marketing work and improving market competitiveness and profitability. (The following can be played by frame)
Second, according to the changing requirements of the financial system, marketing must be implemented. Third, the advantages that marketing can bring into play. Second, the status quo of marketing
First, the deviation of marketing concept, marketing environment and market positioning
Fourth, the innovation of marketing methods and the quality of marketing personnel.
Third, the choice of marketing strategy.
First, establish a correct marketing concept.
The second is the marketing environment construction strategy, the third is the market segmentation and positioning strategy, and the fourth is the marketing talent strategy.
Fifth, the timely implementation of relationship marketing.
Fourth, we should carry out relationship marketing from the following aspects.
First, pay attention to customer service satisfaction.
Second, actively and steadily carry out the work of account manager.
Third, advocate all-staff marketing.
Fourth, establish the restraint and incentive mechanism of marketing.
(1), establish a marketing responsibility mechanism.
(2) Develop marketing incentive and reward system.
Types of loans for credit business
According to different loan subjects, loans can be divided into self-operated loans, entrusted loans and special loans. Among them, entrusted loan means that the client provides funds, and the bank, as the trustee, handles the loan formalities according to the object, purpose, amount, term and interest rate specified by the client, and only charges the handling fee and does not bear the loan risk. Specific loans refer to loans granted by wholly state-owned banks with the approval of the State Council after taking corresponding remedial measures for the losses that may be caused by loans.
(2) According to the borrower's credit, loans can also be divided into credit loans, secured loans (secured loans, mortgage loans,), bill discount and other types.
According to the different purposes of loans, they can be divided into working capital loans, fixed assets loans, industrial loans, agricultural loans, consumer loans and commercial loans. No matter what kind of loan, all borrowers should provide guarantee, except those who are examined, evaluated and confirmed by the lender to have good credit standing and can repay the loan.
Credit business loan contract
A contract is an agreement that clarifies the rights and obligations of all parties. A loan contract is an agreement between a bank and a borrower to provide funds for the borrower's use, and the borrower will use the funds according to the agreed purpose and repay the principal and interest on schedule. The loan contract is the legal basis for determining the rights and obligations of banks and borrowers. Its main contents include: loan type, loan purpose, amount, interest, term, repayment fund source and repayment method, guarantee terms, liability for breach of contract and other terms agreed by both parties. The content of the loan contract is equivalent to the law between the parties. Any party who violates any of these terms shall constitute a breach of contract and shall bear corresponding liabilities for breach of contract.
Suggestions on how to do a good job in loan marketing
To do a good job in loan sales, we need to start from the following two points:
About sentences
There are three problems with statements: first, false statements; Second, misreporting; Third, there is no report.
As a loan officer, it should be a basic skill to identify true and false statements. No matter what enterprise, whether it is a false statement, a wrong statement or no statement, as a loan officer, the first thing to do is to make a true statement, that is, "report reengineering."
The main financial statements include balance sheet, income statement and cash flow statement. According to the new accounting standards for business enterprises, small enterprises may not prepare cash flow statements. But in fact, the cash flow situation of small enterprises is the most useful for credit personnel. The balance sheet reflects the assets and liabilities of the enterprise at a certain point, and assets = liabilities owner's equity. The so-called report reengineering is to add the balance sheet from left to right.
How to adjust the assets and liabilities in false and wrong statements by subtracting right from left and adding right?
Monetary funds refer to cash, bank deposits and other monetary funds. Generally speaking, cash insists on seeing is believing. You should see what the enterprise management authorities have approved. You will recognize the real bank deposit slip when you see it. When you see it, you will recognize it. If you don't see it, subtract it from the money fund account on the left side of the balance sheet.
The best vocabulary for telemarketing loans
The best vocabulary for telemarketing loans
The best words for telemarketing loans, for different sales "lists", the effect of using different words by salespeople will be very different. The sales pitch of telephone loan is almost the same as other sales pitches. This is targeted and effective marketing. The following are the best words for telemarketing loans.
Best words for telemarketing loans 1
Loan telemarketing
First, the loan sales opening remarks
The word 1- is simple and clear.
Guest: Hello, where is it?
Credit Manager: Hello, excuse me, we are loan officers of xx Loan Company. Is there any demand recently?
Guest: No need.
Credit Manager: Never mind. You can spend two minutes learning about our loan products, and you can use them in the future if you need them, right?
Speech art 2- friend recommendation method
Loan officer: Hello, is this Mr. Wang?
Guest: Yes, who is it?
Loan officer: Hello, Mr. Wang, this is Xiao Li from xx Loan Company. Your friend Zhao Zong told me that you may need funds recently. He just borrowed money from us recently, so he asked me to contact you. I don't know when you need funds here!
Client: Mr. Wang? Who is manager Wang? I don't know!
Loan officer: Huh? He hasn't told you yet? I guess he's too busy to talk to you recently! He's not in a hurry, I'm in a hurry first! I'm really sorry!
Guest: Never mind!
Loan officer: Now that the phone call has been made, let me briefly introduce our products! It won't take you long. Is it convenient for you?
Speech 3- Humorous Methods
Loan officer: Hello, is this Mr. Wang?
Customer: Who are you? What can I do for you? )
Loan officer: Mr. Wang, I am sending you money!
Guest: Oh? What money should I send?
Loan officer: Well, my name is Xiao Li, and I am a loan officer of xx Loan Company. We specialize in unsecured credit loans. We can borrow up to 500,000 yuan, and we can lend money in about three days. If you need funds recently, you can come to us!
Customer: Didn't you say to send money?
Loan officer: There is interest on the loan, but I can treat you to dinner for free!
Speech 4- Pretending to be familiar with the law
Loan officer: Good morning, Mr. Wang!
Customer: Who are you? Can I help you?
Loan officer: I'm Xiao Li from xx Company. I contacted you some time ago and talked to you about the loan! Do you remember?
Customer: Why don't I remember?
Loan officer: Mr. Wang, you must be very busy recently! This is Xiao Li from xx Company. Our company specializes in unsecured credit loans, which can be lent within three days within 500 thousand! I should remember something this time!
Best vocabulary for telemarketing loans II
Knife penetration method
Credit Manager: Hello, I am a bank loan, unsecured, unsecured, and the fastest loan 1 day. Do you need it recently?
Customer: No need!
Credit Manager: Never mind. We can add a WeChat. If a friend asks you for money, you can recommend my WeChat to him. You won't be embarrassed to solve his problem, don't you think?
Guest: You can have this. Please add it.
Friendly reminder: Go straight to the list suitable for general quality, especially those who are uncertain or unfamiliar with the list type. This method is the most suitable. For example: calls from colleagues, list of joint numbers.
Invitation notification method
Credit Manager: Hello, is this Mr. Wang from XX Company?
Customer: Who are you? Can I help you?
Credit Manager: We are XX Small and Medium Enterprises Association. In order to help promote the development of enterprises in XX area, your company's conditions meet the conditions of our bank's credit loan support funds. The interest is XX to XX, and the maximum support amount is 20,000 to 500,000. I want to know how much money your company needs at present.
Customer: What information do you need?
Friendly reminder: this method is suitable for loans to enterprises or shareholders, and can be used by an association, a financial institution or an institution. For example, the credit card center allows you to apply for installment, and cooperation between certain institutions. Or XX company and XX enterprise cooperate to launch XX loan products.
Notification of new products and activities act
Credit Manager: Hello, is this Mr./Ms. XX?
Customer: Who are you?
Credit Manager: Hello, this is Manager Li who gave you a loan earlier. Now the company has introduced a new product with low interest. I think this product is more suitable for you. Do you need to handle it?
Customer: OK, what information do you need?
Friendly reminder: this method is most suitable for old customers or customers who have been rejected before, as well as the post-loan customer list of other channels, which will make customers feel your attention and then communication will be more convenient.
Pretend to be familiar
Credit manager: Good morning, Mr. Wang!
Customer: Who are you?
Credit Manager: This is Xiao Li from XX Company. I contacted you some time ago. Before that, you told me that you wanted to know about the loan. Do you remember?
Customer: I don't remember?
Credit manager: Mr. Wang, I guess you have been too busy recently! I'm from XX loan company. What is our company mainly engaged in? Unsecured credit loans, the application materials are also very simple, and you can lend money within 500,000 on the same day! Do you need funds now?
Friendly reminder: this kind of opening remarks requires you to know more about the customer's information, such as name, company, position, etc. This will improve the efficiency a lot, and customers will not feel so disgusted when dialing.
Friend recommendation method
Credit Manager: Hello, is this Mr. Wang?
Guest: Yes, who is it?
Credit Manager: Hello, Mr. Wang, this is Xiao Li from XX Loan Company. I was recommended by your friend Zhao Zong. He has just applied for a loan in our company. Let me ask you if you have any financial needs recently.
Guest: Zhao Zong? Zhao Zong who?
Credit Manager: Well, what does our company do? A loan? Interest? Do you think you have any needs?
Customer: So, what about your company's loan?
Credit manager: Our handling is also very simple? .
Best vocabulary for telemarketing loans 3
First, the opening formula
Hello! I'm manager Li of XXX company. Do you have any needs recently?
Yes, start asking about the demand.
No, I'm sorry to bother you. I wish you peace! Goodbye! Remember to send text messages or add customer wechat, which is convenient.
Contact you later!
Second, guide the in-depth formula
According to the different types of loans, ask customers whether to go to work or do business. If there are both, ask whether it is a legal person first.
Table,
What is the purpose of your loan? Be sure to ask what the loan is for and when it is needed. Want to borrow more
Less? How long will it take?
Third, the formula for office workers to sell electricity
Question: working hours, salary, average income, and whether there is comprehensive credit card debt.
Four, the merchant power marketing formula
Query order: company information, whether the company is a legal person, and how long the company registration period will be publicized to the public.
Personal situation, average income, total credit card, other assets compared with other liabilities.
Five, the house and car sales formula
Is the house a mortgage or a full personal loan or how many square meters has it been provided for how long?
Is the car mortgaged? What's the price of naked cars? How many years have you used it?
Sixth, the opening remarks are simple and straightforward.
Guest: Hello, where is it?
Credit Manager: Hello, I am the credit specialist of xx Loan Company. Do you need it recently?
Guest: No need.
Credit Manager: Never mind. You can take two minutes to learn about our loan products, and you can send them later if necessary.
Yes, you're right!
Seven, opening remarks, friend recommendation skills
Loan officer: Hello, is this Mr. Wang?
Guest: Yes, who is it?
Loan officer: Hello, Mr. Wang, this is Xiao Li from xx Loan Company. Your friend Zhao Zong told me that you may need funds recently.
Yes, he just borrowed money from us recently, so let me contact you too. I don't know when you need it
Where is the money!
Client: Mr. Wang? Who is manager Wang? I don't know!
Loan officer: Huh? He hasn't told you yet? I guess he's too busy to talk to you recently! He's not in a hurry. I'm here.
First hurry! I'm really sorry!
Guest: Never mind!
Loan officer: Now that the phone call has been made, let me briefly introduce our products! It won't take you long.
Room, is it convenient for you?
Skills and vocabulary in loan sales.
(1) Keep a good attitude.
In sales, rejection is normal. What is abnormal is that no one refuses us. In that case, we don't need to run business. Have 200% confidence in your products and services, and be very optimistic about the market prospects of your products. It is their loss that others don't use or need our products or services. At the same time, it summarizes several advantages of its own products.
(2) Be good at summarizing.
We should thank every customer who refuses us. Because we can learn from them why we are rejected. After each call, we should record the way they rejected us, and then we will sum up how to solve similar problems next time. The purpose of doing this is to make us confident enough to solve common problems again, without fear or fear.
Introduced so much about how to better market loans.