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. According to the customer's credit status, credit record and personal morality, it is decided whether the loan can be recovered as scheduled.
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.
Loan sales skills
Marketing is very important for credit managers, besides business ability, marketing is also very important, otherwise a series of combinations can not be made; Having customer resources, but not marketing, will only make customers think that you are unprofessional, so for credit salesmen, the following three mistakes can be avoided in the marketing process.
1
Not familiar with the bank's credit products.
As the saying goes: know yourself and know yourself, and you will win every battle. But now many credit managers have a problem, that is, they know little about the bank's credit products except their own products.
In fact, the products that can handle loans on the market are not complicated, and there are not so many product lines. It is nothing more than wage credit, commercial credit, real estate credit, social security provident fund credit, mortgage vehicle credit, policy credit, secondary mortgage of real estate, automobile mortgage, corporate financing and so on. As long as the credit manager summarizes the business for the customer, he can find the commonality of credit products.
2
Do not understand the needs of customers.
Understanding the needs of customers has become a commonplace topic. However, in the actual credit business, there are indeed many credit managers who don't know the needs of customers thoroughly enough. After a general understanding of customers' ideas, they began to ask customers to submit information and take the loan process, but this practice has certain risks.
Without a thorough understanding of customers' needs, the risks of banks will not be well controlled, and unreasonable situations may occur when designing credit schemes for customers.
As a professional credit manager, when doing credit business, you should understand that you are not lending for the sake of lending, but taking it as your responsibility to help customers solve the financial problem. If a credit manager doesn't even know the needs of customers, how can he design a set of credit service schemes suitable for customers?
three
The customer loan scheme is not reasonable enough.
The loan scheme is actually a fund matching scheme, which is easy to understand. How to design a reasonable credit scheme if you don't understand the needs of customers and the credit products of banks?
Generally speaking, a credit plan includes three steps:
1. Know the customer: qualification, capital demand, capital demand time, etc.
This link is mainly to help credit managers judge the attributes of customers and make financing plans.
Specifically, it mainly includes the following customer information:
Basic customer information: customer's name, ID card, spouse's name, ID card, date of mobile phone, applicant's mobile phone, business, company name, registration number and address of business premises.
Customer data list: identity data, work data, asset data, income data, residence data and social status data.
2. Make a financing plan: This step is to provide customers with a reasonable fund matching plan according to their needs and your understanding of their needs, which can reflect the professionalism of the credit manager.
3. Application: The customer starts to apply after matching the fund plan, which mainly reflects the service efficiency of the company.
In the whole credit business, the marketing performance of credit managers is often determined by internal and external factors, but the subjective initiative of credit managers largely determines the quality of marketing.
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.
How to follow up interested customers when lending?
How to follow up interested customers when lending?
How to follow up the intended customers when lending? The credit industry is both a financial industry and a service industry. Customers are our parents. For interested customers, we must follow up in time and strive to make business. Here's how to follow up with prospective customers when making a loan.
Loan 1 How to follow up the intended customers
1, leaving an excuse to visit.
When visiting customers for the first time, because they are strangers, the main purpose of visiting is to build trust through affinity. If you are eager to promote the product, it is easy to cause the other party's disgust. Therefore, for the first visit, it is necessary to determine whether it is necessary to make a product demonstration according to the visit scene.
If customers have needs, we will briefly introduce the products, focusing on arousing customers' interest. At this time, the customer has not established sufficient trust with us, so it is not suitable for explaining the product too much. The first time you visit a customer, you can also leave an excuse for the next return visit and not introduce the product.
2. Be a product expert and create a professional image.
If you have introduced the product knowledge to your customers at the first visit, you should repeat the main points of the last product introduction at the second visit, and most customers will not notice what you introduced at the first time.
If it's not your first time to introduce the product, then you should give a detailed introduction to the product on your second visit. What are the advantages and highlights of the product? What benefits can the product bring to customers? Through our introduction, let customers have the desire to buy, be sure to show our professional image and be ready at any time.
3. Keep the access frequency.
Generally speaking, after we visit our customers for the first time, it is best to visit our customers for the second time on the third or fourth day. If the interval is too long, customers will forget us and follow us too closely, which is a bit like forcing debts, which makes customers disgusted. Subsequent visits should be arranged according to the customer's level.
If customers have great purchase prospects in the near future, we will visit them more frequently. For potential customers who have no purchase demand at present, you can relax the frequency of visits, which can be two or three weeks, or you can visit again in a month or two.
4. Make good use of the "hit and run" tactics.
The "hit-and-run" strategy is a sales technique commonly used by Hara Yi, the god of Japanese marketing.
Every time he visits a customer, he is good at judging and controlling the visiting time. When he finds it impossible to visit, he will never be a "bad bench". He often tells customers that the next customer is waiting for me to visit, and even if the customer stays, he will leave in a hurry.
This will make the customer feel that his business must be very good, he has a strong sense of time, he will leave a good impression on the customer, which is better than the impatient customer urging you to leave, and at the same time, he will leave an opportunity for the next visit.
5. Choose "special period" to visit customers.
In the process of customer follow-up visit, we must have a clear purpose of visit, and the effect of choosing "special period" visit will be greatly enhanced.
6, take the initiative to contact customers
After sending the product information or email to customers, we should actively communicate with customers and ask them whether they have received our product information, whether they have received our email, what questions or needs they have for our products and what work they need to do.
On the one hand, it expresses our sincerity and service attitude, respects and attaches importance to customers, on the other hand, it is convenient to know the real needs of customers at any time, so as to prevent customers from contacting us without receiving information at some time.
7. Stick to communication.
Ensure communication and contact with important customers at least 1 times a week, which reflects our respect and attention to customers and reminds them of our existence. Once customers have real needs, they will think of us first.
8. Send messages to key customers every weekend.
Every Friday night, send greetings to all key customers one by one, and finally sign "(company) (employee name)." Send short messages with concise content, appropriately explain the advantages of the company's products and services, highlight the key points, and send short messages, especially indicating "Please call at any time if you have needs or problems". Don't mention specific product requirements, it will be snobbish and let customers rest on weekends.
9. Give the customer a definite time.
When customers make demands, they should give each other a definite time at the first time. If you can't specify the time on the spot, he must give clear feedback within the agreed time and clearly tell the customer, "I need to consult the boss about this problem you said; I will give you a definite answer before tomorrow morning! Such a reply will make customers very satisfied and win their understanding and support to the maximum extent.
10, actively communicate with customers and strengthen the return visit.
For our key customers, especially those who have signed the bill, we must learn to pay a return visit, actively communicate with customers, understand and find problems in advance, and solve problems before they accumulate, so as to win greater customer satisfaction.
How to follow up the intended customers when lending 2.
First of all, show our professionalism, explain and introduce our customers professionally with a warm and responsible attitude, so that customers can have a comprehensive understanding and cognition of our products and services. Make professional answers to customers' inquiries in a timely manner, without shirking or ice.
Keep in touch and communicate with customers through door-to-door visits, telephone calls, WeChat and emails. Be enthusiastic about customers, so that polite people can feel our enthusiasm and sincerity and let customers know our professionalism and attitude. However, customers should not feel that we are bothering them and cling to them desperately in order to achieve business. Doing so will introduce the comfort of customers, and will also introduce customers' disgust and leave us.
Give full consideration to customer service and consider the problem from the perspective of customer service. We must ensure our interests and the interests of customer service. Only win-win business will last long, and there will be opportunities for cooperation next time. We cooperate once and be friends for life.
How to follow up the intended customers when lending 3
1, take the initiative to contact customers.
The first principle of tracking customers is: initiative. It is far better to take the initiative than to wait passively. The advantage of this is that it can not only express your willingness to serve customers; It can also grasp the current situation and progress of customers in time, and understand the needs of customers at the first time, which plays a vital role in the achievement of business cooperation in the later period.
Many times customers are busy, so the information or products we sent are probably not checked. Taking the initiative to contact customers can reduce this kind of thing.
Therefore, when we send the company introduction and product information to our customers, don't forget to ask them if they have received the information. Have you received the mail? Have you read the message sent? Is there anything unclear? If you have any questions or needs about the products, you need our help.
This can avoid the problem that customers can't receive our information and contact us. Therefore, my friends, we should show the spirit of "cheekiness" when tracking customers, and don't be afraid to "harass" customers. Where can I get an order without "harassing" customers?
2. Adhere to communication.
In addition to actively contacting customers, we should also pay attention to the time and frequency of communication and insist on communication and contact.
In terms of time and frequency, Brother Quan suggested to ensure communication and contact with important customers at least once a week, including but not limited to: WeChat, QQ, SMS, email, telephone, etc. This aspect can reflect our respect and attention to customers; On the other hand, it also reminds customers not to forget us. This is the so-called "brush presence"!
It is inevitable that acquaintances will become a little strange if they don't contact for a long time, let alone sell them to customers like us. Therefore, on the basis of active contact, we must insist on contacting customers. Only in this way can customers really remember us!
3. Send messages to key customers every weekend.
In addition to communicating with customers at ordinary times, we can choose some key customers on Fridays and weekends and send greetings to them one by one. These so-called key customers include but are not limited to: customers who are about to sign the bill, customers with strong loan intentions, customers who need long-term follow-up, and so on.
The main points of sending information are:
★ Send them one by one, not in groups.
★ The signature is clear and clear: xx company xx (name)
★ The information content should be concise and not too utilitarian.
★ Special note: If you have any questions, please feel free to contact.
Customers have a weekend off, and the probability of checking emails and QQ is extremely low, so choose a good sending channel; Secondly, the readability of weekend information is generally low, so the content must not be too long, just emphasize the key points.
4. Answer the customer with a clear time point.
When tracking customers, we should also pay attention to efficiency When customers ask us for a solution, we should give them a definite time in time. Even if we can't determine the time on the spot, we should give them an approximate time range to reply to customers or help them solve problems within the prescribed scope.
The advantage of this is that customers will be more practical and more assured, and we can also get the understanding and support of customers; On the other hand, we also give ourselves a deadline, which is conducive to improving our work efficiency, urging us to solve intractable diseases for our customers and avoiding procrastination.
For example, "manager x, I'm sorry, I need to go back to the company to consult the leader on this issue." If it's convenient for you, shall I give you an answer tomorrow morning? "
Usually, customers will say yes. After that, you can reply to the customer according to the agreed time. Remember not to talk about a time casually, so as not to forget the appointed time and leave the impression that the customer has broken his word.
5. Strengthen customer return visits.
Whether communicating with customers, sending messages to customers or serving customers, don't forget to pay a return visit to customers. The advantage of this is that, on the one hand, you can get feedback from customers more directly and understand their needs and opinions; On the other hand, it is also convenient for us to understand our shortcomings and defects in our work, and urge us to improve in time and improve the quality of service.
For example, "Hello, Mr. X, this is xx from xx Company. I have helped you with loan services before. In order to provide you with better service and improve the service quality and level of our company, I want to call you back. Do you think it is convenient for you now? "
In general, because you have had contact with customers before, customers will not refuse you. At this time, you can safely call back. Don't forget to take notes or records during the return visit, and make a summary of the return visit after the return visit. If the customer was busy at that time, or there are other things that are not convenient for a return visit now, you may wish to arrange another return visit time with the customer.
6, grasp the degree of tracking and "harassment"
Generally speaking, constantly sending messages to customers will really make customers feel "harassed". At this time, you should grasp the tracking degree. In general, it is more appropriate to follow up once or twice a week. If there are special circumstances or emergencies, it is another matter to keep in touch frequently.
In addition, there is another situation where customers are more willing to accept "harassment".
That is, it can bring practical help to customers, or it can bring benefits or benefits to customers.
For example, what policies and regulations have been issued by the state and what changes have taken place? You can remind customers to pay attention; Or adjust the price and interest rate of the loan, so that customers can do it quickly; Or introduce a development trend of the loan industry next year, what changes the industry will usher in, and let customers make plans early. Generally, if it can bring tangible help to customers, customers are willing to listen.
7, don't show the desire to clinch a deal.
We do tracking to understand the needs of customers, solve problems for customers, and then achieve the purpose of cooperation. If we show strong utilitarianism from the beginning to track customers, customers