You can start from the following aspects:
First, the mentality gives way: only seek cultivation, not harvest. This is a mentality that account managers should correct at the beginning of their work. Customers are our greatest asset. A start-up account manager should not only pay attention to performance at the beginning, but also pay attention to expanding and maintaining customers. Like farming by farmers, there should be a process of reclamation, sowing, cultivation, conservation and harvest. Achievement is only the natural result of backwardness. We market products and provide financial services to customers, not for marketing products, but for establishing and consolidating a loyal customer base, and finally achieving a win-win situation with customers. Products and services are unlimited, while quality customers are limited. Whoever captures the hearts of more customers will win. Training is to plant yourself in the hearts of customers, and harvesting is to gain customers' trust in themselves, and more importantly, to gain customers' personal growth.
Second, action: deepen the foundation and intensive cultivation. If the occupation of account manager is compared to a fruit tree, then the work of collecting and sorting out detailed customer information is the foundation of the tree. The first step of the account manager's work is to establish a complete customer file. According to the customer data in hand, customers are classified into value categories: for the most valuable customers, we should strengthen and maintain good relations with them, for the most growing customers, we should adopt development strategies, and for the negative customers, we should eliminate them.
Specifically, we can start with marketing credit cards. Credit card is a "stepping stone". By marketing credit card, we can get very detailed customer information. With this information, we can do follow-up services: ask customers about their credit card usage, introduce preferential activities of credit cards, send short messages to customers on their birthdays and holidays, make friends with customers, understand their other needs, and recommend other financial products of our bank to customers in a targeted manner. Customers who use more than three products of our bank will become our loyal customers! If an account manager has more than 100 loyal customers, then the account manager's work is very easy to do and all kinds of products are very easy to market. It is very important to constantly supplement, improve, sort out and analyze customer demand information, which is a basic work that account managers have to do every day.
Third, in dealing with customers: learn to make friends with customers and grow with them. This is the pleasure of the account manager's work. It is also a realm that account managers should pursue in the process of maintaining customer relations. Our relationship with customers is not only to maintain the relationship between service and service, but also to maintain a sincere friendship. We successfully recommended a product to our customers, not the end of our work, but the beginning of our work. The more customers use our products, the more opportunities we have to communicate with them.
Contact and communication between people is actually a process of "love" communication and "heart" communication. Customers are willing to let us manage their money and accept more products recommended by us. First of all, they have trust in us because they accept us as one person. With the increasing of customers' assets, customers' tastes are also growing. If we want to serve our customers better, we must grow with them. We should constantly cultivate our personal character and improve our personal ability at the same time. The account manager is not necessarily an expert, but he must be a sage.
This is my experience as an account manager. I hope I can help you!