Li Xin, the eldest son of rural commercial bank: marketing with enthusiasm, service with professionalism

Yellow River News Network Changzhi News: Where do customers come from? This is the number one question that needs to be addressed in marketing, where are the customers? Not everyone knows what to expect. Two years ago, he transferred from the retail account department to the account manager team, at first there was no high-quality network resources, nor rich lending experience, how to market customers? How to serve customers well? This has become the direction that Li Xin has been exploring. Now that he has more and more customers and more and more skilled marketing, this is of course inseparable from his hard work.

Be a person with a heart, the customer is around

Customers need to look for and serve with heart. In the long-term marketing process, he developed a habit, when entering the business hall, he likes to observe whether there are inquiring eyes among many strange faces, and when he encounters such a look, he will always take the initiative to ask whether he needs help, and then solve problems for customers, record customer information and needs. Once, he found a middle-aged man holding a deposit slip, but did not fill out for a long time and looked around, he took the initiative to ask if he needed help, he guessed that he should be the first time to the bank to handle business, did not expect the middle-aged man to ask him: "Are you loan good now?" For all the questions of the middle-aged man, he patiently answered them one by one, and left his business card for the middle-aged man. The middle-aged man was very satisfied with his answer, smiled and said: "Just by your enthusiasm, if I have a loan need, I will definitely find you."

At more than 5 p.m., he suddenly received a strange phone call, it turned out to be a middle-aged man calling, saying that he urgently needed 1.5 million loans, asked when the fastest could be released, he learned about the general situation from him, and then began a series of work: overtime investigation of customers and guarantors that night, early the next morning to check the credit, do the table meeting, after approval, and then coordinate with the lending housekeeping post at noon overtime, and finally rushed to successfully lend around 2 p.m., the customer was surprised and said: "The service of the rural commercial bank is really meticulous and efficient!" ”

Seemingly fortuitous things often have their own inevitability. Customers are around, the key is to see if you have a sincere service heart. As an account manager, a word, a small action, often can make customers make a choice, so be a person with a heart, maybe good luck is waiting for you.

Discover the quality customers of tomorrow

The world is not short of beauty, what is lacking is the eyes that find beauty. Similarly, there is no shortage of quality customers around, what is lacking is the keen eye to find quality customers.

There is a customer, running a small food production workshop, the customer has repeatedly applied to other banks for financing of 1 million yuan have been rejected, when he field investigation, found that the customer's main sales channels are online, vibrato and kuaishou mostly, although there is no large sales order, but he is particularly optimistic about this new type of sales channels, after seeing the customer transaction flow after the customer's development prospects are better, so he decisively reported customer credit, and soon issued a loan of 1 million yuan. This is a small business, but for customers, it is a blessing in disguise. In the years that followed, the benefits of his "small factory" multiplied.

Tap the "customers" of customers to expand the customer base

Discover the "customers" of customers and be a large customer group. Also be good at finding customers from the customer. Post-loan management is a key step, he pays special attention to finding marketing clues from post-loan management, every time he does post-loan inspection, he not only has to analyze customer risks, but also attaches great importance to understanding the upstream and downstream customers of customers, as a "mineral deposit" for mining new customers.

A customer in the transportation industry, when he did a post-loan inspection, found that his funds were mainly flowing to a car trading company. If the company can also be developed into their customers, the funds can be closed, not only can increase deposits, but also easily control customer risk. So he asked a client to help introduce him, which allowed him to successfully develop a quality customer. In recent years, he has made his customer base snowball like a snowball through the method of "customer referral".

How to become a friend of the customer

Marketing may seem simple, but to really do well, you must not only have proficient business skills and skills, but also a wide range of knowledge. Therefore, the account manager needs to continue to learn, enrich the mind, be able to find common language and topics with customers in all walks of life, close customer relationships, and business cooperation is half successful.

An account manager who is only good at social networking is difficult to work with customers for a long time, let alone dig deeper. Only by using professional financial knowledge to provide customers with quality services and improve the added value of services can we establish a dependent cooperative relationship. Therefore, he strives to learn all kinds of financial knowledge, actively studies the prevention and control of risk loans of farmers, understands the frontier information of finance and finance, strives to cultivate himself into a professional and compound expert, continuously improves his comprehensive literacy, and contributes his own modest strength to serving the real economy. (Ren Zhefeng)