Personal work summary of bank marketers in 2021 (selected 5 articles)
Time always slips away inadvertently, and our work has come to an end again. After working hard, I have gained a lot of achievements. It is time to seriously summarize the work. So how to write a new way of working summary? The following is a summary of the personal work of bank marketers in 2021 (selected 5 articles) that I compiled. I hope it can help everyone.
Summary of personal work of bank marketers 1
In the marketing process of credit cards, I think the following four aspects are very important. The first is the grasp of the product; the second is the understanding and development of the market; the third is face-to-face marketing with customers; and the last is filling out application forms and maintaining customers.
The first is to grasp the product. Being familiar with the various functions of a product does not mean that you are familiar with the product. At the beginning, my first feeling after getting the information was that there must be a market for such a good product. I also prepared a lot of rhetoric. If a customer asks me what kind of card this is? I will just say this. If a customer asks me, what are the characteristics of your card? I will just say that. But when I actually faced the customers, their questions completely caught me by surprise, and they were beyond the function of the credit card itself. They won't ask you about the benefits of a credit card at all, but will ask you, does your card charge an annual fee? Or maybe I already have several credit cards in my wallet and I don't want to apply for one? Others say you can do it. There are few outlets and it is inconvenient to pay back money. What I say most is that I don’t have the habit of using cards. These questions caught me off guard, and I began to re-examine this very beautiful credit card that I am proud of. Is it me who has the problem or the customer? In the end, I found that I had overlooked three details: First, China Construction Bank had already covered the credit card market before September, and our bank’s credit cards were very similar to the bank’s credit cards; the other was the consumption habits of Chinese people. Live within your means; the third one is the characteristic of Yangzhou people. They know it is a good thing, but they don't do it because they are not familiar with you. When asking people to do things, you have to be polite. After a period of thinking, my understanding of credit cards began to change. Only when we look at the problem from the user's perspective can we truly understand credit cards. In the eyes of bank staff, a credit card is a card that can be overdrafted, but in the eyes of customers, what is it? It is a time bomb placed around you, a tool to encourage you to use money, a burden placed in your wallet, and Weights used to exchange favors, etc.
The current credit card market is very immature and not as perfect as we imagined. I think it is misleading for us to blindly emphasize the overdraft consumption function of credit cards. Many consumers do not accept this concept. So when I market it, I say that this card is just an emergency card. You can use this card for emergencies when your funds are not flowing smoothly. If you say this, quite a few people will agree. If they agree, they will have a chance. Marketing has reached this level, and those who ask what a credit card is and what functions a credit card has can easily become card users. For those customers who have unexpected problems, we can only prescribe the right medicine.
In the marketing of credit cards, we lag behind other industries. It can be said that we have no experience to draw from. Therefore, we need to hone our words and skills in dealing with customers in actual marketing and communication with customers. ability. What does it mean to be familiar with a product? It means to go out boldly and say, don’t be afraid of rejection. If you reject it, you will summarize it and then go out for a run. Products need to be defined by our customers, and we need to grasp what is hidden behind the product in practice.
Second, understanding and developing the credit card market. To sell any product, in addition to mastering the product itself, we need to position it and find relevant channels to sell it. So where are the target customers and markets for credit cards? In fact, the credit card sales guidelines have already pointed out the direction for us.
As a marketer, you must make the reviewers of the credit card center think that this unit must be issued.
Third, it is customer maintenance. It's the so-called after-sales service. This job means that after the application form is sent out, you must call the customer to ask if they have received the card, how it is used, and if there is anything you don’t understand. Thank them for their support of CITIC’s work. In fact, the purpose of this is It's very simple. I hope they will introduce some more customers to us, and at the same time connect with each other, discover a group of high-quality customers, and prepare for future banking business.
Above, I have shared with you some of my experiences in the credit card marketing process from four aspects. Among them, there are many ideas that comrades in our department discussed together when studying the credit card marketing plan
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As a result, they also put considerable effort into the marketing process of credit cards. I think in the current social situation, credit card marketing is very challenging. Everyone has their own marketing concepts. If everyone can be spontaneous and exchange experiences with each other, I believe that our bank's credit card tasks in 20XX will be completed. Summary of personal work of bank marketers 2
Marketing work has entered the first quarter, and competition in the industry has become increasingly fierce. Under the leadership of the bank leaders and the joint efforts of the entire bank's employees, xx Bank worked overtime, worked hard, actively opened up the market, segmented customers, competed for resources, and seized opportunities. As of today, the marketing work has been carried out for more than 20 days, and the work is progressing smoothly. The completion rate of various indicators has been higher than this month's plan, ranking among the top in the region. Below I will only draw on the experience accumulated during the peak season marketing work of the railway company and talk about some of my personal thoughts and work experience:
1. Strive for excellent customer resources and increase deposit marketing efforts.
As of the 19th of this month, our bank’s corporate deposits increased by 114.19 million yuan, ranking second in the region, and the plan completion rate was 496, ranking first in the region. Personal deposits increased by 8.04 million at this time, and the plan completion rate was 22.98, ranking 12th in the region. The reason why our bank's new deposits have achieved good results is inseparable from the active marketing of the bank leaders and the joint efforts of the entire bank's employees. In terms of corporate deposits, our bank successfully marketed Jintie Real Estate Development Company, a subsidiary of Jinzhou Railway Bureau, which helped our bank achieve an increase of tens of millions in corporate deposits. On the personal side, at the front desk, we use the best and most sincere services to retain existing customers of the Railway Bank, while also successfully marketing a large number of customers from other banks in the same industry. Apply for financial management gold cards for major customers and provide VIP services. Set up resident marketing personnel at Zhongtian Securities Company, and the average number of card openings per day reaches more than 10, and most of them are excellent customers who have invested a lot of money in stock trading.
2. Vigorously promote financial products and seize the product market of the same industry
Bank leaders fully realize that marketing is not sales promotion, and publicity strategies are particularly important. Information related to financial management is constantly updated on the electronic scrolling screen, and promotional leaflets for financial management products are placed in eye-catching locations in the business hall. These measures help tellers and personal business consultants lay a better foundation for the next step of marketing. While we handle business for our customers, we never miss any sales opportunity. Actively seize the opportunity of the current low interest rate, sell savings insurance with no interest rate risk and guaranteed income. Against the background of the depreciation of international currencies such as the US dollar, we recommend gold, a relatively stable financial product in terms of value preservation, to our customers. Actively market to customers who are handling business at the front desk and also type out credit card application forms, and never miss the opportunity to apply for a credit card for every customer with good credit. Through the multi-party marketing efforts of the bank leaders and the joint efforts of the handling staff, as of today, our bank has added 8.04 million yuan in private deposits, and the total sales amount of profit and savings insurance has exceeded one million yuan. . Physical gold sales were 1,260 grams, and the plan completion rate was 157.5, ranking fifth in the region. A total of 135 credit cards have been sold, and the plan completion rate is 61.36, ranking fifth in the region.
3. Actively promote fund marketing when the economic outlook is promising and the stock index rebounds.
In 2009, my country's economy was prosperous, and the GDP growth rate reached 8.7. The stock index once increased from a low of more than 1,800 points to 3,478 points. In 20XX, China's economic growth rate continued to exceed 8. suspense. Our bank took advantage of the favorable opportunities of global economic recovery in China's capital market, made full use of the customer resources in the hands of each bank employee, and vigorously marketed funds, which not only brought considerable benefits to customers, but also helped complete our bank's fund sales plan. It has won the reputation of customers and made a good start for the following fund sales work.
4. In accordance with national policy trends, increase the intensity of housing loans.
In 2009, the growth rate of housing prices in Jinzhou has been at the forefront of the country. In 20XX, the growth of housing prices slowed down, and many house buyers who were waiting to see began to purchase real estate. The leaders of our bank integrated customer resources with the account managers of the personal loan department to find past Relevant customers with purchase intention should contact them and introduce our bank's relevant housing loan policies, and actively market each loan without any risk. As of the 19th, our bank's housing loan business has achieved a new balance of time points. An increase of 4.6707 million was achieved, and the plan completion rate was 46.71, ranking 4th in the region.
5. The counter staff and lobby staff actively cooperated, and the electronic banking business developed rapidly.
Electronic banking simplifies customer operations and helps customers handle business more conveniently, but subsequent registration, activation and other procedures are more cumbersome. In order to simplify the marketing process, after our counter staff completes the signing procedures for customers, the staff in the lobby actively cooperates and uses mobile phones, computers, telephones and other equipment to help customers complete registration and activation. Our bank staff handles after-sales service for customers. , the concept of convenience and speed of our bank's electronic banking has been deeply rooted in the hearts of the people, and enhanced customer satisfaction and loyalty to our bank. The marketing of e-banking has also achieved good results, among which the completion rate of the Enterprise Premium Edition plan has reached 66.67, ranking among the best in the region.
The above achievements are the result of the correct leadership of the bank leaders and the joint efforts of all employees of the bank. In the past 20 days, the bank leaders have actively mobilized and set an example. All employees of the bank have worked tirelessly, worked overtime, and dedicated themselves. I spent more sweat and hard work than usual, and got a good start in the first quarter marketing of xx line. I know that the competition among Jinzhou’s interbank banks will become more intense since the first quarter, and the frontline marketing has become a battlefield without gunpowder. But I also believe that all employees of the Railway Bank will maintain their existing positions while working under the leadership of the bank’s leaders. Under the leadership of the charge, we will seize a broader market and achieve better results. Summary of personal work of bank marketing personnel 3
As a member of the city branch, we always establish a sense of responsibility that "I am honored when the business is prosperous and I am ashamed when the business is declining", give full play to the subjective initiative of attracting deposits, and devote myself to Committed to the healthy and rapid development of the branch, it is our unshirkable responsibility. In many years of deposit marketing practice, the most beneficial experience for me is to recite the three-character sutra of "sincerity, diligence, and meticulousness".
The so-called "sincerity" means to be honest.
Integrity is the cornerstone of maintaining market economic activities and a bridge to consolidate customer relationships. When dealing with customers, we can only treat each other sincerely, be consistent in words and deeds, learn to think in other people's shoes, worry about customers' concerns, and think about what customers think. , Only in this way can we win the trust of customers and exchange for their sincerity. In May 20xx, at a friend’s wedding banquet, I met Section Chief Chen of the Economic Committee of Qilihe Town, Yixian County. When we met for the first time, I started with her work experience, children's education and other interesting topics, and we had a pleasant chat with her. During the chat, I learned two important pieces of information:
(1) Section Chief Chen is in charge of the unified collection and payment of farmers’ medical cooperative insurance premiums in the 21 administrative villages under the jurisdiction of Qilihe Town, Yi County. At that time, a thought flashed through my mind instinctively: "If this medical insurance fund of nearly 2 million yuan is deposited in our bank, it would best be able to account for the real balance at the end of June. It will definitely be helpful for completing the branch's half-year deposit target." Good news.”
(2) Section Chief Chen is worried about his son’s poor Chinese performance in junior high school and is eager to find an excellent Chinese teacher for one-on-one tutoring.
The Art of War: If you want to take something, you must give it first. If you want Section Chief Chen to willingly deposit her medical insurance money into our bank, she must trust me in her heart. And now "she is looking for a teacher for her child" is a rare opportunity. So, I promised Section Chief Chen on the spot to recommend an excellent Chinese teacher for her son. The next day, through my connections, I successfully recommended a famous teacher to help the child with his composition. After 20 days, Section Chief Chen excitedly told me that her son had made significant progress in learning, and one of his essays had become a model essay for the whole class. In mid-June, I took the initiative to open a 7777 special card and sent it to her. I asked Section Chief Chen to help her raise some savings in a tactful and strategic way. She readily agreed. Three days later, he personally deposited all the medical insurance payment of 1.79 million yuan into our bank.
The so-called "diligence" means to be diligent with your mouth and legs.
Only by maintaining regular communication with customers and understanding their financial dynamics and investment plans can we seize the best marketing opportunities and seize the initiative in the fierce marketing battle. In the first half of 20xx, during the daily work of collecting money from Jinzhou Huyue Company, I established a good relationship with all the staff of the company's finance department on the premise of ensuring that the daily payment was correct and the bills were handed over clearly and timely. Interpersonal relationships and a thorough understanding of the company's capital turnover and usage. If a remittance arrives, I will notify the financial staff as soon as possible. If a large amount of cash is withdrawn, I will complete the appointment procedures for the company in advance. My hands-on, serious and responsible work attitude and door-to-door attentive and enthusiastic service make me happy. The leaders and financial personnel of Huyue Company are very satisfied and are willing to transfer the money deposited in other banks to our bank's corporate account for turnover settlement in a timely manner. The largest single remittance to our bank was 25 million yuan, and the cumulative settlement amount in half a year exceeded 100 million. The so-called "fine" means to be meticulous.
Details determine success or failure. Marketing cannot stay in traditional customary thinking and practices. It requires the integration and organic combination of advanced marketing concepts and service skills. Before marketing, you must have a full understanding of customers and know what customers value and need. In marketing, carefully observe the customer's speech and behavior, figure out and analyze the customer's psychology, see the essence through the phenomenon, and achieve marketing results with twice the result with half the effort.
For example, during the Spring Festival of 20xx, in view of the traditional custom of elders giving new year's money to children, we vigorously marketed zodiac cards and small time deposits; in view of the fact that the stock market and real estate market were closed, most citizens were unwilling to hold stocks for the festival and held currency for purchases. At the favorable opportunity, we vigorously marketed 7-day notice deposits; in view of the sluggish trading market performance of gold, real estate, foreign exchange and other transactions, we vigorously promoted our bank's 7777 financial products to customers, highlighting the functions of our bank's financial products with "short investment period and high interest income" Advantages: Provide customers with a comprehensive package of thoughtful, convenient and efficient financial services, which not only retains customers’ money, but also retains their hearts!
Successful marketing propositions vary from person to person and are customized; perfect service comes from excellence and excellence. The relationship between a bank and its customers is like looking in the mirror. How you treat your customers will be how your customers will treat you! Personal work summary of bank marketing personnel 4
It has been a year since I joined CCB. Time has given me a deeper understanding of CCB, and it has also allowed me to learn more through my own study, leadership and the education and help of my colleagues. Improved one's business skills. Specific gains from this year
In terms of business, I have made huge gains. This year has enabled me to become proficient in business and solve problems at work with ease.
Over the past year, in addition to doing daily work, we have also focused on the following tasks:
1. Annual account review. After receiving the annual inspection notice from superiors, we conducted annual inspections on 418 accounts of all normal accounts in the business department. Under the tight schedule and heavy tasks in advance, we promptly notified all companies to come for annual inspections and requested the latest and most accurate information. unit information, and register all information in the People's Bank of China Account Phase II system.
2. Changes between old and new accounts. Due to the system upgrade, the system will make changes to all old accounts before 20xx, which requires verbal explanations and written handovers with relevant companies.
In addition to filling out an account change notice for each account, the account opening licenses for basic accounts and budget accounts will also be withdrawn pending changes.
3. Electronic account opening and cancellation registration book. Since the account opening and closing registration book is for continuous use and the account has been damaged due to long-term use, all account opening and closing information will be formed into an electronic version for future use.
Ideologically, there were a lot of activities in the department in 20xx, and I did my best to complete all tasks, such as mobile banking, SMS signing, Li Deying, Yao Ming card, etc. Although not very prominent, I actively participated. Now, what I am facing is the first quarter of 20xx. First of all, in terms of deposits, I will work hard to expand resources extensively, tap customers, and strive to play a leading role as a party member. Secondly, in marketing activities such as credit cards and funds, we will also strictly demand ourselves to quickly increase growth. In the new year, I have set new goals for myself, that is, to study harder, enrich myself, and meet the challenges of the new era with a full spirit. There will be more opportunities and competition waiting next year. Me, I secretly encourage myself in my heart to stand firm in the competition, to be down-to-earth, not to limit my gaze to my own small circle, but to focus on the overall situation and future development. I will learn from other comrades and learn from each other's strengths. , exchange work experience with each other, make progress together, and strive for better work results. Of course, I still have certain deficiencies in the handling and operation of some details. I will hone myself in future work, carry forward my strengths, and make up for my shortcomings. Summary of personal work of bank marketing personnel 5
1. Do a good job in daily service settlement work
As a branch business department, it is a large comprehensive outlet, which is both an external service window and a comprehensive As the bank's business processing center, we believe that the most important thing is to do a good job in daily business processing, do a good job in service externally, and do a good job in settlement work internally.
1. Before and after the holidays, a large amount of cash is put in and withdrawn. Before the Spring Festival, in order to meet customers’ needs for cash, we withdrew 2 funds of 150 million from the People’s Bank of China. After the Spring Festival, another withdrawal was made to the People’s Bank of China. 65 million cash was withdrawn.
2. We will provide the greatest cooperation in terms of personnel and business for the school fees twice a year, promptly count the collected cash and store it in the warehouse, and issue administrative fee invoices in a timely manner and return them to the school. Transfer funds to the finance in a timely manner.
3. Do a good job in the safety and security of salesmen, warehousemen and outlets during the Spring Festival and May 1st. Considering that the sales department has fewer staff than in the past, all outlets will be notified before the festival to do the required work. Improve the standard quality of banknotes entering the warehouse to speed up the return of funds into the warehouse and reduce inventory.
4. Participate in the ticket sales and collection work of xxx large-scale concerts, and arrange various related tasks to ensure the safety of funds and personnel during this period.
5. In the first half of the year, the three departments will be coordinated to install online banking, and provide training on business and computer knowledge to relevant enterprises, in an effort to reduce the occurrence of sleepless households.
By the second half of the year, in order to better develop e-banking business, with the care of the president’s office, the sales department and the corporate business department will be responsible for the installation services of e-banking. In addition to installation and business knowledge promotion, we We have done a better job in handling the implementation of electronic banking services. Over the past year, there have been no errors such as duplication, wrong transfer or missing transfer.
6. Do a good job in the preliminary testing and production of NOVA1.2, 1.3 and 1.4 versions.
7. Cooperate with xx branch to receive and count the house sales proceeds from xx company.
8. Do a good job in clearing and carrying forward local and foreign currency accounts. We completed the collection of accounts in November. At the same time, we successfully completed information verification and error correction with the State Administration of Foreign Exchange at the end of December.
9. Adjust the account information of Telecom, China National Petroleum Corporation, and Petroleum Company (adjusted to group accounts).
10. At the invitation of the Telecommunications Bureau, xxx conducted counterfeit currency training for all cashiers under the jurisdiction of the Telecommunications Bureau.
11. The agency business processing is transferred from the personal business department to the sales department, and the salary distribution business of all savings outlets across the bank is centralized to increase the speed of salary payment and meet customer requirements.
In December and July, the securitization of non-performing assets was completed, and the total amount of accounts was calculated. At the same time, these accounts were also closed.
In 13. July, the daytime warehouse guard duty will be cancelled, and the warehouse management personnel of the sales department will take over the handover. At the same time, the business personnel will be transferred from the sales department to the management of the business support department.
14. Bank acceptance bill margins and entrusted loans were successfully transferred on August 23, and the management and control of margins and entrusted loans were strengthened.
15. The replacement and cleaning of 676 payment ciphers have been completed with the joint efforts of various departments.
2. Improve service quality and ensure the smooth development of all businesses
The sales department has concentrated the backend of the entire bank’s accounting business. Compared with all other outlets, it is superior in business level and business scope. There are higher requirements in terms of service methods, and business level and service skills are interdependent. Only by improving business processing capabilities can we serve customers well.
1. We use regular meetings every Tuesday to conduct service reviews, point out employees’ deficiencies in counter service, and reward and punish employees based on their counter performance to improve the overall service level.
2. Conduct business training after the service review, especially training for new businesses. This year’s business updates are faster than in previous years, such as the management of bank acceptance bill margins, bank acceptance bill business processing procedures, The processing of entrusted loans, the upgrade of NOVA 1.3 and 1.4, and the most important account collection this year require every employee to understand and handle it in a timely manner, so as to better serve customers and improve service with a high professional level. level.
3. In response to the local tax bureau’s tax exemption form and the resumption of tax deduction procedures for other banks, with the repeated efforts of the president’s office, the Science and Technology Department of the Municipal Branch solved the procedural problem for our bank. Currently, this The work was carried out smoothly and met the service requirements of the local tax bureau for our bank.
4. The cash box of the TM machine is installed by each branch, saving half the labor force for the sales department. Since the counter pressure of the sales department has increased significantly after the withdrawal of xx, we use this ATM management Changes in methods have improved counter pressure. At the same time, the agency business has been concentrated in two windows, and a "VIP customer priority processing" window has been set up to divert customers and change the situation of various customers. Through efforts, deposits have been made in the fourth quarter. The mission has developed rapidly. ;