Skills in credit card marketing

Skills in credit card marketing

In the daily process of handling business at the counter, tellers usually handle business for customers while also reporting to customers. Customers recommend product folding pages from some outlets, which is also the most basic marketing process in one-sentence marketing. Below are the credit card marketing tips I bring to you, welcome to read.

Six Tips for Credit Card Marketing

In branches, since the main task of tellers is to handle business for customers, it is easier to gain the trust of customers, so they have a natural advantage in credit card marketing. If tellers can master some basic marketing skills when marketing credit cards, they can achieve some unexpected results. Here are some tips and methods for credit card marketing:

1 Business card marketing

During the marketing process, many people may feel that sending business cards to customers is of no use. Because customers may throw away their business cards at any time, causing themselves to be quickly forgotten. However, not all customers will throw away their business cards, especially when encountering hesitant customers. If the teller delivers the business card to them and cooperates with multiple marketing campaigns, unexpected results will still be achieved.

It is understood that the proportion of hesitant customers in the hall is about 50%. They may not handle business at the time of marketing, but after careful consideration or another marketing, they may will agree to apply for a credit card. The teller’s goal is to get these customers to come again next time.

Therefore, when encountering such customers, tellers must frequently give out business cards, because giving out business cards will have two major benefits: First, the counter marketing time is limited, and giving out business cards can make these people hesitant. The customers can think of themselves in time when they want to apply for a credit card after they leave; secondly, even if the marketing of credit cards is unsuccessful, they can still recommend other products of the bank in the process of subsequent communication with customers.

Moreover, the teller can also pin the business card to the product's promotional leaflet and keep it at hand. Especially to customers who have failed in marketing and are hesitant, they should send out business cards frequently. . Because this method is also suitable for marketing other products of the bank.

2 "Talk-style" marketing

When the teller meets an interested customer and there are not many customers handling business at the counter, the teller can conduct "Talk-style" marketing to the customer. "Marketing, "talking" marketing can be divided into two aspects:

1 Advertising

Nowadays, most customers have applied for bank credit cards. In the marketing process, tellers should proactively ask customers whether they have applied for a credit card. Once the customer answers that they have indeed applied for a credit card, the teller can ask about their credit card usage and experience, and introduce some benefits and experiences they have not used. Convenience, so that other customers in the hall can hear it. This kind of publicity effect is much better than introducing it yourself. Learn to let customers advertise for you. Of course, when you encounter some customers who ask questions about the use of credit cards, you must answer them patiently, because solving customer concerns quickly and efficiently in front of many customers is also a kind of advertising.

2 Reverse Marketing

Reverse marketing is to first talk to customers about some credit card privileges. Of course, credit cards do not have to be mentioned. You can introduce credit cards after customers are interested in the privileges. . This method is very helpful for marketing products that charge annual fees, card fees, etc. Customers are sometimes disgusted by directly introducing products and fees from the very beginning.

3 Request Marketing

Request marketing is also called the "request transaction method". This means that when marketing is opposed or rejected by customers, the teller can show weakness to the customer in a timely manner and ask for explanation from the customer in order to win the customer's sympathy or consent.

Of course, after the counter has said the above, he should also frankly and clearly inform the customer of the key precautions that are prone to chargebacks and interest penalties on credit cards. Generally speaking, when customers see the teller making such a sincere request, they will support it and agree to apply for a credit card.

Reference words

"Hello, Mr. Li! Our bank does have the task of credit card products, and everyone is familiar with it. Please support us this time! ”

4 Beautification Marketing

The “beautification” here is not to deceive or boast, but to moderately raise the value of our products within the normal market scope. Magnify and display the highlights and achievements of the bank's products to enhance customers' desire to apply and increase their determination to apply.

For example, when a teller introduces a department store co-branded card, he can describe it as "a symbol of urban fashionable life"; an installment credit card can be described as a "trendy financial management method", and a high-end product credit card can be described as "A symbol of status".

If the credit card product being marketed has won a relatively well-known award, has a specific number of applicants or is currently in use, has a long history, has related relatively well-known activities, etc., the teller can also use it when marketing. Inform customers of all this information, as this is a reflection of credibility. Moreover, properly "beautifying" one's products is also a reflection of self-confidence.

5 "Intentional" marketing

"Intentional" marketing is a very important marketing method. The purpose is to attract many unrelated people and let them also apply for credit cards. However, "intentional" marketing requires the assistance or cooperation of the lobby manager. When a customer agrees to apply for a credit card under the teller's marketing, he can call the lobby manager to take the customer to fill in the credit card application form at the ticket counter. At this time, The lobby manager can do the following two tasks when the customer is filling in the application form:

01 When the customer is filling in the application form, the lobby manager should look in all directions and perform some "shouting" in a cooperative manner. ”, thus attracting people near the customer and watching;

02 When the lobby manager explains the relevant functions of the credit card to the customer, he appropriately amplifies the volume to arouse the interest of the surrounding colleagues. This will also bring opportunities to market other customers.

6 Objections to Credit Card Marketing

After mastering marketing skills, tellers should also pay attention to some common customer problems when conducting credit card marketing. Especially when customers raise objections or refuse, the teller's reference responses to these questions may add some weight to successful marketing. Below, the author lists several objections or questions often raised by customers:

1 "Your bank has few branches, making repayment inconvenient."

In fact, most people who raise such questions 'Customers are a manifestation of customer integrity. These customers are often high-quality customers of the bank. When facing such customers, we need to explain multiple repayment methods to increase the benefits of customers applying for and using cards, and at the same time, we must speed up the process. own channel construction.

Reference words

“Our credit cards have a long interest-free period during normal card transactions. You only need to take time to go to an outlet to repay during the interest-free period. That's fine. Our bank's self-service bank is accelerating the construction. You can also apply for a debit card at our bank and deposit some money in it, bind it to your credit card to realize automatic deduction, or use Alipay or our bank's online banking to pay it online. Handling fee. In addition, mobile payment is very convenient now. Our credit card also supports WeChat and Alipay repayment. You can complete the repayment directly on your mobile phone, which is very convenient."

2"Me. You already have a credit card, no need to apply for one.”

This is a common reason for customer rejection in credit card marketing. When encountering such customers, you can first ask them which bank’s credit card they have. Then use comparative marketing methods to highlight the advantages of the bank's credit cards, or use the advantages of the bank's other products to impress customers. At the same time, it is very important to study and become familiar with the credit card products of various banks. This is the key to successful marketing.

Reference words

“The credit card of Bank A you are applying for is indeed good, but in comparison, our credit card offers more discounts! If you still You can go to Wal-Mart with our credit card to swipe your card. If you spend more than 1,000 yuan, you will not only get a certain number of points, but also enjoy a 92% off discount. In addition, you can also enjoy a 10% discount once a month when you go to designated theaters on weekends. The movie viewing discount is RMB 1. This is a discount that the credit card you applied for does not have, so you might as well consider our credit card?"

3"There is so much information to fill in. , too complicated. ”

Many customers prefer simplicity and efficiency. After all, filling in credit card application information is still relatively complicated, so when customers mention this problem, they can tell them that if the personal information is completed, they can give it away. Points or gifts, etc., customers may be impressed.

Reference Tips

“The more details you fill in, it will help us inform you as soon as possible if there are any promotions or card usage problems without notifying you. , it will not disturb you and your contacts at ordinary times.

”

4 “Where can I enjoy discounts by using your card?”

Introduce the inquiry platform for customers to enjoy discounts, such as phone number, website, etc. It is best to have one at hand. Give customers a list (or booklet) of discounts, or list some market-influential activities in cooperation with large merchants, which will make customers feel at ease and increase their determination to apply for the card.

Card use discounts are one of the core issues that customers care about, and are also an important reason for customers to apply for and use cards. The discounts are clearly listed and convenient inquiry channels are provided, so that customers can truly experience the benefits of credit cards. This is an effective way to maintain customer loyalty.

Reference words

“Our credit card has many discounts. I have a discount booklet for credit card consumption. I will give you a copy, which contains detailed promotions and discount locations. If you have any questions, you can ask me individually. "

5 "What benefits can you enjoy when we enjoy the discounts?"

Usually, there are few "pie in the sky" things that happen in this world. , so customers will not easily believe that the bank will give them money for free. They understand the bank's vested interests and are also concerned about whether they will suffer losses. This is reasonable and common when faced with this kind of thing. When you are a customer, you should tell the bank the benefits you can enjoy as truthfully as possible

Reference words

“When you swipe your card normally, generally speaking, you swipe your card for transactions. 100 yuan, the bank will charge a handling fee of 1 yuan from the merchant and not the customer. When more customers swipe their cards, the bank's benefits will be obvious. This is the biggest benefit. Normally, when you swipe your card, as long as you remember to repay it on time during the interest-free period, you will not incur unnecessary fees. ”

How can a credit card salesperson run away?

...Don’t use fake information to complete your performance~ If your bank knows the 4 copies you submitted The information is all fake, you can’t even keep a job!

In fact, there are many people who want to apply for a card now~~ As long as you work hard! 5 cards a day will be no problem!

You Now it's best to go to a few credit card QQ groups first~~There are many people in them who want to apply for a card~~As for the office building, you also have to run it~~It's easy to be a janitor~~Don't say you are a bank card runner~~Look What kind of companies are there in the office building? When the gatekeeper asks you, just say that you can go to such and such a company to work! After entering, you can recommend others to fill in the form and apply for the card~~ (Actually, you only need to find someone to fill in the form for you. When you return the form to the bank, you will have a performance~ As for whether it is approved or not, you will get a little commission~ It’s just that if the card is approved, it will be a little more!)

Don’t think that it is so difficult to run the card and work hard to do it. Go! I wish you success~!

What should a novice credit card salesperson do at the beginning?

First of all, fully understand the characteristics of the credit card you represent, such as additional insurance, interest-free period, etc. Advantages.

Second, after you have a full understanding of the credit cards you represent, pay attention to your colleagues’ sales methods and learn from them.

Third, communicate with your colleagues about the products. After you are familiar with each other, you can usually take the approach of sweeping the floor, or go with your colleagues to set up stalls in areas with dense traffic, such as near large supermarkets, to shorten the processing time as much as possible.

Finally. , keep in touch with customers who have applied for credit cards, and ask them to help develop new customers

How to run the credit card business

I will tell you whether this business is easy to do. I have been in it before. This journey lasted more than three years. From a newcomer to a resource account manager, my monthly salary was only about 3,000 or 4,000 yuan at the beginning, and my monthly salary was 10,000 yuan or more, with a pre-tax salary of 160,000 yuan a year. I was a stranger to a city, and I happened to enter. There will be training for those who are new to the company, and it can be said that they are completed without any connections. Some people say that you need to have a certain number of connections to enter the industry, and then leave after using them up. I don’t know what kind of bank they are, but that’s what I did. You have to pay attention to a few things in this business first, otherwise you will leave soon.

1 It is very tiring to work in this business, and you have to go out and run business every day.

2 Be confident in yourself and this industry, which is almost saturated now, and there are many peers.

3 Be able to withstand rumors from the outside world. , In terms of management of your client company, there are many opportunities to deal with security guards in this industry, and sometimes conflicts will occur with security guards.

In addition, I believe your business managers will tell you about professional skills and so on. If you can overcome the most important points above, just do it. If you can't do any of them, don't choose this industry. . I left my job because of promotion problems in the company. The longer I left, the more tired I became. I also missed my hometown a little bit.

Finally, come on, it’s hard to do any job, but you’ll do well in any job you do well. Which one are you? This depends on how you position yourself.

Tips for applying for a credit card

In sales, it doesn’t matter whether it’s big or small. A small business can be a needle-line business, a large business can be a multinational group. But in essence, they are all similar. Sales is not as difficult or low-level as ordinary people think, nor is it as mysterious as ordinary people think. It is just a test of life and a way of survival, but it exists in a free and unstable state. It can make you not make any money, but it can also make you rich and prosperous. So what are the tips for applying for a credit card? Now, just follow me and have a look. I hope you will be satisfied, thank you.

Four tips for applying for a credit card

Tip 1. Start with acquaintances when applying for a card

After graduating from university, Xiao Zhang entered a commercial bank and became a Credit card clerk. When he first entered the industry, he was also worried about unfulfilled task targets. Later, under the guidance of his "seniors", he began to mobilize friends and relatives to apply for cards.

"What about the seventh aunt and the eighth aunt? Basically all those who can apply for a card can apply for it, and students cannot be let go. Regardless of whether they have a credit card or not, the form has to be filled in first, and the information can be obtained first. , get a small gift later, no one will lose." Xiao Zhang feels more and more like an insurance seller, because selling credit cards is the same as selling insurance, "starting" from relatives and friends.

Tip 2: House sweeping sales

When all relatives and friends have applied for credit cards, and even friends of friends have applied for credit cards, how to find new "customer sources"? ?At this time, it’s time to sweep the building.

The so-called building sweeps mean going from office building to office building to sell credit cards to the employees of each company. In order to be able to touch people's hearts, credit card salesmen should learn how to sell. They can buy relevant sales books and learn to enrich themselves.

Tip 3: Buy gifts with your own money

Locks crisper boxes, cute cartoon cushions... It is not difficult to find that when applying for a credit card, many citizens often focus on Gifts go. If the bank does not provide gifts, the credit card salesperson can buy them with his own money. Applying for a credit card by relying on gifts to attract everyone's attention is not necessarily a loss-making transaction. For example, a credit card salesperson can get a commission of 40 yuan. If several salesmen "organize a group" to join together to buy gifts and share them among everyone, the cost will be more than ten yuan at most, and a net profit of more than 20 yuan can be made. Therefore, sometimes we see that it is necessary to apply for credit cards from several banks at the same time in order to get some expensive gifts. This method has been tried and tested by many salesmen and it is very effective!

Credit card application for salesmen Card Skill 4. Salesmen form a team to fight

After all, individual strength is very weak. At this time, the credit card salesperson can "form a team" with salesmen from several different banks to fight.

A senior credit card salesman said this: "'Group' can concentrate everyone's efforts, because everyone starts from the friends around them, and basically everyone can find more than a dozen friends every month. Apply for a card with an acquaintance, and then exchange the information of these acquaintances, so that each person can easily sell 100 cards. In this way, the task is easily completed, and our 'alliance' is often used in shopping malls, supermarkets, etc. At a stall like this in a place with a lot of customer traffic, every time a customer accepts a credit card promotion from one of the banks, several other salesmen will immediately hand over their own application forms and say in a very begging tone, "You can also fill it out for us." One piece, let’s complete the task.”

The advantage of “grouping” is that it is a good way to concentrate the efforts of multiple salesmen to complete their individual business volumes!

Methods to maintain credit card customers

1. SMS

From the perspective of telephone sales, SMS will also be a better way to maintain long-term contact with customers. One thing to note when using text messages is to use product and service introductions with caution. When a salesperson is going to introduce a product or service to a customer via text message, it is best to tell the customer in advance. If you blindly obtain some mobile phone numbers from some channel and send text messages to them, the result will only be complaints from mobile phone users.

2. Letters and postcards

In order to keep in touch with his customers, Joe Girard, the car sales champion, sends out 15,000 postcards every month, so that customers always have no choice. Forget him, even if you don't change your car for the time being, you will take the initiative to introduce customers to him. This has become one of the key factors in Joe Girard's success.

Telemarketers can also use this method to keep in touch with customers. The development of IT technology is now very different from that of Joe Girard's time. Many salespeople use emails instead of postcards and handwritten letters, which will reduce costs and increase efficiency. However, traditional handwritten letters and postcards can give customers a different feeling.

3. Mailing gifts

When the holidays are approaching, if conditions permit, it is best to mail some practical gifts to customers. This is a necessary step in implementing emotional marketing. . For example:

A key account manager of a certain company called a customer many times, but the customer didn’t see him. Later, he gave him a new model of the company’s phone and called him again the next day. When I gave it to the customer, the customer's attitude changed a lot. Someone asked the key account manager: "What is the main reason for this?" The key account manager thought for a while and said: "Maybe he feels that I really care about him and care about him." This is indeed the case, a small gift , not necessarily expensive, but it can make customers feel that you care and accept you immediately.

4. Customer Networking

Nowadays, in order to better serve their customers, many companies have established their own major customer clubs and regularly hold customer networking activities with various themes. , to further enhance customer relationships, this method is particularly suitable for those marketing industries that are relationship-oriented and have obvious business areas. For example, telecommunications industry, financial industry, etc.

What are the tips for promoting credit card processing?

1. Unknown visit: Commonly known as house sweeping and street sweeping, it is a person asking if you want to apply for a card

2. Extension: through customers who have already applied for a card, and then give it to you When introducing a customer, you can give him some phone calls or small gifts during the process

3. Give gifts: If you have the conditions, you can give some gifts to the customer after he has applied for the card and used it. Many people will do it. Apply for gift cards

4. Joint exhibition: Exhibiting business together with salesmen from other bank card centers will help improve the efficiency of card application

5. Setting up stalls at locations: where there is a large flow of people Setting up stalls and road shows in large places, such as factory canteens, shopping malls, gas stations, office buildings and other places, and combining with some gifts will be more effective, but these need to be discussed with the other party in advance and obtain their consent

Hope it helps you

This is the end of the introduction about the skills of credit card salesmen and why bank salesmen come out to run credit cards. I wonder if you found the information you need?