Credit card marketing skills

In the daily process of handling counter business, tellers usually handle business for customers while recommending product folding pages of some outlets to customers. This 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 techniques 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 After agreeing to apply for a credit card, the teller's goal is to get these customers to come back next time.

Therefore, when encountering such customers, tellers must frequently hand out business cards, because handing out business cards will have two major benefits: First, the counter marketing time is limited, and handing out business cards can make these people hesitant. Customers who leave and want to apply for a credit card can be reminded of themselves in time; 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 promotion leaflet and keep it in his 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 Counter Marketing

Counter 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 so familiar with it. Please support me this time! ”

4. Beautification Marketing

The “beautification” here is not deception or boasting, but a moderate increase in 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, and 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 make 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, those 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, so there’s no need to apply for one.”

This is a common reason for customer rejection in credit card marketing. When encountering this type of customer, you can first ask the customer which bank’s credit card he or she has applied for. 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 you are applying for now from Bank A is indeed good, but in comparison, our credit card offers more benefits! If you still You can use our credit card to swipe at Wal-Mart and spend more than 1,000 yuan. Not only will you get a certain number of points, but you can 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 NT$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., maybe customers will be impressed.

Reference Techniques

"The more details you fill in, the more detailed it will be, which will help us inform you as soon as possible if there are any promotions or card issues without notifying you in the future. , and will not disturb you and your contacts at ordinary times.”

4. “Where can I enjoy discounts with this card?”

Introduce inquiries to customers about enjoying discounts. Platforms, such as phone calls, websites, etc., it is best to have a list (or booklet) of discounts on hand and hand it to customers, or list some market-influential activities in cooperation with large merchants, which will make customers feel at ease. , increase your determination to apply for a card.

Card discounts are one of the core issues that customers care about, and they 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 actually Experience the benefits of credit cards. This is an effective way to maintain customer loyalty.

Reference words

"Our credit card has a lot of discounts. I have a discount booklet for credit card consumption. I can give you a copy. It has detailed information. If you have any questions about preferential activities and preferential places, 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 banks 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. Therefore, when facing such customers, we should try our best to tell the truth about the benefits that the bank can enjoy.

Reference words

"When you swipe your card normally, generally speaking, if you swipe your card for a transaction of 100 yuan, the bank will charge a handling fee of 1 yuan to the merchant. Customer charges. When more customers swipe the card, the bank's benefits will be obvious. This is the biggest benefit. As long as you remember to repay the card on time during the interest-free period, you will not incur unnecessary fees. ”

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