Is it easy to sell China Merchants Bank’s credit cards?

It’s not easy.

The sales of China Merchants Credit Card is the credit card business. The working form of the credit card business is destined to have no great future in this work. It’s not that the salary is low, it’s that the work growth is too low.

The reason for the poor sales of credit cards may be that in cities, especially first- and second-tier cities, everyone has several credit cards, and credit card holdings are almost saturated. In some rural areas, it is completely a seller's market. To apply for a credit card, you have to give gifts to the people at the bank.

Is credit card sales easy to do?

It’s not easy, but hard work can produce miracles.

Sales in any industry is said to be easy to do, and hard to do is also difficult. After all, it depends on your standards. If you want to become a sales elite, you need to put in a lot of hard work. , and high emotional intelligence are all essential, especially credit cards, which involve finance, not only require professional storage, but also standardization of services to do well.

Credit cards belong to the service industry and have product characteristics in the service industry. First of all, service products have the attributes of experience economy, and maximization of customer contribution comes from the customer's own satisfaction and repeated consumption of the service. Secondly, services are difficult to standardize and have characteristics such as standardized heterogeneity or variability. Finally, due to the intangible nature of services, there is a general lack of patent protection, which is easy and results in too fierce market competition.

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 effects. 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 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. 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 that 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 brag, 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. I already have a credit card, no need to apply for one.

”

This is a common reason for customer rejection in current credit card marketing. When encountering such customers, you can first ask the customer which bank has applied for a credit card, and then use comparative marketing methods to highlight the bank’s The advantages of credit cards, or using the advantages of other products of the bank 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 Techniques< /p>

“The credit card of Bank A you are applying for is indeed good, but in comparison, our credit card enjoys more discounts! For example, you can also use our credit card to go to Wal-Mart to swipe your card, and you can spend more than If you spend more than 1,000 yuan, you will not only get a certain number of points, but also enjoy a full discount of 92% off, and you can also enjoy a monthly discount of 10 yuan per movie when you go to designated theaters on weekends. And this is a benefit that the credit card you applied for does not have. So you might as well consider our credit card?"

3"It's too complicated to fill in so much information. ”

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, points or gifts can be given. Maybe the customer will be impressed by this.

Reference words

"The more detailed you fill out, the better it will be for us to inform you if there are any promotions or card usage problems in the future. When you arrive, we can inform you as soon as possible without disturbing you and your contacts. ”

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. ”

Routine of credit card sales

Many people have credit cards, but there are still countless people who are marketed by credit card center staff (hereinafter referred to as card clerks) or intermediaries every day . So what are their tricks?

As the saying goes, “Since ancient times, true love cannot be retained, only tricks can win people’s hearts!” "This sentence also applies to credit card sales.

With the development of social economy and the improvement of people's income levels, banks are desperately promoting credit cards, and the conditions for recruiting card clerks have also been repeatedly reduced. Now only those with a college degree OK!

With the increase in the number of card application personnel and the performance evaluation of the card center, card employees generally use some tricks when applying for cards.

1. Our bank has a high limit. !

Credit cards are generally divided into gold cards, platinum cards, diamond cards, etc. by level (there are many subdivisions, and I will not list them in detail). Each level of card has a limit range, such as gold. The card costs 5,000-50,000, and the conditions for applying for the card are the lowest (the policies of each bank are different, and the conditions are also slightly different). The platinum card costs 10,000-100,000, and the conditions for applying for the card are slightly higher.

There are also some cards with limits starting from 50,000, but the conditions are relatively high, and most people are not qualified to apply. At this time, the card clerk will say that we start approval at 50,000. Although the information has been filled in, after the procedure is completed and the company returns to the company, the application card level will be lowered. The customer will receive a card limit of only 30,000. When the card clerk is questioned, the card clerk will say that the background review qualifications do not meet the requirements. It will be automatically downgraded and the limit will be increased soon after using it. By the way, I can help customers open a card with their first swipe and earn another wave of commissions!

2. Our bank has good activities!

Every bank’s credit card has activities, such as full discount activities, 50% off weekend activities, gas discounts, roadside assistance, free insurance, some high-end cards with annual fees, and some free golf and beauty treatments SPA, physical examination and other activities. But there are prerequisites for using it. Sometimes UnionPay will do some very affordable activities for promotion. At this time, the card members will say that our bank has this activity, but it needs to be paid with UnionPay, and helps customers download the UnionPay APP, register and earn a wave of rewards.

3. Our cards look good!

Nowadays, the credit cards of various banks are more flashy than the last, and various co-branded cards are very popular. Some use events to market each other, and some just attract each other to attract fans. The more famous ones on the market include the little yellow duck theme, the Forbidden City theme, the Chinese style theme, the twelve zodiac signs, etc. The customer looks at the pattern and chooses it, and then tells you that there is a card-making fee, which is not expensive and ranges from tens of yuan to more than a hundred yuan. There is no fee unless you open a card. Most of the people who receive the card will open it and earn another wave of commissions.

4. We are 100% sure about the card!

There are many people who want to apply for a card but cannot, but when the basic conditions are met or not, the card clerk will say that we will apply for the card 100%. In the past, customers like you have applied for the card. If I still fill in the information for you knowing that you can't apply for the card, it will not only waste your time but also my time. We are under so much performance pressure every day, and time is very precious! Anyone who says "100%" is a liar. Whether you can be approved for a card mainly depends on your credit score, job, income, age, card level, and many other conditions. No one dares to guarantee that the ticket will be played!

5. Apply for a card and get a gift!

Many people apply for cards because they are attracted by the so-called gifts, but many of the gifts are small commodities ordered in bulk by card members at the wholesale market. The quality can only be said to be "you know!" Many card members said There are gifts, but they must be approved or even opened to get the card. You cannot get them when applying for the card. Whether you can get them in the end depends on the conscience of the cardholder and the follow-up potential of the unit!

In addition to the above tricks, salespeople sometimes claim that if you don’t need a credit card temporarily, you can apply for it first. Anyway, there will be no annual fee if you don’t open the card and activate it. This is true for most credit cards. , but there are also some credit cards that will charge annual fees regardless of whether they are activated or not. Once the card is set aside and the annual fee is charged, and the cardholder fails to repay the loan in time, the overdue personal credit report will be greatly affected. . Therefore, when applying for a card, be sure to inquire about specific matters regarding the annual fee.

Nowadays, the market is filled with a large number of people who operate POS machines and pretend to be bank staff to recommend customers to apply for credit cards online to earn commissions. They are not bank staff, so they exaggerate too much when promoting credit cards! If you believe it, you will be disappointed 90% of the time!

We must keep these common "routines" for applying for a card in mind, because the salesperson is there for business, and as long as you can get the card applied for, the task will be completed. Therefore, when applying for a card, we must be rational and only apply for a card when there is a need, rather than blindly apply for a card. In addition, after debiting the card, we must spend reasonably and repay it on time during use, and our personal credit score must not be affected.

Spend tomorrow’s money to realize today’s dream! It seems beautiful, but it is also swallowing up the healthy consumption outlook and life of many young people!

The happiness created by hard work and your own sweat and ingenuity is truly green and pollution-free!

How long can you work in credit card sales?

How long you can work in credit card sales depends on the salesperson's own personal strength. Because salespeople are generally under a lot of pressure. If you can handle the pressure, you can work. If you can't bear it for a long time, you can only leave as soon as possible.

1. How to do a good job in credit card sales?

First of all, we must do a good job in psychological construction. Don't think of this job as a very high-end job, don't think of people in suits and ties talking about projects and making connections. This is a very basic sales job, except that it sells credit cards.

The second thing is to make a good career plan. If you don't make a good career plan, you will probably still be a front-line credit card sales employee in your thirties and forties. In this case, the turnover rate will be very high. I hope you can do the above points and become an excellent credit card salesperson.

2. How to improve personal sales performance?

In fact, credit card sales are the most basic sales work. So in the daily work process, have you maintained your existing customers, developed as many new customers as possible, and become friends with your old customers? Ask them to introduce customers to you. Have you contacted some people in key positions in high-quality companies to use bank endorsements to do batch group arrangements? You must make personalized improvements to your work and develop characteristics that suit you. These contents can improve sales performance.

Extended information

A credit card, also called a credit card, is a credit certificate issued by a commercial bank or credit card company to consumers with qualified credit. It takes the form of a card with the name of the issuing bank, validity period, number, cardholder name and other contents printed on the front, and a magnetic stripe and signature strip on the back. Consumers holding credit cards can shop or consume at specially appointed commercial service departments, and then the bank will make settlements with merchants and cardholders. Cardholders can overdraft within the prescribed limit.

Credit card consumption is a non-cash transaction payment method. There is no need to pay cash when consumption, and repayment will be made on the billing date (BillingDate).

Is there a future for bank credit card sales

Depends on personal circumstances. The financial industry is actually a high-barrier industry, and the same goes for banks. The threshold here has two aspects - academic qualifications and strength. Generally speaking, if you have a graduate degree or above from a prestigious school with a strong major (such as Tsinghua University, Peking University, or Jiangxi Finance majoring in finance), even if you are currently selling credit cards, work hard , there is a high probability that there will be a good way out. If you are only in an ordinary school or major (such as a finance major at Erben University, a general 211 management major), but you have a strong background (such as your father, your third uncle, and your aunt are bank executives, bank insurance Supervisory system leader, or a very large customer of the bank), you can do whatever you want. The threshold for bank recruitment of internal staff is very high, and there is a high probability that you will not be able to get in based on your academic qualifications. However, the threshold for recruiting credit card salesmen is low, but they are all labor contract systems (may also be outsourced) ), use various resources to do well in selling credit cards, and then switch to a bank back office, which will be awesome. If you don't have the above two things, don't stir up this muddy water. Take the social recruitment examination issued by the bank honestly, enter the bank with hard work, and work as a general teller. If you work harder, you can still make money despite droughts and floods. Or take the civil service exam or something else. You can’t sell credit cards for a lifetime! In the end it’s just as hard as selling insurance.

That’s it for the introduction to credit card sales.