How to do a good job in loan marketing

First clarify which market you want to develop, and then understand where this market is in your region, so that you can systematically promote and develop it , in order to occupy this fast market more quickly.

Secondly, credit workers must have strong professional knowledge and business skills, and colleagues who solve customer questions must also be able to promote our loan projects based on the actual situation of the customer

Second 3. As an excellent credit staff, we need not only good professional knowledge but also rich relevant knowledge. We are required to be able to "know ourselves and the enemy" to bring us closer to our customers.

Fourth credit staff must have comprehensive and comprehensive analytical capabilities so that credit evaluation decisions can be based on scientific, reliable, safe and basic conditions, and the risk of loans can be reduced to a minimum.

Finally, loan officers should have a deep foundation in surface language skills. Otherwise, it will directly affect the loan officer's own image and service quality. This requires that the loan officer must have a series of positive, effective and strict organization and coordination. He must be able to coordinate and be good at coordination, he must not be humble or rebellious, he must not be disrespectful, he must not be formal, and he must fully demonstrate the good qualities of himself and the Postal Bank. image.

Methods to find customers:

Find some more effective phone numbers through your own channels, conduct cold calls, telemarketing, and introduce yourself as a loan provider over the phone. Pay attention to polite language when calling, and don't disturb others when they are resting.

Use your mobile phone to send group messages, edit text messages about the business you are engaged in in advance, and send them to others in groups to cast a wide net.

Go to the street, to a crowded place, and hand out your company's brochure. Remember to leave your phone number on it. Remove the company number so that others can contact you directly if they need it.

Promote your business by going to some office buildings, office buildings, residential areas and other places to sweep the floor.

Initiate your surrounding circle of friends, classmates, etc. and ask them to make referrals to you. If successful, you can give your friends and classmates some benefits, including invitations to dinner, etc. You can decide the method yourself.

Cooperate with students from other companies. For example, if a person does not have enough loan money in another company, he can go to his own company for a refinancing through the introduction of a fellow salesperson, and the commission will be returned to the company. Introducer.

Promote your business through your own self-media promotion, such as Weibo, WeChat, QQ Space, QQ and other channels.

The other is to serve the customers that have been developed well and conduct secondary sales in the future.

How to promote the loan industry?

Promotion methods for the loan industry:

1. Search online companies to find the business phone number, and you can market through the phone. You can also go to a data company to get local business information.

2. Go to the shops on the street by sweeping the streets and visit them one by one; after getting familiar with the merchants, you can cooperate with the shops and advertise in front of the shops

3. Printing Distribute business cards and publicity in densely populated areas on the streets, and insert business cards in parking lots

4. Through the Internet, publish relevant information through local forums, post bars, short video platforms, circles of friends, groups, etc.

How to do a good job in credit business

Credit business, also known as credit assets or loan business, is the most important asset business of commercial banks. It recovers principal and interest through lending and obtains profits after deducting costs. Therefore, credit is the main means of profit for commercial banks. Below I will explain to you how to do a good job in credit business. I hope it can help you.

Ways to do a good job in credit business

1. The necessity of implementing marketing

1. The nature, characteristics and market positioning determine the need for marketing For example: the financial environment has changed dramatically, and new marketing awareness has not really been formed. Its outstanding manifestations are: first, the service inertia formed by the financial market still exists. The business concept is based on oneself, and people are accustomed to acting according to the tasks and plans assigned by superiors. They do not pay attention to timely changes in concepts and correct positions. "The door is difficult to enter." The phenomenon of "ugly face and difficult things to do" is relatively common. Secondly, the mentality of being complacent and complacent with the status quo is serious.

Waiting for customers to come to your door, lacking the sense of pioneering, passively marketing, not paying attention to customer analysis, being cautious and reluctant to lend, afraid of being responsible, afraid of taking risks, afraid of being punished, lending to the rich but not the poor, lending to the good rather than lending to the poor, and supporting the poor. The strong should not support the weak. Weak marketing awareness, backward marketing concepts, and difficulty adapting to market changes have become important reasons that restrict the development of marketing work and the improvement of market competitiveness and profitability. (The following can be used according to the framework)

2. According to the changing requirements of the financial system, marketing must be implemented 3. Advantages that marketing can play 2. Current situation of marketing

1. Marketing Concept 2: Marketing environment 3: Market positioning deviation

4: Innovation in marketing methods 5: Quality of marketing personnel

3. Marketing strategy selection

1. Establish the correct Marketing concept

2. Marketing environment construction strategy 3. Market segmentation and positioning strategy 4. Marketing talent strategy

5. Timely implementation of relationship marketing

4. Should be followed Carry out relationship marketing in the following aspects

First, pay attention to customer service satisfaction

Second, actively and steadily carry out account manager work

Third, promote all-employee marketing

p>

4. Establish marketing restraint and incentive mechanism

⑴. Establish marketing responsibility mechanism

⑵. Establish marketing incentive reward and punishment system

< p> Types of loans in credit business

①According to different loan entities, loans can be divided into three types: self-operated loans, entrusted loans and specific loans. Among them, entrusted loans refer to the client providing funds, and the bank, as the trustee, handles the loan procedures according to the objects, purposes, amounts, terms, interest rates and other conditions specified by the client. It only charges handling fees and does not assume the risk of the loan. Specific loans refer to loans issued by wholly state-owned banks with the approval of the State Council and after taking corresponding remedial measures for possible losses caused by the loan.

②According to the borrower's credit, loans can also be divided into credit loans, guaranteed loans (guaranteed loans, mortgage loans,), bill discounts, etc.

③According to the different uses of loans, they can be divided into working capital loans, fixed asset loans, industrial loans, agricultural loans, consumer loans and commercial loans. No matter what kind of loan, unless the borrower has been reviewed, evaluated and confirmed by the lender to have good credit and can indeed repay the loan, no guarantee is required. All other borrowers should provide guarantees.

Loan contract for credit business

A contract is an agreement that clarifies the rights and obligations of the parties. A loan contract is an agreement between the bank and the borrower on the terms of the loan and the provision of funds for the borrower to use. An agreement in which the borrower uses the funds for the agreed purpose and repays principal and interest on time. The loan contract is the legal basis for determining the rights and obligations of the bank and the borrower. Its main contents include: loan type, loan purpose, amount, interest, term, source of repayment funds and repayment method, guarantee terms, liability for breach of contract, and other matters agreed upon by both parties. Other Terms. The content of the loan contract is equivalent to the law between the parties. Any party's violation of any clause shall constitute a breach of contract and shall bear corresponding liability for breach of contract.

Some suggestions on how to do a good job in loan marketing

To do a good job in loan sales, you need to start from the following two major points:

About statements

< p> There are three types of report problems: one is false reports; the other is incorrect reports; and the third is no reports.

As a loan officer, identifying false and incorrect statements should be a basic skill. No matter what company it is, whether it is a false statement, an incorrect statement, or no statement, as a loan officer, you must first create a true statement before lending. , that is, "report re-engineering".

The main financial statements include the balance sheet, income statement and cash flow statement. According to the new accounting standards for enterprises, small businesses do not need to prepare cash flow statements. But it's actually the small business cash flow picture that's most useful to loan officers. The balance sheet reflects the assets and liabilities of a company at a certain point in time. Assets = Liabilities Owner's Equity. The so-called statement re-engineering is to subtract the left side of the balance sheet and add the right side.

How to use left subtraction and right addition to adjust the assets and liabilities in false statements

Monetary funds refer to cash, bank deposits and other monetary funds.

Cash generally means seeing is believing. Business management should see what they believe. Once you see the cash or the real bank deposit statement, you should accept it. If you see it, you should accept it. If you don't see it, you should take it from the balance sheet. The monetary funds account on the left is subtracted.

The best words for telemarketing loans

The best words for telemarketing loans

The best words for telemarketing loans, for different sales "lists" The effect of different words used by salesmen will be very different. The sales words used for telephone loans are almost the same as other sales words. This is targeted and effective marketing. The following are the best words used for telemarketing loans.

The best words for selling loans by phone 1

Words for selling loans by phone

1. Loan sales opening words

Words 1——Simple and straightforward

Customer: Hello, where?

Credit manager: Hello, excuse me, we are the loan officers of xx loan company, may I ask if you need it recently ?

Customer: Not required.

Credit Manager: It doesn’t matter. You can spend two minutes to learn about our loan products. If you need them in the future, they can also come in handy. Are you right?

Talk 2 - Friend recommendation method

Loan officer: Hello, is this Mr. Wang?

Customer: Yes, who?

Loan officer: Hello, Mr. Wang, I am Xiao Li from xx Loan Company. It is your friend Mr. Zhao who told me that you may need funds in the near future. He happened to have borrowed from us recently. The funds are required, so let me also contact you. I don’t know when you will need funds!

Customer: Mr. Wang? Which Mr. Wang? Why didn’t I know!

Loan officer: Huh? Hasn't he told you yet? That's probably because he's been too busy lately and didn't have time to tell you! He was not in a hurry, but I was anxious first! I'm so sorry!

Customer: It doesn’t matter!

Loan officer: Now that the call has been made, let me briefly introduce our products to you! It won't take you too long. Is it convenient for you?

Talk 3 - Humor

Loan officer: Hello, is this Mr. Wang?

Customer: Who? (What’s the matter?)

Loan officer: Mr. Wang, I’m here to send you money!

Customer: Oh? What money should I give as a gift?

Loan officer: That’s right. I’m Xiao Li, a loan officer from xx Loan Company. We specialize in unsecured credit loans. We can borrow up to 500,000, and we can disburse the loan in about three days. If you have any financial needs recently, you can contact us!

Customer: Didn’t you say you were sending money?

Loan officer: The loan carries interest, but I can treat you to dinner for free!

Talk 4 - Pretending to be familiar with the method

Loan officer: Good morning, Mr. Wang!

Customer: Who? What's going on?

Loan officer: I am Xiao Li from xx company. I contacted you some time ago and talked about a loan with you! Any impressions left?

Customer: Why don’t I have an impression?

Loan officer: Mr. Wang, you must be too busy lately! I am Xiao Li from xx company. Our company specializes in unsecured credit loans, and we can provide loans within 500,000 yuan within three days! This should make an impression!

Best words for telemarketing loans 2

Straight to the point

Credit manager: Hello, I am a bank loan, unsecured, unsecured , the fastest loan can be made in 1 day. Do you need it recently?

Customer: No need!

Credit Manager: It doesn’t matter. We can add WeChat. If a friend asks you to borrow money, you can recommend my WeChat to him. You will not be embarrassed and his problem will be solved. You said Woolen cloth?

Customer: This is possible, add it

Friendly reminder: Straightforward approach is suitable for lists of average quality, especially for those who are unsure or unfamiliar with the type of list. This method is the best. suitable. For example: a list of contacts typed by colleagues, a list of joint numbers, etc.

Invitation Notification Method

Credit Manager: Hello, are you Mr. Wang from XX Company?

Customer: Who? What's going on?

Credit Manager: We are XX Small and Medium Enterprises Association. In order to help promote the development of enterprises in XX area, your company's conditions meet our credit loan support fund conditions. The interest rate is XX to XX, and the maximum support amount is 20,000 to 500,000. I wonder how much capital your company currently needs?

Customer: What information is needed for this?

Friendly reminder: This method is suitable for loans to corporate legal persons or shareholders, and can be done by cooperation with an association, a financial institution, and a certain institution. For example: the credit card center allows you to apply for installments, cooperate with a certain institution, etc. Or XX company cooperates with XX enterprise to launch XX loan product.

New Product and Activities Notification Law

Credit Manager: Hello, is this Mr./Ms. XX?

Customer: Who?

Credit Manager: Hello, I am Manager Li who applied for a loan for you before. Now the company has launched a new product with very low interest rate. I think this product is more suitable for you. What do you need? Handle it?

Customer: OK, what information do you need?

Friendly reminder: This method is most suitable for old customers, previously rejected customers, and post-loan customer lists from other channels. It will make customers feel that you value them, and subsequent communication will be convenient.

Pretending to be familiar with the method

Credit Manager: Mr. Wang, good morning!

Customer: Who?

Credit Manager: I am Xiao Li from XX company. I contacted you some time ago. You told me that you wanted to know about the loan. Do you still have any impressions?

Customer: I have no impression?

Credit Manager: Mr. Wang, I guess you have been too busy recently! I am from XX Loan Company. Our company mainly provides unsecured credit loans. The application materials are also very simple. We can lend money within 500,000 yuan on the same day! Do you have any funding needs now?

Friendly reminder: This kind of opening requires you to know the customer's information in detail, such as: name, company, position, etc. This will improve a lot of efficiency, and customers will not feel so resentful when making calls.

Friend Recommendation Method

Credit Manager: Hello, is this Mr. Wang?

Customer: Yes, who?

Credit Manager: Hello Mr. Wang, I am Xiao Li from XX Loan Company. I was recommended by your friend Mr. Zhao. He just applied for a loan with our company and asked me to ask you whether Are there also financial needs?

Customer: Mr. Zhao? Which Mr. Zhao?

Credit Manager: That’s right, our company does loans and interest? Do you think you have any demand?

Customer: That’s it. What about your company’s loan?

Credit Manager: Our processing is also very simple?.

The best 3 words for telemarketing loans

1. Opening statement formula

< p>Hello! I am Manager Li from a certain company. Do you have any recent needs?

Yes, start asking about your needs.

No, I’m sorry to disturb you. I wish you peace! Goodbye! Remember to send a text message or add the customer’s WeChat account for convenience

Contact in the future!

2. Guide to in-depth formulas

Based on the different types of loans, ask whether the customer is working or doing business? If there are both, first ask if he is a legal representative

Representative,< /p>

What is the purpose of your loan? Be sure to ask clearly what the loan is for and when you need it? Do you want to borrow more

Less? How long will it take?

< p> 3. Telemarketing formula for office workers

Inquiry sequence: working hours, wages, average income, and comprehensive credit card liabilities

4. Telemarketing formula for businessmen

Sequence of inquiries: Company situation, whether it is a legal person, how long the company has been registered, and how much is the company's turnover

Personal situation, average income, whether there is a total credit card limit and debt ratio, whether there are other assets

< p> 5. House and car sales formula

Is the house a mortgage or a full payment for an individual or ***? How many square meters are there, how much is the monthly payment and how long has it been paid for?

Is the car a bare car mortgage? How much is the price and how many years have it been used

6. Tips for a simple and straightforward opening statement

Customer: Hello, where are you?

Credit manager: Hello, excuse me, I am A loan officer from xx Loan Company, do you need one recently?

Customer: Not required.

Credit Manager: It doesn’t matter. You can spend two minutes to learn about our loan products. If you need them in the future, you can also use them.

Do you think you are right?

7. Tips for recommending friends in opening remarks

Loan officer: Hello, is this Mr. Wang?

Customer: Yes, who is it?

< p>Loan officer: Hello Mr. Wang, I am Xiao Li from xx loan company. Your friend Mr. Zhao told me that you may have funding needs recently. He happens to be with us recently. I got a loan, so let me contact you too. I don’t know when you will need funds

!

Customer: Mr. Wang? Which Mr. Wang? Me How come you don’t know!

Loan officer: Ah? Hasn’t he told you yet? It’s probably because he’s been too busy recently and didn’t have time to tell you! He’s not in a hurry, so I am

I’m anxious now! I’m really sorry!

Customer: It’s okay!

Loan officer: Since the call has been made, let me briefly introduce to you our side Product! It won’t take you too long

Do you think it’s convenient?

Loan sales skills and words

(1) Set Just the right attitude.

When making sales, it is normal to be rejected. What is abnormal is that no one rejects us. In that case, we would not be required to run the business. We must have 200% confidence in our own products and services, and be very optimistic about the market prospects of our products. If others don’t use or need our products or services, it’s their loss. At the same time, we summarized several advantages of our products.

(2) Be good at summarizing.

We should be grateful to every customer who rejects us. Because we can learn from them the lessons of why we get rejected. After each call, we should record the way they rejected us, and then we summarize how to solve it if we encounter a similar thing next time. The purpose of this is so that when we face common problems again, we will have enough confidence to solve them without fear or fear.

That’s it for the introduction on how to better market loans.