Loan telemarketing skills: practical marketing techniques
How to use loan telemarketing techniques?
Practical sales skills - clarify the purpose of the call
The purpose of calling the customer is to extend the loan. Of course, it cannot be done with just one phone call, but our The phone call must be effective and we can get valuable information to us.
Practical marketing techniques - collecting information about target customers
Now that the purpose is clear, it is a question of who to call. Telemarketing in any industry starts with selecting customers. start.
The key to successful telephone sales is to find the right target, or to find enough effective potential target customers. If you cannot do this, you will not be able to create any good results at all.
In the process of telephone sales, choice is always more important than hard work. Although finding the right target at the beginning does not mean that you will be able to generate sales results, at least you will get an opportunity and a good start.
Successful opening remarks for sales calls
A successful opening statement must introduce the company and yourself within 30 seconds, arouse the customer's interest, and make the customer willing to continue the conversation. That is, the salesperson must clearly let the customer know the following three things within 30 seconds:
1. Who am I and where do I come from?
2. What is the purpose of calling my customers?
3. What value and benefits can my products bring to customers?
It is best to use the shortest and most concise sentence to express your intention in the opening statement, because no one will have the patience to listen to a stranger making a long speech, and the customer is concerned about what the phone is for and what it can give him. Bring nothing, a useless phone call is a waste of time for anyone.
If the customer says: "I don't have time to go"
Loan officer: "I understand." I'm also always short of time. But it only takes 1 minute, and you will understand that this is only good for you and not bad.
If the customer says: "I am not free now!"
Loan officer: "Since you are busy now, I will not disturb you for the time being. You can look at Monday morning or Tuesday Is it convenient in the afternoon? I will contact you then!"
If the customer says: "Please send me the information to look at"
Loan officer: "Okay , sir, what is your WeChat ID? I will add you later and send you our detailed information. You can get to know it first. If you have any questions, please feel free to ask me!" (Purpose (Just add the customer WeChat)
If the customer says: "I have a lot of money and don't need a loan"
The loan officer: "At first glance, you are a person with investment ideas. Treat you like this." For rich people, using money to make money should be a very fun thing! I have also met several rich people like you, but they still use loans to create more wealth!"
If the customer says: "If I want to make a decision, I have to discuss it with my family first!"
Loan officer: "I completely understand, sir. When can we talk to you?" Let’s talk with the partners?”
If the client says: “We will contact you again!”
Loan officer: “Sir, maybe you don’t have any big intentions at the moment. , However, I am still happy to let you know. Knowing more about our products may be of great help to you in the future!"
When starting a conversation, don't jump right into the topic, but make sidesteps.
For example, if you sell tea, you might do this!
You: "Hello, are you Mr. (Ms.) so-and-so?"
Customer: "XXX" (Maybe you will be rejected, if not rejected as follows)
You: "Hello, I am Xiao Zhang (Xiao Li, Xiao Wu) from a certain company! Remember, use your nickname, this will More convenient for you to communicate with customers)"
Customer: "XXX" (Maybe you will be rejected, if not rejected as follows)
You: "According to the relationship between the company and me From your understanding, you should be a tea ceremony expert, right?" (You should be a tea lover)
Customer: "XXX"
After this, if the customer Not rejecting you means that you are already halfway successful! The opening remarks have already been made, and it depends on you later!
When communicating with customers, your language can be a little more humorous, so that your communication will be more Easy! Of course, the language organization is different depending on the customer. To be an excellent salesperson, you must be able to capture the customer's psychology in a few words!
In sales, you must first sell yourself to the customer, and then the customer can Will accept your product! Therefore, you must first have a certain amount of "psychological communication" with the customer, and don't be impatient, otherwise you will be doomed to failure!
Talk 1 - Simple and straightforward
Customer: Hello, where?
Credit Manager: Hello, Mr. Wang, I am XX, the account manager of xx bank. Thank you for your long-term support for our work. I will provide you with exclusive services in the future. If you have any questions You can contact me at any time with any questions. (Pause to listen to the customer's reaction before continuing)
Is it convenient for you to take up one minute of your time? (It’s convenient for customers to get straight to the point. If it’s inconvenient, just agree on a time for next phone contact)
The country is building credit projects and people-benefiting projects in order to allow the people to better enjoy the country’s welfare and policies. We are doing an exclusive activity for credit users. You are now a credit user of our bank. We can provide a family reserve fund to credit users like you. You only need to provide relevant information
Customer: What is a family reserve fund?
Credit manager: I believe you are familiar with our bank’s products. The family reserve fund is a credit product. It is issued to you in the form of a loan to meet your family’s emergency needs. You can use it to calculate the interest without spending a penny.
Customer: What information
Loan officer: Is your WeChat account bound to this phone number? I will add you later and give you our detailed information. You can send it to me and you can get to know me first. If you have any questions, please feel free to ask me!” (The purpose is to add customers to WeChat)
Talk 2 - Friend Recommendation Method
Loan officer: Hello, Mr. Wang
Customer: Who?
Loan officer: Hello, Mr. Wang, I am Xiao X, the account manager of xx bank, and I am your friend Zhao He always told me that you may need funds in the near future. He happened to get a loan from us recently, so he asked me to contact you. I don’t know when you will need funds!
Customer: Mr. Wang? Why don’t I know?
Loan officer: He hasn’t told you yet? I guess he’s too busy to tell you. ! He is not in a hurry, but I am!
Customer: It’s okay!
Since the call has been made, let me give you a brief introduction. Our products will not take you too long
Talk 3 - Humor
Loan officer: Hello, Mr. Wang
Customer: Who is that? (What's wrong?)
Loan officer: Mr. Wang, I'm sending you money!
Customer: Oh?
Loan officer: That’s right, I’m Xiao , the loan will be available in about three days. If you need funds recently, you can come to us!
Customer: Didn’t you say we will give you money?
Loan officer: The loan is There is 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 wrong?
Loan officer: I'm Xiao X from xx bank. I contacted you some time ago and I talked about the loan. Do you still have any impressions? /p>
Customer: Why don’t I have any impression?
Loan officer: Mr. Wang, you must be too busy lately! I am Xiao X from xx company, and our company specializes in unsecured services. For credit loans, loans within 500,000 yuan can be disbursed within three days! This should be a bit impressive!
How to attract customers in the credit industry? Tips for attracting credit customers
Traditional consumers mainly target state-owned enterprises, large enterprises and high-net-worth families. However, with the increasingly fierce demand in the traditional market and the rapid development trend of the consumer loan management system, the target customer groups of loan companies are sinking. Therefore, they are targeting small, medium and micro enterprises and themselves. Customer retention is an important factor in the future demand of a loan company.
However, as a salesperson, you have to go out and find suitable mortgage customers, so as to improve your sales performance and get salary. . Regardless of whether you are a loan officer of a financial institution, a CEO of a small loan company, a salesperson of a credit company, or a loan intermediary company, how can you find high-quality customers in need?
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Traditional business development
When it comes to how to expand loan customers, it is inseparable from traditional business development methods. Traditional methods mainly include telemarketing, advertising, online shopping, hair-raising, car insertion, etc. Although these methods of visiting exhibitions are hard, you can continue to exercise your exhibition capabilities and accumulate experience in the process. The investment cost is low, and as long as the coverage is wide enough, it can directly generate consultation volume and order volume.
Internet Marketing
New media such as Weibo and WeChat are popular ways of disseminating information today. Credit officers can promote their loan products through Weibo and WeChat, but if they want To stand out from the crowd of advertisements, you need to show your own characteristics, or be highly professional, or be sincere. In short, the most important thing is to stimulate the needs of potential customers.
Quoke APP
Quoke APP is equivalent to an online intermediary, connecting borrowers and credit managers. Here, borrowers and lenders can choose in both directions, find the right target more accurately, and also facilitate the rapid completion of the loan. And now the customer acquisition APP has very powerful functions, so you no longer have to worry about how to expand loan customers.
Telemarketing
Telemarketing is the most traditional way to expand loan customers. That is, credit managers use telephone calls to communicate with loan customers or potential customers every day. . If you want to acquire customers through telephone sales, your list and conversational skills are very important. The most important thing is to actively follow up, otherwise you will easily lose your intended customers.
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What are the common promotion methods for making loans?
A common promotion method for making loans is to set up a standard interface and allow users (agents) to spontaneously develop next-level users (agents) through the invitation rebate model.
The types of customers are active door-to-door customers and independent marketing customers. Generally, there is the possibility that customers who come to your door are in urgent need of loan funds. When such customers come to your door, they are likely to have prepared their business location, business products, sales prices, orders, employees, etc., creating a seamless trap. Therefore, for this kind of customer, Customers must have a high degree of risk awareness.
Have an in-depth understanding of various laws and regulations, regulatory requirements, rules and regulations, constantly read books on credit, persist in learning, be good at communication, constantly summarize, fully grasp, and flexibly apply what you know and learn Apply it to your work to identify risks, improve performance, and expand resources.
Loan promotion:
For independent marketing customers, the account manager needs to have a general understanding of the customer's business situation in advance through peripheral information, stranger visits, etc., and then make sufficient marketing preparations and make judgments After giving the possibility of a loan, agree on a negotiation time with the customer and conduct a face-to-face interview.
Confirm the accuracy of your judgment through interviews. If you meet the requirements, you should collect information face-to-face and ensure the authenticity of the information. Avoid repeated and multiple collection of information, which will cause customers to have a sense of distrust in your business capabilities. .
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 loan sales via phone 1
Words for loan sales via phone
1. Loan sales opening words
Words for sales 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 are you giving?
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 disbursement is within one 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 certain 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 the in-depth formula
According to the different types of loans, ask the customer whether he is working or doing business? If he has both, first ask if he is a legal 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 workersInquiry sequence: working hours, wages, average income, and comprehensive credit card liabilities
4. Telemarketing formula for businessmen
Sequence of inquiries: Company situation, whether the company 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 are total credit card limits and debt ratios, other liabilities, and whether there are other assets
< p> 5. House and car sales formulaIs 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?
How to market loan customers who have no business relationship
Treat everyone equally, and have May convert.
Telemarketing is the most traditional way to find loan customers, that is, loan officers use telephone calls to communicate with loan customers or potential customers every day. If you want to acquire customers through telephone sales, your list and conversational skills are very important. The most important thing is to actively follow up, otherwise you will easily lose your intended customers.
How to do a good job in loan sales? I am a newbie, what are the ways?
New employees generally have a positive and motivated work attitude. It is a good thing to want to do a good job. For loan marketing account managers, they want to achieve both marketing performance and interpersonal relationships at work. To satisfy your leaders and impress your colleagues, you must learn more, listen more, see more, and run more.
First of all, you must learn the bank’s loan management regulations, loan procedures, loan types, loan procedures, etc. As soon as new employees arrive at the bank and are assigned to a credit position, they must become familiar with the bank's various loan-related systems, regulations, and procedures as soon as possible. Only by being familiar with all loan-related knowledge can they use it flexibly in future work. If a customer asks you about business and you are at a loss for words and still have to look up information or ask your colleagues, that is really ridiculous.
Secondly, learn from old bank employees, listen to their experiences, and see their work processes. No matter which position they are assigned to in the bank, new employees feel very helpless and don’t know where to start. At this stage, they can only ask if they don’t understand, observe the working methods and processes of the old employees, and take a notebook to record the loan points emphasized by the old employees. Notes and difficult questions.
Third, publicize widely and actively build customer relationships. You can mobilize relatives and friends to search for customers with loan needs, or you can introduce some customers with frequent loan needs through leaders or colleagues. Once you are familiar with the work process, you can sweep the streets, provide door-to-door services, understand the economic situation of some merchants and residents, keep records at the same time, actively announce the loan policy, and strive to make customers come to you when they need loans. handle.
It is actually not difficult to sell loans now. There are definitely more customers who want loans than deposits, so you can see whether they meet the loan conditions. Many bank account managers don't have to think about how to sell. They just wait for customers to come to inquire and start processing on the spot if they meet the loan policy. Loan sales are actually not difficult, but deposit sales are getting more and more difficult now.
This is the end of the introduction on how to market loan customers and loan marketing ideas. Have you found the information you need?