Can be extracted from the following:
-Carefully organize and improve execution. Faced with numerous task indicators and complicated business in peak season marketing, banks act as soon as possible. Starting from June 5438+February, the marketing plan for the first quarter was made, the marketing objectives were determined, and enterprises and institutions were deeply aware of the customer's situation and needs, thus establishing the measures of giving exquisite gifts to the bank card business during the two festivals of New Year's Day and Spring Festival, and formulating the marketing activity plan for the first quarter with the bank card as the link and bundling marketing deposits and other products.
-break down task indicators and mobilize the enthusiasm of all staff. In combination with the tasks assigned by the superior bank and the incentive policy of credit cards, the bank has formulated the target task, which breaks down the credit cards to each employee and requires employees to apply for five credit cards every month during the activity. Branch leaders went out door-to-door marketing, which played an exemplary role, inspired all employees and made everyone act. In order to improve the execution, the notification was intensified, and the daily morning meeting was used to regularly report the completion of tasks, which created a good atmosphere of rushing to do business every day, mobilized the enthusiasm of all employees, and most of them exceeded the target tasks during the activities, ensuring the smooth completion of the overall tasks of the sub-branch.
-Do a good job in publicity and let customers recognize the products. At present, some customers are at a loss by the numerous products launched by various banks, and lack sufficient understanding of the characteristics and functions of various products. The bank has stepped up its publicity on credit cards, and its sub-branches have printed leaflets, briefly introducing the functions, opening conditions and charging standards of credit cards, so as to facilitate customers' understanding and reading. One pair explained to the customer. Through publicity, customers have a better understanding of credit cards, changed their concepts and greatly improved the success rate of credit card marketing.
-make full use of the system and make a good pre-trial wholesale card. The introduction of credit card pre-approval system has given banks more marketing opportunities. The sub-branch seized this business opportunity, attached great importance to the use of the pre-approval system, appointed an account manager to take charge of this work, worked out the operation procedures, and defined the responsibilities of each procedure. And fully mobilize the enthusiasm of tellers, lobby managers and account managers with incentive mechanism, and use the strength of the team to organize marketing. During the activity, the average success rate of marketing in three months reached a high level, which reversed the situation of zero pre-approval marketing.
Lesson 1: Have confidence in yourself.
When I first started my marketing work, I hesitated when I wanted to visit my customers, and I was afraid to enter the door. I finally got up the courage to enter the door, but I was too nervous to know what to say. At the beginning of introducing the product, the customer sent it away in a few words. Repeated visits failed, and I began to make excuses and complain for myself. But I never realized that while making excuses for myself, I had become quite negative. Negative emotions have a great influence on my work. Later, the leader knew about it and talked to me a lot. He told me: "A qualified salesman must first have full confidence. Only when he has full confidence in himself can he eliminate the fear of facing customers, give himself a clear idea and introduce products to customers through fluent language. " These words are deeply engraved in my mind. Whenever I feel depressed, I secretly cheer myself up. I firmly believe that as long as you have confidence in yourself and your products, you have already achieved half the success.
Lesson 2: Set yourself a goal that can be achieved at different times.
Everyone should arrange their work reasonably every day, with a plan and purpose. In order to avoid blindness, it can be said that there is no direction. This kind of situation often gets twice the result with half the effort, not worth the loss. Now, as a new marketing team leader, I have to lead the team members besides myself. Since you have led a small team, you must have a careful work plan, reasonable time arrangement, adequate personnel deployment, good team spirit and so on. Set a goal for yourself and your team members!
Lesson 3: gain the trust of customers in an instant
When marketing products, make friends with customers, so that customers have a good impression and trust in themselves. What you say when you meet a customer for the first time is very important, and a good opening speech is often half the battle. Of course, gaining customers' goodwill and trust in an instant is not only reflected in the first meeting, but customers may be cold to marketers for a long time in the conversation, but some changes in details may win customers' hearts.
Lesson 4: Learn new knowledge in marketing failure.
As the saying goes, "failure is the mother of success"! In the process of marketing, many times you will meet all kinds of customers. Maybe you are lucky to meet easy-going customers, but there are also unlucky days when customers are particularly difficult to catch you. Don't be discouraged after so many failures. We should find the reason from the root of the matter, why it failed, whether the professional knowledge is not in place or the marketing skills are not as good as others. I hope we won't make the same mistake often next time.
The above points are some of my experiences from the position of marketing personnel to the position of marketing team leader. If we can do it: "Grasp the present, learn from the past and start to create the future. Imagine a bright future, make a practical plan and do something today to realize it. Be clear about your goals and explore ways to make your work and life more meaningful, and you will be happier and more successful.
The above achievements can not be achieved without the strong support of leaders and the close cooperation of colleagues. In the usual work, the leaders of the sub-branches help each other in the allocation of business resources, and colleagues also actively recommend customers to me, ensuring the richness and continuity of customer resources when marketing various wealth management products. Achievements can only explain the past, and more efforts are needed in the future. As a member of the sub-branch, I will take advantage of the east wind of 20 10, and strive to make the sales work better, more precise and stronger while continuing to do all the work well.