What does it mean for bank employees to get off to a good start? Perhaps bankers have the most say.
However, no matter how big the pressure is, this door must be opened, and bankers will join this grand involution whether they like it or not.
It only started during the Spring Festival in 2000, and now it has been a performance for half a year. I feel that this year's Double Eleven is a trick to follow the bank's ass.
On the other hand, after so many years of "hunting" management, there are almost no good fruits to pick, and the hidden fruits are well protected by customers.
In order to get more fruits from customers, banks have made great efforts in marketing methods in recent years. The rice delivered has changed from "Thai fragrant rice" to "authentic organic Wuchang rice", and the oil has been upgraded from "Arowana" to "linseed oil".
Activities must be accompanied by cakes, tea and branded coffee. Of course, these are most likely provided by insurance companies.
Bankers are well aware of the reasons.
So the question is, do our customers really need these sensory stimuli?
Experienced financial managers know that customers who have been receiving their services for a long time are not for these things.
They know that their professional service is the last word if they want to establish a trust relationship with customers, because the more high-end customers know what the expensive gifts they receive mean.
Therefore, experienced financial managers attach great importance to gifts and use their professional ability to help customers manage their finances.
As some senior financial managers say: companionship is the longest service.
Let's take a look at what these old drivers in the workplace do.
First escort, chatting with customers.
Financial managers with good performance have the same characteristics, and communication with customers is very smooth. Many financial managers talk about everything just like their clients' families.
They know that chatting leads to the secrets of customers' hearts and is a superb means for all words to meet.
There is a rule of 72 1. The seventh floor is dedicated to topics that customers care about and like, the second floor is dedicated to professional issues of investment and financial management, and 1 floor is dedicated to recommending product functions to customers.
Maybe you will ask, is it a waste of time to spend so much time chatting with customers, that is to say, do you need to know what these seven layers of chat are for?
Chatting on the 7th floor is the most concentrated expression of a financial manager's KYC ability. Chatting seems to be irrelevant, but a thoughtful financial manager has done his homework.
Know the customer's information in advance, including the basic information of the customer: work, position, age, family structure, etc.
You also need to know the investment preferences of customers, including: investment habits, investment categories, risk preference types, etc.
It is not enough to know this, but also the relevant stakeholders of customers, including spouses, children, partners and so on.
At the same time, we should combine the analysis of customer life cycle and career life cycle to find out the high probability events that customers must face.
On this basis, design a communication logic tree, edit the questions into a questioning system, and chat with customers several times.
For example, if you want to know how the money in your customers' hands is planned, you don't have to ask, "What are you going to do with your money?" , or "what kind of products do you want to invest in financial investment?"
You can ask, "I'm interested recently. Some of my clients want to help their children start businesses after graduating from college, but they don't know how. Are there any good suggestions to share? "
This will not only make the customer less alert, but also find the customer's own views in communication and judge his potential needs.
This service method is called early adaptation, which is to tap the real needs of customers through chat.
Although this kind of kung fu can't be used freely for a while, it's not difficult to practice it deliberately.
Second, accompany customers to grow.
Customers may have some experience in investment and financial management, but we still need to help customers establish a rational concept of financial management, which is the most important job of financial managers.
Many times, we think that customers don't need it, but in fact, customers don't understand the financial management concept we give, and of course they can't accept the product functions we recommend.
What kind of knowledge do customers need? Combined with the analysis method of the first partner, we can know what kind of demand it is based on, and let customers know with the corresponding financial management knowledge.
Only by improving customers' cognitive level and ability can we avoid the embarrassment of "casting pearls before swine".
Third escort, accompany the customer.
When the products are sold, the service really begins.
The biggest headache for financial managers is that they don't know how to invite customers.
If you use the product that the customer has already configured as an invitation, you probably won't encounter too much resistance.
For example, financial managers now use the installment financial product expiration reminder and the meeting invitation initiated by the product recommendation.
This is just a small microcosm of accompanying customers. The real companionship is to make investment and financial planning with customers, and review and adjust as planned.
The customer's asset allocation plan is not a sales plan, but a customer's future financial behavior plan. As an athlete, the client needs a coach to accompany him to improve his ability.
The financial manager is the ideal "coach" candidate, because you have ample opportunities to demonstrate your professional ability by accompanying customers to implement asset allocation plans.
With the deepening of companionship, the trust of customers will also deepen. Therefore, customers will continue to contribute value to you steadily.
If this is what a wealth manager expects, he should act immediately and replace the old escort-eating, drinking and having fun-with a new escort-chatting, growing and acting.
I believe you will become more and more confident, and your customers will trust you more and more because of your professional ability and charm.