How to sell the loan to others?

How to follow up the intended customers when lending?

How to follow up the intended customers when lending?

How to follow up the intended customers when lending? The credit industry is both a financial industry and a service industry. Customers are our parents. For interested customers, we must follow up in time and strive to make business. Here's how to follow up with prospective customers when making a loan.

Loan 1 How to follow up the intended customers

1, leaving an excuse to visit.

When visiting customers for the first time, because they are strangers, the main purpose of visiting is to build trust through affinity. If you are eager to promote the product, it is easy to cause the other party's disgust. Therefore, for the first visit, it is necessary to determine whether it is necessary to make a product demonstration according to the visit scene.

If customers have needs, we will briefly introduce the products, focusing on arousing customers' interest. At this time, the customer has not established sufficient trust with us, so it is not suitable for explaining the product too much. The first time you visit a customer, you can also leave an excuse for the next return visit and not introduce the product.

2. Be a product expert and create a professional image.

If you have introduced the product knowledge to your customers at the first visit, you should repeat the main points of the last product introduction at the second visit, and most customers will not notice what you introduced at the first time.

If it's not your first time to introduce the product, then you should give a detailed introduction to the product on your second visit. What are the advantages and highlights of the product? What benefits can the product bring to customers? Through our introduction, let customers have the desire to buy, be sure to show our professional image and be ready at any time.

3. Keep the access frequency.

Generally speaking, after we visit our customers for the first time, it is best to visit our customers for the second time on the third or fourth day. If the interval is too long, customers will forget us and follow us too closely, which is a bit like forcing debts, which makes customers disgusted. Subsequent visits should be arranged according to the customer's level.

If customers have great purchase prospects in the near future, we will visit them more frequently. For potential customers who have no purchase demand at present, you can relax the frequency of visits, which can be two or three weeks, or you can visit again in a month or two.

4. Make good use of the "hit and run" tactics.

The "hit-and-run" strategy is a sales technique commonly used by Hara Yi, the god of Japanese marketing.

Every time he visits a customer, he is good at judging and controlling the visiting time. When he finds it impossible to visit, he will never be a "bad bench". He often tells customers that the next customer is waiting for me to visit, and even if the customer stays, he will leave in a hurry.

This will make the customer feel that his business must be very good, he has a strong sense of time, he will leave a good impression on the customer, which is better than the impatient customer urging you to leave, and at the same time, he will leave an opportunity for the next visit.

5. Choose "special period" to visit customers.

In the process of customer follow-up visit, we must have a clear purpose of visit, and the effect of choosing "special period" visit will be greatly enhanced.

6, take the initiative to contact customers

After sending the product information or email to customers, we should actively communicate with customers and ask them whether they have received our product information, whether they have received our email, what questions or needs they have for our products and what work they need to do.

On the one hand, it expresses our sincerity and service attitude, respects and attaches importance to customers, on the other hand, it is convenient to know the real needs of customers at any time, so as to prevent customers from contacting us without receiving information at some time.

7. Stick to communication.

Ensure communication and contact with important customers at least 1 times a week, which reflects our respect and attention to customers and reminds them of our existence. Once customers have real needs, they will think of us first.

8. Send messages to key customers every weekend.

Every Friday night, send greetings to all key customers one by one, and finally sign "(company) (employee name)." Send short messages with concise content, appropriately explain the advantages of the company's products and services, highlight the key points, and send short messages, especially indicating "Please call at any time if you have needs or problems". Don't mention specific product requirements, it will be snobbish and let customers rest on weekends.

9. Give the customer a definite time.

When customers make demands, they should give each other a definite time at the first time. If you can't specify the time on the spot, he must give clear feedback within the agreed time and clearly tell the customer, "I need to consult the boss about this problem you said; I will give you a definite answer before tomorrow morning! Such a reply will make customers very satisfied and win their understanding and support to the maximum extent.

10, actively communicate with customers and strengthen the return visit.

For our key customers, especially those who have signed the bill, we must learn to pay a return visit, actively communicate with customers, understand and find problems in advance, and solve problems before they accumulate, so as to win greater customer satisfaction.

How to follow up the intended customers when lending 2.

First of all, show our professionalism, explain and introduce our customers professionally with a warm and responsible attitude, so that customers can have a comprehensive understanding and cognition of our products and services. Make professional answers to customers' inquiries in a timely manner, without shirking or ice.

Keep in touch and communicate with customers through door-to-door visits, telephone calls, WeChat and emails. Be enthusiastic about customers, so that polite people can feel our enthusiasm and sincerity and let customers know our professionalism and attitude. However, customers should not feel that we are bothering them and cling to them desperately in order to achieve business. Doing so will introduce the comfort of customers, and will also introduce customers' disgust and leave us.

Give full consideration to customer service and consider the problem from the perspective of customer service. We must ensure our interests and the interests of customer service. Only win-win business will last long, and there will be opportunities for cooperation next time. We cooperate once and be friends for life.

How to follow up the intended customers when lending 3

1, take the initiative to contact customers.

The first principle of tracking customers is: initiative. It is far better to take the initiative than to wait passively. The advantage of this is that it can not only express your willingness to serve customers; It can also grasp the current situation and progress of customers in time, and understand the needs of customers at the first time, which plays a vital role in the achievement of business cooperation in the later period.

Many times customers are busy, so the information or products we sent are probably not checked. Taking the initiative to contact customers can reduce this kind of thing.

Therefore, when we send the company introduction and product information to our customers, don't forget to ask them if they have received the information. Have you received the mail? Have you read the message sent? Is there anything unclear? If you have any questions or needs about the products, you need our help.

This can avoid the problem that customers can't receive our information and contact us. Therefore, my friends, we should show the spirit of "cheekiness" when tracking customers, and don't be afraid to "harass" customers. Where can I get an order without "harassing" customers?

2. Adhere to communication.

In addition to actively contacting customers, we should also pay attention to the time and frequency of communication and insist on communication and contact.

In terms of time and frequency, Brother Quan suggested to ensure communication and contact with important customers at least once a week, including but not limited to: WeChat, QQ, SMS, email, telephone, etc. This aspect can reflect our respect and attention to customers; On the other hand, it also reminds customers not to forget us. This is the so-called "brush presence"!

It is inevitable that acquaintances will become a little strange if they don't contact for a long time, let alone sell them to customers like us. Therefore, on the basis of active contact, we must insist on contacting customers. Only in this way can customers really remember us!

3. Send messages to key customers every weekend.

In addition to communicating with customers at ordinary times, we can choose some key customers on Fridays and weekends and send greetings to them one by one. These so-called key customers include but are not limited to: customers who are about to sign the bill, customers with strong loan intentions, customers who need long-term follow-up, and so on.

The main points of sending information are:

★ Send them one by one, not in groups.

★ The signature is clear and clear: xx company xx (name)

★ The information content should be concise and not too utilitarian.

★ Special note: If you have any questions, please feel free to contact.

Customers have a weekend off, and the probability of checking emails and QQ is extremely low, so choose a good sending channel; Secondly, the readability of weekend information is generally low, so the content must not be too long, just emphasize the key points.

4. Answer the customer with a clear time point.

When tracking customers, we should also pay attention to efficiency When customers ask us for a solution, we should give them a definite time in time. Even if we can't determine the time on the spot, we should give them an approximate time range to reply to customers or help them solve problems within the prescribed scope.

The advantage of this is that customers will be more practical and more assured, and we can also get the understanding and support of customers; On the other hand, we also give ourselves a deadline, which is conducive to improving our work efficiency, urging us to solve intractable diseases for our customers and avoiding procrastination.

For example, "manager x, I'm sorry, I need to go back to the company to consult the leader on this issue." If it's convenient for you, shall I give you an answer tomorrow morning? "

Usually, customers will say yes. After that, you can reply to the customer according to the agreed time. Remember not to talk about a time casually, so as not to forget the appointed time and leave the impression that the customer has broken his word.

5. Strengthen customer return visits.

Whether communicating with customers, sending messages to customers or serving customers, don't forget to pay a return visit to customers. The advantage of this is that, on the one hand, you can get feedback from customers more directly and understand their needs and opinions; On the other hand, it is also convenient for us to understand our shortcomings and defects in our work, and urge us to improve in time and improve the quality of service.

For example, "Hello, Mr. X, this is xx from xx Company. I have helped you with loan services before. In order to provide you with better service and improve the service quality and level of our company, I want to call you back. Do you think it is convenient for you now? "

In general, because you have had contact with customers before, customers will not refuse you. At this time, you can safely call back. Don't forget to take notes or records during the return visit, and make a summary of the return visit after the return visit. If the customer was busy at that time, or there are other things that are not convenient for a return visit now, you may wish to arrange another return visit time with the customer.

6, grasp the degree of tracking and "harassment"

Generally speaking, constantly sending messages to customers will really make customers feel "harassed". At this time, you should grasp the tracking degree. In general, it is more appropriate to follow up once or twice a week. If there are special circumstances or emergencies, it is another matter to keep in touch frequently.

In addition, there is another situation where customers are more willing to accept "harassment".

That is, it can bring practical help to customers, or it can bring benefits or benefits to customers.

For example, what policies and regulations have been issued by the state and what changes have taken place? You can remind customers to pay attention; Or adjust the price and interest rate of the loan, so that customers can do it quickly; Or introduce a development trend of the loan industry next year, what changes the industry will usher in, and let customers make plans early. Generally, if it can bring tangible help to customers, customers are willing to listen.

7, don't show the desire to clinch a deal.

We do tracking to understand the needs of customers, solve problems for customers, and then achieve the purpose of cooperation. If you show strong utilitarianism when tracking customers at the beginning, customers will reject us, so when introducing companies or products to customers, don't show too urgent desire to clinch a deal, but step by step, let customers have confidence in us, and then find a suitable time to place an order!

Can a novice do loan sales?

Of course.

First, loan sales skills and words tell customers what you do as directly as possible, quickly screen prospective customers and improve efficiency. For customers who have no intention, don't hang up in a hurry, tell them in a professional way and send their contact information.

Loan sales skills and words sharing: Hello, what we are doing here is unsecured and unsecured credit loans. Do you have any financial needs? It doesn't matter if there is no demand. There will inevitably be times in life when you need funds. I will send you my contact information by SMS later. Please pay attention. In the future, if you need anything or friends around you need it, you can contact me at any time. I will try my best to help you solve your financial problems. Finally, I wish you a happy life. Sorry, goodbye. If the customer is interested, please see the next judgment and guidance.

Second, the loan sales judgment intention is as follows: "We have many loan products here. I want to know about your personal situation first. Are you doing business or going to work? " If there are both cases, first determine whether the customer is a legal person, and then determine what kind of product the customer is, so as to facilitate further communication. Next, ask the customer how long it takes to use the money, the purpose of borrowing, or how long it will take. To judge the time of subsequent tracking.

Third, the loan sales answer most questions are about interest, amount, application time, and whether the company is formal.

Four. After the loan sales invitation, first, judge whether the customer's capital demand is urgent. If it's urgent, please refer to it: (after dictating what you need first) I'll send you the application materials by SMS. Please prepare the materials as soon as possible. If you have any questions during the preparation, you can contact me at any time. If the information is complete, the loan can be made on the same day at the earliest. Do you think you are ready to come today or tomorrow? The last question asked here is best to let the customer choose an alternative answer to limit the time, and it is also convenient to follow up on his answer later. If the customer is not in a hurry, it doesn't matter, then I will send you the information that our company needs to prepare, and you can write down my phone number. If you have needs or friends around you have needs, you can contact me at any time. It's best to tell your customers the website or introduction of the company, so that customers can trust me more. There are many ways of follow-up maintenance, such as sending text messages, or adding customers' WeChat group messages. For customers with strong intentions, it is best to pay a return visit every other day, and for those with unclear intentions, they should also pay a return visit every 2 or 3 days. Loan sale refers to a way to realize post-loan liquidity by selling loan assets to the public, and it is one of the measures to improve loan liquidity.

How to promote drainage by making financial loans

1. Plug-in type and paste type (plug in the car, knock on the door, sweep the market, sweep the street)

2. WeChat merchants play (paying WeChat merchants to advertise)

3. Various physical advertisements (banners, floor signs, bicycle enjoyment)

4. Telemarketing (number resources are more important, and you can also hire someone to call)

5. Collection companies. Every collection company has a large list of repayment customers, and more people want to apply for loans again every day. It's much more effective for you to take care of them than to run a few peers.

6. Credit center, go to the People's Bank to send business cards to "rob" customers. Where is the People's Bank? A place to collect credit information. 10 credit 9 people definitely want to borrow money and need to spend a lot of time on it.

1. Loans from financial institutions refer to loans granted by commercial banks to various financial institutions. It mainly includes loans to correspondent banks, foreign banks, investment banks, savings and loan associations, credit cooperatives and finance companies. Although these financial institutions are lenders themselves, they partly rely on commercial banks in terms of funding sources and need commercial banks to provide financing, mainly short-term financing. Commercial banks generally stipulate a loan amount within which loans can be made. Because their loan demand is regular, they can borrow and pay back at any time. They use the interest income of the loan to pay the loan interest and make a profit from it.

2. Loans to financial institutions mainly include loans to correspondent banks, foreign banks, investment banks, savings and loan associations, credit cooperatives and other financial companies. Although most financial institutions raise funds and issue loans by selling commercial paper, they still need to borrow short-term funds from other commercial banks. In order to ensure the short-term financing needs and the maturity of the commercial paper issued, these financial institutions often sign loan limit agreements with several large commercial banks, and repay within the loan limit, so that the interest income and expenditure of the loan can offset each other. Because of the guarantee of credit line agreement and short-term demand, this kind of loan is usually unsecured. Interest rates are also relatively low. For large financial institutions, the basic interest rate plus compensation or agreement commitment fee is usually used to determine.

A good method of loan marketing

The first is to choose customers. Choosing a loan customer means choosing the market and opening up the market, mainly from: 1. The customer's industry. When choosing customers, we should pay attention to the prospect of their industry and tend to cultivate developing enterprises. The second is the customer's own situation and loan purpose. Whether the loan can be recovered as scheduled will be decided according to the customer's credit status, credit history and personal morality.

To complete the understanding of customers and projects, our account managers should do the following: first, interview, that is, effectively identify customers, understand the real use of loans, investigate the borrower's credit status and repayment ability, ensure the authenticity of loans, and effectively prevent loan risks. The second is credit investigation, that is, the customer's credit status, to determine whether the customer's loan application conforms to the credit policy of rural commercial banks. Credit evaluation usually adopts five criteria: personal morality, repayment ability, capital situation, business environment and guarantee situation. Third, financial analysis, including the accounting statements and other relevant materials of the enterprise, analyzes and evaluates the past and present profitability, operating conditions, solvency and growth ability of the enterprise from the aspects of financing, investment, operation and distribution.

The second is to cultivate customers. From the management point of view, we are more inclined to cultivate potential long-term partners. To be an excellent account manager, you should not only be an investment and financial adviser to customers, but also be a right-hand man to customers. You should also be a "think tank" for clients' career growth and know all aspects of their life, work and career.

The third is innovative products. From the marketing point of view, loans need new products constantly, but the variety of loan products is relatively stable, but this does not prevent us from flexibly arranging loans according to customers' needs, or even tailoring loans for customers; Appropriate loan structure arrangement is no less than creating new loan varieties, which is very important for loan customers to repay loans on time.

The fourth is overall management. From the business content, in addition to creating new loan varieties for customers, making them more suitable for customers' needs, it also provides a good opportunity to create more business opportunities in the process of loan negotiation with customers. In today's increasingly competitive financial services market, it is very important to cross-sell other banking products and services. For example, customers need to use corporate online banking, personal online banking and mobile banking for remittance. If loan customers promote their products, they can promote them on our online banking merchant platform, and tap the upstream and downstream customers of loan customers, which may create a new customer.

Opening remarks of loan telemarketing

Opening remarks of loan telemarketing

The opening remarks of telephone loan sales need skill. Many sellers have their own words, which can guide customers well and promote their desire to buy. The sales pitch of telephone loan is similar to other sales pitches. Let's share the opening remarks of telephone loan sales.

Opening remarks of loan telemarketing 1

How to say loan telemarketing?

The sales rhetoric of telephone loan is similar to other sales rhetoric, except that your product is loan, which is an effective marketing to find target customers, so we know that the sales rhetoric of telephone loan can be designed by changing products.

If the customer says, "I don't have time to go.

Then the loan officer should say, "I understand. I never have enough time. But in just three minutes, you will believe that this is absolutely important to you.

If the customer says, "I'm not available now!" "

The loan officer should say, "since you are busy now, I won't bother you for the time being." Is Monday morning or Tuesday afternoon convenient for you? " I'll contact you then! "

If the customer says, "Please send me the information."

Then the loan officer should say, "Well, sir, what's your micro signal? I'll add you later and send you the details of our side. You can get to know it first. If you have any questions, please ask me here! " (The purpose is to add customer WeChat)

If the customer says, "I have a lot of money and don't need a loan"

Then the loan officer should say: "At first glance, he is a person with an investment mind. It should be fun for a rich man like you to use Qian Shengqian! " ! I have met several rich people like you, but they will still create more wealth through loans! "

If the customer says, "I want to make a decision, I have to discuss it with my family first!" " "

Then the loan officer should say, "I totally understand, sir. When can we talk to your partner? "

If the customer says, "We will contact you again!"

Then the loan officer should say, "Sir, maybe you don't have much intention at present, but I'm still glad to let you know more about our products, which may be of great help to you in the future!"

Opening remarks of loan telemarketing II

Hello, I'm the credit officer of a bank, sir. Do you have any financial needs recently?

1. business: his scope is particularly wide. In a narrow sense, it only refers to sales. Broadly speaking, all the work we do is business. For example, it is his business for the tax bureau to collect taxes, and it is his business for teachers to teach. Therefore, it is generally not called business manager or business department, but marketing department and marketing center.

2. Sales: literally means buying things, just like our narrow business.

3, marketing: including sales, the key is which word "business", including market research, market planning, market model, etc. , which belongs to advanced sales.

Generally speaking, the business is wide and the sales are relatively simple.

5. The business can directly quote and sign the contract on behalf of the company, and can accompany the customer to sign the bill as a company representative. Anyway, business can often represent the company, and sales only sell their own products. Business can be called sales.

Opening remarks of loan telemarketing 3

1, preface

Loan officer: Hello! I am the loan specialist of XX Company. My last name is XX. Do you have the need for loan financing?

Customer: (demand → guidance; There is no demand → tell the customer to introduce a friend's loan and successfully send the phone bill to 300 yuan, or other activities).

Loan officer: Sorry to bother you. Wish you a happy life! Goodbye!

2. Wizard

Loan officer: We have two products, one for office workers and the other for business people. Are you going to work or do business?

Guest: (Any one. If they are all, the loan officer needs to ask him first whether he is a legal representative)

Loan officer: What is the purpose of your loan? When do you need a loan? How much do you want to borrow? How long will this loan last?

If the other party is an office worker

1. Ask the customer how long he has worked in the current company.

How long has the business license been registered?

Is the salary paid by the bank or the money found?

What's the total for the past six months?

Have you had a credit card in the past six months?

Has the credit card center called customers in the past six months? (If not, praise the customer's good credit appropriately)

Have you ever borrowed money from other banks?

Have you ever taken out a loan to buy a car?

Have you ever taken out a loan to buy a house? (Increase the loan amount for the house)

If the other party is in business

1. Ask if the customer is the legal representative of the company?

How many shares are there?

How long has the business license been registered? (After one year of registration, local people can only apply if they have a daily business account or a commercial house, otherwise they will be registered for two years. )

2. Ask customers how much money they have received from corporate accounts and private accounts of the company in the last six months. (This is used to evaluate the customer's income and determine the customer's loan amount)

How many credit cards do you have?

What's the total?

How much is it consumed at present?

How long did the longest one last? (Understand the customer's debt situation, too high debt will affect the loan amount)

3. Ask customers if they have used credit cards in the past six months.

Has the credit card center called customers in the past six months? (If not, praise the customer's good credit appropriately)

4. Ask customers whether they have borrowed money from other banks.

Have you ever taken out a loan to buy a car?

Have you ever taken out a loan to buy a house?

If the other party has a commercial house

Ask the customer whether the house is mortgaged or a one-time buyout?

Are they husband and wife (whose name is on the property certificate)?

How many square meters?

How long did it last?

How much is the monthly payment? (For one-time buyout, praise the customer's strength appropriately)