Loan business channels and loan sales channels

What are the eight sources of loan customers?

1. Telemarketing. We should learn as much as possible about products, customers with spouses and visiting enterprises.

2. Introduction of acquaintances. Imagine one through intermediaries, institutions, proof of marital status and other materials, such as credit card sales staff, and where it comes from.

3. Household registration book, income certificate and customer's ID card.

4. Small loan risk control personnel.

5. Offline exhibition industry

6. Online promotion

7. Offline projects

8. Bank lenders

I. Personal credit loans

Personal credit loans are RMB credit loans issued by banks and online lending platforms to customers with good credit status without providing guarantees. When applying for personal credit loans on the online lending platform, you can usually apply directly online, and the specific handling process is subject to the requirements of the platform.

2. Bank credit loans

Bank credit loan is a bank credit loan specially issued by banks for working-class people with stable income. This is a personal consumption credit loan based on personal monthly salary. Your credit is the best loan pass without guarantee or mortgage.

Credit loan refers to a loan issued on the credit of the borrower, and the borrower does not need to provide guarantee. Its characteristic is that the debtor can get a loan only by his own reputation without providing collateral or third-party guarantee, and the borrower's credit degree is used as repayment guarantee. For a long time, this kind of credit loan has been the main loan method for banks in China. Because this kind of loan is risky, it is generally necessary to conduct a detailed investigation on the borrower's economic benefits, management level and development prospects in order to reduce the risk. It is mainly applicable to enterprises (institutions) legal persons, other economic organizations and individual industrial and commercial households that have been approved and registered by the administrative department for industry and commerce and meet the conditions stipulated by the general rules of loans and banks.

Conditions:

1. The borrower must be a natural person who has reached the age of 18 and has full capacity for civil conduct;

2. Have permanent residency or valid residence status in China; Provide personal identification, which can be ID card, residence permit, household registration book, marriage certificate and other materials;

3. The bank's credit loan first requires the applicant to have a good credit record;

4. Have the ability to repay the loan, and provide stable proof of occupation and income source, bank flow sheet, labor contract, etc. ;

5. Be able to provide complete documents, such as purchase contract, purchase contract, admission card, investment plan, etc. A certificate proving the purpose of the loan;

6. Provide stable proof of address, house lease contract, water and electricity bills, property management and other relevant certificates;

7. Provide valid certificates recognized by the lending institution, which can provide true and effective relevant information required by the bank;

8. Other conditions stipulated by bank lending institutions.

What are the channels for SME loans?

1. Upstream and downstream channels: Small enterprises can seek loan opportunities from the upstream and downstream of the industrial chain. If they are dealers of a well-known brand car, they can use the credit and guarantee of upstream manufacturers to obtain loans. If they are the material suppliers of leading enterprises, they can also use the order to go to the bank for order pledge.

2. Policies: At present, the state is vigorously supporting small and medium-sized enterprises and has successively introduced many preferential policies. Small business bureau and industrial and commercial bureau usually have relatively complete bank credit information. Some departments will introduce enterprises to join the bank-securities joint loan project, and some departments will provide guarantees for small business loans by setting up guarantee institutions.

3. Financial institutions: loan information can be obtained from various commercial institutions, development zone management committees, chambers of commerce and industry associations in development zones or science parks. Some commercial institutions will also establish joint loan projects with banks, and commercial institutions will provide guarantees for their small business loans.

4. Local channels: If it is a member of a county-level industrial cluster or a local advantageous characteristic industry, the enterprise can also apply for loan varieties such as joint guaranteed loans by virtue of the advantages of affiliated enterprises.

Extended data:

What are the ways of SME loans?

I. Comprehensive Credit Granting

In other words, some enterprises with good operating conditions and reliable credit are given a certain amount of credit line within a certain period of time, and enterprises can recycle the credit line within the validity period and scope. The comprehensive credit line shall be declared by the enterprise at one time and approved by the bank at one time. Enterprises can use this money by stages according to their own business conditions, and it is very convenient for enterprises to borrow money, which also saves the loan cost. Banks provide loans in this way, generally for enterprises with industrial and commercial registration, qualified annual inspection, good management, reliable reputation and long-term cooperative relations with banks.

Second, credit guarantee loans.

In 3 1 provinces and cities, more than 100 cities have established credit guarantee institutions for SMEs. Most of these institutions implement the form of membership management, belonging to public service, industry self-discipline and their own non-profit organizations. The sources of security funds are generally composed of financial allocations from local governments, member funds voluntarily paid by members, funds raised by the society and funds from commercial banks. When a member enterprise borrows money from a bank, it can be guaranteed by a small and medium-sized enterprise guarantee institution. In addition, SMEs can also seek guarantee services from guarantee companies specializing in intermediary services. When the enterprise cannot provide the guarantee measures acceptable to the bank, such as mortgage, pledge or third-party credit guarantor, the guarantee company can solve these problems. Because compared with banks, guarantee companies have more flexible requirements for collateral. Of course, in order to protect their own interests, guarantee companies often require enterprises to provide counter-guarantee measures, and sometimes guarantee companies will send personnel to enterprises to monitor the flow of funds.

Third, the project development loan.

Some high-tech small and medium-sized enterprises can apply for project development loans from banks if they have major scientific and technological achievements transformation projects. The initial investment amount is large, which is unbearable for their own capital. Commercial banks will give active credit support to small and medium-sized enterprises with high-tech products or patent projects with mature technology and good market prospects, as well as small and medium-sized enterprises that use high-tech achievements for technological transformation, so as to promote enterprises to accelerate the transformation of scientific and technological achievements. For high-tech small and medium-sized enterprises that have established stable project development relations with universities and scientific research institutions or have their own research departments, banks can provide project development loans in addition to working capital loans.

Four, natural person secured loans

Natural person guarantee can take three ways: mortgage, pledge of rights and mortgage plus guarantee. Property that can be mortgaged includes personal property, land use right and means of transportation. Personal property that can be pledged includes savings deposit certificates, voucher-type treasury bonds and registered financial bonds. Mortgage plus guarantee refers to the joint liability guarantee of the mortgagor on the basis of property mortgage. If the borrower fails to repay all the principal and interest of the loan on schedule or commits other breach of contract, the bank will require the guarantor to fulfill the guarantee obligation.

Verb (abbreviation of verb) personal entrusted loan

Commercial banks such as China Construction Bank, Minsheng Bank and CITIC Industrial Bank have successively launched a new loan business-personal entrusted loan. That is, a loan that is entrusted by an individual to provide funds and issued, supervised, used and assisted by a commercial bank according to the loan object, purpose, amount, term and interest rate determined by the client. The basic procedures for handling personal entrusted loans are:

The client applied for a loan from the bank.

Banks choose and match according to the conditions and requirements of both parties, and recommend them to customers and borrowers respectively.

The client and the borrower meet directly to negotiate and make a decision on specific matters and details such as loan amount, interest rate, loan term and repayment method.

After negotiating the requirements, the borrower and lender go to the bank together and sign the entrustment agreement with the bank respectively.

The bank investigates the borrower's credit status and repayment ability and issues an investigation report, then the borrower and the borrower sign a loan contract and issue the loan after the bank approves it.

Intransitive verb discount bill loan

Bill discount loan refers to the transfer of commercial bills to banks by bill holders, after deducting discount interest. In China, commercial paper mainly refers to bank acceptance bills and commercial acceptance bills. One of the advantages of this loan method is that banks do not lend according to the asset size of enterprises, but according to market conditions (sales contracts). When an enterprise receives a bill, it usually takes as little as tens of days and as much as 300 days to cash it, during which time the funds are idle. If enterprises can make full use of bill discount, it is much simpler than applying for a loan, and the loan cost is very low. Discounting bills can only be completed by taking the corresponding bills to the bank for relevant procedures, which can generally be completed within three working days. For enterprises, this is "using tomorrow's money to earn the money the day after tomorrow", which is worthy of being widely and actively used by small and medium-sized enterprises.

Seven, pawn loans

Pawn is a kind of loan method that takes real objects as collateral and obtains temporary loans in the form of real object ownership transfer. Compared with bank loans, pawn loans have high cost and small loan scale, but pawn also has incomparable advantages over bank loans. First of all, compared with the bank's almost harsh requirements for borrowers' credit conditions, pawnshops have almost zero credit requirements for customers, and pawnshops only pay attention to whether the pawned items are genuine. Moreover, general commercial banks only pledge real estate, while pawn shops can pledge both movable property and real estate. In fact, in addition to pawn shops, small loan service agencies, guarantee companies, companies and other institutions are also developing vehicle mortgage loans.

Eight. intellectual property

Intellectual property refers to small and medium-sized enterprises that have patent rights, trademark rights and property rights in copyright according to law, and apply to banks for financing after evaluation. Due to the particularity of the implementation and realization of intellectual property rights such as patent rights, only a few banks provide financing facilities for some small and medium-sized enterprises, and generally they need to be insured by the legal representative of the enterprise. Nevertheless, those excellent SMEs with independent intellectual property rights can still try.

What are the loan channels for SMEs?

Generally speaking, SME loans are divided into mortgage loans and. There are several subdivision methods:

SME loan methods I. Comprehensive credit granting

In other words, some enterprises with good operating conditions and reliable credit are given a certain amount of credit line within a certain period of time, and enterprises can recycle the credit line within the validity period and scope. The comprehensive credit line shall be declared by the enterprise at one time and approved by the bank at one time. Enterprises can use this money by stages according to their own business conditions, and it is very convenient for enterprises to borrow money, which also saves the loan cost. Banks provide loans in this way, generally for enterprises with industrial and commercial registration, qualified annual inspection, good management, reliable reputation and long-term cooperative relations with banks.

SME loan mode II. Credit guarantee loan

At present, 3 1 provinces and cities in China have established credit guarantee institutions for small and medium-sized enterprises in more than 0/00 cities. Most of these institutions implement the form of membership management, belonging to public service, industry self-discipline and their own non-profit organizations. The sources of security funds are generally composed of financial allocations from local governments, member funds voluntarily paid by members, funds raised by the society and funds from commercial banks. When a member enterprise borrows money from a bank, it can be guaranteed by a small and medium-sized enterprise guarantee institution. In addition, SMEs can also seek guarantee services from guarantee companies specializing in intermediary services. When the enterprise cannot provide the guarantee measures acceptable to the bank, such as mortgage, pledge or third-party credit guarantor, the guarantee company can solve these problems. Because compared with banks, guarantee companies have more flexible requirements for collateral. Of course, in order to protect their own interests, guarantee companies often require enterprises to provide counter-guarantee measures, and sometimes guarantee companies will send personnel to enterprises to monitor the flow of funds.

Mode 3 of SME loan. Project development loan

Some high-tech small and medium-sized enterprises can apply for project development loans from banks if they have major scientific and technological achievements transformation projects. The initial investment amount is large, which is unbearable for their own capital. Commercial banks will give active credit support to small and medium-sized enterprises with high-tech products or patent projects with mature technology and good market prospects, as well as small and medium-sized enterprises that use high-tech achievements for technological transformation, so as to promote enterprises to accelerate the transformation of scientific and technological achievements. For high-tech small and medium-sized enterprises that have established stable project development relations with universities and scientific research institutions or have their own research departments, banks can provide project development loans in addition to working capital loans.

Loan methods for small and medium-sized enterprises. Natural person guaranteed loan

In August, 2002, China Industrial and Commercial Bank took the lead in launching the secured loan business for natural persons. In the future, when domestic institutions of China Industrial and Commercial Bank handle credit business for small and medium-sized enterprises with a term of less than 3 years, natural persons can provide property guarantee and bear the liability for compensation. Natural person guarantee can take three ways: mortgage, pledge of rights and mortgage plus guarantee. Property that can be mortgaged includes personal property, land use right and means of transportation. Personal property that can be pledged includes savings deposit certificates, voucher-type treasury bonds and registered financial bonds. Mortgage plus guarantee refers to the joint liability guarantee of the mortgagor on the basis of property mortgage. If the borrower fails to repay all the principal and interest of the loan on schedule or commits other breach of contract, the bank will require the guarantor to fulfill the guarantee obligation.

SME loan methods V. Personal entrusted loans

Commercial banks such as China Construction Bank, Minsheng Bank and CITIC Industrial Bank have successively launched a new loan business-personal entrusted loan. That is, a loan that is entrusted by an individual to provide funds and issued, supervised, used and assisted by a commercial bank according to the loan object, purpose, amount, term and interest rate determined by the client. The basic procedures for handling personal entrusted loans are:

1. The principal applies for a loan from the bank.

2. The bank selects and matches according to the conditions and requirements of both parties, and recommends them to the entrusting party and the borrower respectively.

3. The client and the borrower meet directly to negotiate and make decisions on specific matters and details such as loan amount, interest rate, loan term and repayment method.

4. After the borrower and lender negotiate the requirements, they go to the bank together and sign the entrustment agreement with the bank respectively.

5. The bank investigates the borrower's credit status and repayment ability and issues an investigation report, then the borrower and the borrower sign a loan contract, and the loan is issued after the approval of the bank.

Loan methods for small and medium-sized enterprises. Discounted bill loan

Bill discount loan refers to the transfer of commercial bills to banks by bill holders, after deducting discount interest. In China, commercial paper mainly refers to bank acceptance bills and commercial acceptance bills. One of the advantages of this loan method is that banks do not lend according to the asset size of enterprises, but according to market conditions (sales contracts). When an enterprise receives a bill, it usually takes as little as tens of days and as much as 300 days to cash it, during which time the funds are idle. If enterprises can make full use of bill discount, it is much simpler than applying for a loan, and the loan cost is very low. Discounting bills can only be completed by taking the corresponding bills to the bank for relevant procedures, which can generally be completed within three working days. For enterprises, this is "using tomorrow's money to earn the money the day after tomorrow", which is worthy of being widely and actively used by small and medium-sized enterprises.

Loan methods for small and medium-sized enterprises. Pawn loan

Pawn is a kind of loan method that takes real objects as collateral and obtains temporary loans in the form of real object ownership transfer. Compared with bank loans, pawn loans have high cost and small loan scale, but pawn also has incomparable advantages over bank loans. First of all, compared with the bank's almost harsh requirements for borrowers' credit conditions, pawnshops have almost zero credit requirements for customers, and pawnshops only pay attention to whether the pawned items are genuine. Moreover, general commercial banks only pledge real estate, while pawn shops can pledge both movable property and real estate.

Loan methods for small and medium-sized enterprises. intellectual property

Intellectual property refers to small and medium-sized enterprises that have patent rights, trademark rights and property rights in copyright according to law, and apply to banks for financing after evaluation. Due to the particularity of the implementation and realization of intellectual property rights such as patent rights, only a few banks provide such financing facilities for some small and medium-sized enterprises at present, and generally need the legal representative of the enterprise to add insurance. Nevertheless, those excellent SMEs with independent intellectual property rights can still try.

Access channels for loan intermediary customers

Access channels for loan intermediaries: make friends with practitioners in some industries, such as bank credit managers, loan company consultants, loan intermediaries, etc. Customer Group Analysis and Precise Promotion How to Obtain from Loan Intermediaries Customers can find the appropriate applicable groups, advertisements, publicity and business cards according to your loan products.

First of all, the source of customers is pure sharing. To survive in the loan intermediary industry, a stable source of customers is the key. Although telemarketing is very traditional, it can convey the advantages of loan products to customers more intuitively when users have loan intentions. At the same time, telemarketing has the advantages of low customer acquisition cost and high customer reach rate, and it is the only way to get involved in every loan. However, it is time-consuming and requires high personal ability to obtain customers by holding the list or blindly typing the number segment. Some people can make a single call after two or three calls, and some people have not made a single call for several days.

Secondly, we can see that besides relying on luck, we should also strive to cultivate marketing skills and communication skills. For example, the cost of getting customers by sending short messages, posting small advertisements and plugging in the car will be higher than that of telemarketing, and short and accurate "advertising words" are usually feasible. In the industry exchange group organized by _ Wang Xiaojin, some senior people think that "SMS is the best way to get customers." Through the platform promotion, it is not only easy to operate, but also can reach the speed of 200 pieces per second, and can push marketing products to customers' mobile phones at the fastest speed, which does not require high personal ability. It is also more selective to customers. According to the reply information, accurate users can be effectively screened.

Third, through manual follow-up, the transaction rate is often high. The old customers who have successfully obtained loans can be described as "rich mines", and the loan intention customers around them are of relatively high quality, with a high billing rate, which belongs to high-value resources to be tapped. As a successful salesperson, it is one thing to get customers, and it is another to give full play to the maximum value of customers. Therefore, it is very important to maintain a good customer relationship. Usually, we should pay attention to maintaining personal image, paying attention to current affairs and politics, broadening our horizons and showing our personal charm in time. I believe that most loan intermediaries have tried the above methods to obtain customers, but the results are not satisfactory.

Fourth, the former Ministry of Industry and Information Technology, the Supreme People's Government and other departments 13 organized a nationwide special campaign to comprehensively rectify harassing calls, which lasted for one and a half years (from July 20 18 to the end of February 20 19), and strictly regulated the marketing behavior of financial calls: established and improved monitoring or monitoring of calls involving financial products such as loans and credit cards. We will take measures such as deleting, blocking, disconnecting links and stopping transmission to stop those who use the information transmission and publishing platform to illegally publish or send advertisements or publish or send illegal advertisements. In other words, with the increasingly strict supervision, many traditional ways of obtaining customers are restricted because they are suspected of disturbing the people, and the loan intermediary exhibition industry will be hindered. Although SMS is one of the main incomes of domestic operators at present, mass SMS itself is not illegal.

Access channels of loan intermediary companies

I. Loan service platform

On the one hand, it continuously obtains high-quality loan products, enriches product categories and meets customers' diversified loan needs; On the other hand, it connects all kinds of loan intermediary practitioners, and realizes the direct connection between loan customers and banks through the system platform, which is convenient and fast for online operation. Let customers enjoy the bank's financial services anytime and anywhere, and improve customer satisfaction and stickiness.

Second, establish online contact.

Financial institutions make their business and products online, establish and extend the connection relationship through digital systems or API and SDK, expand the breadth and depth of the connection, increase customer acquisition channels and scenarios, and digitize service and marketing processes.

The third is the consumption scene.

Consumer finance is the credit product that most depends on consumption scenarios, including food, clothing, housing, education, medical care and so on. Financial institutions can effectively obtain customers with the advantages of scene and digitalization. Integrating financial technology into traditional finance has brought opportunities and become one of the main areas in which financial institutions embrace financial technology. By building a business system group with microfinance management system, payment platform system and credit inquiry system as the core, with the support of financial technology, through the dynamic integration of consumer finance and scenarios, business risks can be prevented, operating costs can be reduced, and customer service and experience can be improved.

Fourth, operator big data.

1, high-quality customer acquisition ensures the source of traffic. With the development of Internet and mobile intelligent terminals, people's basic living security can be solved online.

2. Get high-quality consumers with low qualifications, improve the intention rate of potential customers, reduce advertising costs and improve the conversion rate by using the accurate delivery of short messages.

What does the most common personal loan marketing channel of banks not include?

The most common personal loan marketing channels of banks do not include bank counter marketing. Bank marketing channels refer to various means to provide banking services and facilitate customers to use banking services, that is, the circulation channels for bank products and services to be transferred from banks to customers. The most common personal loan marketing channels of banks mainly include cooperative agency marketing, network agency marketing and e-banking marketing.

This is the loan sales channel and loan business channel launched at the end of the year. I wonder if you have found the information you need?