Analysis on how to do a good job in loan marketing

First, how to do a good job in loan marketing

1

Find some more effective phone numbers through your own channels, make strange phone calls, conduct telemarketing, and introduce yourself as a loan lender by phone. Pay attention to polite language when calling, and don't disturb others when they are resting.

2

Use your mobile phone to send messages in groups, edit your own business messages in advance, send them to others in groups, and spread the net widely.

3

Go out into the street, go to a crowded place, and distribute your company's publicity page. Remember to leave your phone number on it. Remove the company number so that others can contact you directly if they need it.

4

By going to some office buildings, office buildings, residential quarters and other places, you can publicize your business in a sweeping way.

5

Cooperate with some parking lots, etc., and hang up their business billboards and their contact information in parking lots and other places.

6

Start the circle of friends and classmates around you and ask them to introduce you. If you succeed, you can give your friends and classmates some benefits, such as inviting them to dinner, in your own way.

7

Cooperate with classmates from other companies. For example, if a person doesn't get enough money from another company, he can go to his own company to refinance the loan through the introduction of a fellow salesman, and then return the commission to the introducer.

8

Promote business through self-media publicity, such as Weibo, WeChat, QQ Space, QQ and other channels.

9

In addition, it is to serve the customers that have been developed well and conduct secondary sales in the future.

second, what does the ratio of sales to loans mean?

the ratio of sales to loans is the ratio of sales to loans. The ratio of sales revenue to loans is an important indicator for banking financial institutions to measure the solvency of enterprises. Generally, the total amount of working capital loans should not exceed 3% of sales revenue. If the sales are more, the loans are less, which means that the enterprises are better. Consumer loans, also called consumer loans, mainly refer to personal loans for studying abroad, house decoration, purchasing durable goods and even buying a car. In terms of types, consumer loans include residential mortgage loans, non-housing loans and credit card loans. Banks and CreditEase, these formal channels, usually have consumer credit business, you can simply understand the composition period, compared with credit cards, the amount will be much larger.

Third, how to do a good job in loan marketing

The essence of sales is to turn customers' objections into reasons for customers to buy. Therefore, dealing with customer objections is the most basic and direct method of success. 9 closing methods to eliminate customers' objections: 1. The customer said: We should consider it. A: Mr. XXX, you must think about it. You must be really interested in our products. I mean, you don't want to think about it, just avoid me. Therefore, I can assume that you will seriously consider our products, right? Mr. so-and-so, I didn't explain clearly just now, so you said you should think about it. Mr. so-and-so, seriously, could it be a question of money? 2. The customer said: It's too expensive. How much is it expensive? How many years can you use this product? Calculated by xx years, what is the actual daily investment every month and week, and you can get it for every xx money you spend? ! ? ! ? ! 3. The customer said: The market is depressed. Mr. XXX learned a truth many years ago: when everyone else sells, the winner buys; When others buy, winners sell. Many people talk about the market depression these days, but in our company, we decided not to let the depression bother us. Because many very successful people today have established the foundation of their success during the recession. They made a purchase decision and succeeded. Of course, they must be willing to make such a decision. Today, you have the same opportunity and make the same decision. Will you? 4. The customer said, wait a minute (delay). A famous general once said that delaying a decision wastes more time and money, manpower and material resources than making a wrong decision. What we are discussing today is a decision, right? What if you say buy? If you say no, tomorrow will be like today, and there will be no change. Of course, if you want more, please fill out the "confirmation form". 5. Customer: Can you make it cheaper? Mr. so-and-so, sometimes it is not entirely wise to guide us to make decisions by price. Will you invest too much in a product? But too little investment also has its problems. You lose some money if you invest too much, but too little investment makes you pay more. Because the products you buy can't meet the delivery date, it is a truth that we rarely have the opportunity to buy the highest quality products with little money in this world. 6. The customer said: Other places are cheaper. Mr XXX, that may be true. After all, companies want to buy the highest quality goods with the least money. When making purchase decisions, most people usually do three things: the first is the quality of the product, the second is the price of the product, and the third is the after-sales service of the product. But I have never found out that that company can provide the highest quality products at the lowest price and the best after-sales service. Which of these two items would you choose for your happiness? Are you willing to sacrifice the quality of your products? Are you willing to sacrifice our good after-sales service? Mr XXX, sometimes we invest a little more to get the products we really want, which is quite worthwhile, right? 7. The customer said: No budget (no money). Mr XXX, I can understand all this. A well-managed enterprise needs careful budgeting. Budget is an important tool to help companies achieve their goals. But the tool itself must be flexible, right? If there is a product that can help your company improve its performance and increase its profits, Mr. XX, will you let the budget control you today, or will you adjust the budget? 8. The customer said: Is it really worth that much money? Mr. XX, many years ago, I found that the value of a perfect test is to see if it can stand the test of 1 times. If you may invest in houses, cars, jewelry and other things that bring you pleasure, but after owning it for a while, can you answer this question for sure? Are you willing to pay 1 times more money to own it now than you did then? For example, if you pay for health consultation to improve your physical condition, or if you do image design, so as to enhance your self-confidence and increase your income, then what you have paid is worth it. In daily life, we will pay 1 times the price for some products that we have changed. 9. The customer said: No, I don't want it? Mr XXX, there are many salesmen in the world, and there are many reasons for you to accept their products. Of course you can say no to him. In my industry, my experience tells me an irresistible fact: no one can say no to me. When he says no to me, he actually just says no to his future happiness. Mr. XX, if there is a product that your customers like very much and want to own it very much, will you let them say no to you because of a little problem? Therefore, Mr XXX, I won't let you say no to me today.

IV. Analysis on how to do a good job in loan marketing

First, the new loan regulations were issued. Ten years after the implementation of the "new loan regulations", the loan management of rural credit cooperatives was further standardized, and loans were issued in a policy-oriented manner. At the same time, the collection and arrangement of loan information suddenly became complicated, which made it difficult for some customers to meet the standard requirements, and the efficiency and success rate of credit cooperatives were reduced, which even caused the disharmony between customers and credit cooperatives, mainly because credit cooperatives did not publicize the "new regulations" in place and customers did not understand the "new regulations", resulting in the passive situation of credit cooperatives implementing the "new regulations". Second, marketers are not specialized and have low quality. Marketers lack active marketing concepts and long-term plans. Credit professional knowledge is obviously lacking, and the level of loan risk management and control is not high. The account manager "shoulders the burden" and the new loan regulations are not communicated in place. Consciousness is indifferent. Credit personnel and loan approval personnel are worried about the bad faith of borrowers, and lack the awareness of active marketing in the idea of "fear of lending" and "fear of lending", resulting in the loss of customers. With the support of commercial banks and postal savings banks, the cheaper interest rate advantage has caused the loss of large customers and gold customers of rural credit cooperatives. Commercial banks use their own new products or special services suitable for county enterprises, and credit cooperatives feel inadequate for business preparation. Constrained by the capital system, credit cooperatives are restricted in the proportion of loans to single-family and related customers, and cannot grant credit to large customers, which seriously restricts the expansion of credit cooperatives' business. Fifth, the loan marketing assessment and incentive mechanism is not perfect. The assessment of marketers is general, and marketers lack the enthusiasm for loan marketing. At the same time, the assessment indicators of risk prevention and control are not scientific and objective enough, and the assessment of the safety indicators of credit assets is somewhat one-sided. Sixth, the internal management mechanism is not scientific enough. With the standardization of credit business of credit cooperatives, the loan process and operation tend to be strict, but credit cooperatives are not suitable for customers at the moment. Some Thoughts on Loan Marketing; Gradually improve the channel of credit management in loan marketing, mainly to develop loan varieties suitable for market demand, so that loan varieties can cover all levels and meet the dialectical relationship between market demand and risk. In order to strengthen the market premise, improve the credit risk prevention mechanism, formulate a scientific accountability system, pay attention to distinguish between illegal lending, decision-making mistakes, natural disasters and market changes, determine the corresponding responsibility standards, implement the unity of loan accountability and exemption, and fully mobilize and increase the enthusiasm of loan marketers. The third is to formulate a set of scientific and convenient loan operation procedures. Innovate loan varieties according to local conditions. First, the loan varieties should have their own characteristics, and there should be no different varieties without qualitative differences. Different types of loans should have a variety of single functions in terms of term, interest rate and preferential degree, and they should not copy the loan varieties developed by other banks' ready-made products, so as to meet and suit different loan projects, such as "civil servant consumption loans" and "individual industrial and commercial households' joint guarantee loans". Strengthening the marketing training of the team is to carry out various training courses on loan marketing, improve the marketing skills of employees, and really change the loan marketing work from seasonal to beneficial loan management from passive to active. The second is to improve the quality of loan marketers. Through professional ethics education, ideal pursuit education and financial laws and regulations education, we should improve the professional ethics and ideological level of marketing personnel and improve their initiative and creativity. Improve the assessment and incentive mechanism, and enhance the work initiative of marketers. First, establish a marketing assessment mechanism corresponding to rights, responsibilities and benefits, and the assessment of marketers should be scientific. Second, to overcome the fear of loans, we should cut off the loan stock from the incremental new and old, and reasonably determine a risk degree according to the actual situation. Any loan that conforms to the credit principle and is issued in strict accordance with the procedures should only be investigated for personal work responsibility for losses caused by risks. The third is to allocate tasks reasonably according to the characteristics of the environment and personnel, and the task allocation and assessment should be scientific and reasonable. The fourth is to establish a risk guarantee system for account managers. According to the loan marketing and interest income, certain risk protection funds are extracted to resolve the non-performing loans issued by the account manager, or used to reward the account manager and safeguard the certain economic interests of the account manager. Optimize the marketing environment and build a loan marketing platform. First, establish a customer information management system for marketing loans, so that credit marketers can fully understand the information of target markets and target customers. The second is to improve work efficiency and reduce the loan cost of borrowers. Formulate an accountability system for the examination and approval of marketing loans, and adhere to the deliberation system of loan approval twice a week to overcome the phenomenon of dragging, blocking and pressing loans. Third, coordinate and strive for various preferential policies of various administrative departments or units for loan registration fees, reduce the financing cost of customers and promote the rapid growth of loan marketing.