Telephone marketing strategy of bank deposit collection

Telemarketing refers to using telephone operators to attract new customers and contact old customers to determine their satisfaction or whether they can accept orders. In the daily acceptance of orders, it is called telemarketing. Many customers usually order goods and services by telephone. Distributors use all major media to provide direct services to potential customers. The following is the telemarketing words I compiled for bank deposit collection. Let's have a look.

Telephone marketing strategy of bank deposit collection

misjudged case

Case 1

Account Manager: "Hello, Miss Chen, I am the account manager of your XX branch of XX Bank. Our club has a history of 10 years. I wonder if you know anything about our bank? "

Error point:

1. The telemarketer didn't explain why he called and the benefits of locking in customers.

2. Potential customers don't care how long your company has been established or whether they have heard of your company.

Watch industry tourism

Account Manager: "Hello, Miss Chen, this is XX from XX Branch of XX Bank. We are professional financial investment consultants. Which bank are you doing business with now? "

Error point:

1. The account manager didn't explain why he called and the benefits of targeting customers.

2. Asking questions before mentioning the benefits of the target customers will make people feel defensive immediately.

Case 3

Account Manager: "Hello, Miss Chen, this is XX from XX Branch of XX Bank. I sent you some messages a few days ago. I don't know if you received it? "

Error point:

1. The account manager didn't explain why he called and the benefits of targeting customers.

2. Usually everyone is very busy, even if they receive the information, they may not read it. Give them a chance to answer, "I didn't receive it.

Case 4

Account Manager: "Hello, Miss Chen, this is XX from XX Branch of XX Bank. Our specialty is to provide investment and financial planning suitable for you. I wonder if you are free now. I'd like to take some time to discuss it with you?

Error point:

1, directly mentioned the product itself, but did not say what is the advantage for customers.

Don't ask the customer if he is free, just ask the time.

Lifting scheme

First, prepare in advance.

When you call a prospective customer for the first time, you must make an exit and introduce yourself within 15 seconds to arouse the interest of the prospective customer and make the prospective customer willing to continue chatting. In order to let potential customers put down their work and be willing to talk to you, the account manager should clearly let customers know the following three things:

Who am I/who do I represent?

What's the purpose of my calling the customer?

What are the benefits of my service to customers?

Second, the correct case

Account Manager: "Hello, Miss Chen XX? My name is XX, and I am the account manager of XX Branch of XX Bank. This month, our bank specially launched XX service for your VIP customers. The reason why I called today is to invite you to our activities. We also invited some other VIP customers to attend. When you come, can you communicate with our other VIP customers? "

Third, skills summary

1. Mention the names of banks and outlets.

2. Tell the other person why you called.

3. Inform the other party of the possible benefits.

4. Ask questions about potential customers so that potential customers can participate.

Telephone marketing of banks

1. Overcome psychological barriers

I think most people who enter the telemarketing industry have experienced this process. How to do telemarketing well? At first, some people will think that they just call every day. What is there to be afraid of? Making 100 or 200 calls may not feel anything. What if they all refuse you? If you are asked to call 120 every day, most people will refuse your call. What will happen? Then we will be afraid to see the mobile phone, staring at the phone number in a daze, afraid to dial out. Even if we get up the courage to dial out, we secretly hope that the other party will never answer. After this series of reactions, we will start to be afraid, afraid and confused. Why is this industry so difficult to do? Why don't customers accept me?

In fact, not only you personally have this idea, but everyone does, but you must know the 28 law and the law of large numbers. As long as you keep fighting, this deal may be the next one. Some people may think that this is self-consolation, but it is actually the experience summarized by predecessors. In other words, if there is no income from calling, why did the company invite us to call? Companies hire us not to torture us, but because they can make money. If he can make money, won't you?

2. Improve telemarketing skills and oral expression skills.

If you have overcome your psychological fear, congratulations, you are better than 60% telemarketers, because many telemarketers can't overcome their psychological fear and have resigned at this time. Or because it didn't improve, it was dismissed by the company.

Then 40% of our telemarketers will stay. The following is to improve your telemarketing skills and words. At this time, even if we don't have the timid psychology before, we will often be stumped by various questions from customers because of our unskilled business.

It doesn't really matter. It is normal. If your company is a regular telemarketing company, the company will take the initiative to organize these employees to carry out speech training and skills training. What you need to do is to use snacks in every training and complete the homework assigned by the instructor, so the basic problem is not big. It doesn't matter if your company doesn't have similar professional training. We can consult our predecessors, sort out their customers' doubts and tactics, and memorize them. Then these tactics will be yours if you practice them a few more times. Over time, your telephone skills will improve a lot.

It must be remembered that only in practice can you make the fastest progress. Don't be afraid to tell your customers that you have plenty of customers, but if your ability is not improved now, when will it be?

3. Communicate with customers face to face

The telephone is just a tool. If you think you and your customers are developing well, you can talk face to face. Even if you can let the customer place an order over the phone, you will always send the invoice and contract to the customer, right? At this time, it is necessary to communicate face to face with customers.

However, many salespeople are in front of customers, which is completely different from the salespeople on the phone. He answered whatever the customer asked and became a complete commentator. I don't know what to say when the customer has no problem. You still need to practice more at this time. Of course, if your customers are about to make a deal, or have already made a deal, then you should try not to practice with such customers. After all, closing a deal is not easy. If seniors are going to visit customers, we can follow behind and pretend to be helping, but we are actually learning from experience, which is much better. I used to like to meet customers with old employees. What's wrong with being a second child?

4. The customer makes a deal

Other places are ok at this stage. There's a question to say. Many salesmen have developed a good relationship with customers, and it's time for customers to sign the bill. At this time, they hesitated and were embarrassed to speak. This happens all the time, especially for beginners. In fact, we need to know what we are doing so hard. If what you sell is really beneficial to your customers, there is no need to worry at all. You're helping him. Deal is deal, feelings are feelings. Customers are also very smart. Since he decided to buy from you, he must have thought it over, so at this time, there is no need to expect and push the order decisively.

5. Maintain customers

Just because things are sold doesn't mean everything will be fine. Call often and ask each other how things are used. A little longer, you can visit again, keep your feelings and pave the way for customer reference. Of course, if you become good friends with this client.