Account Manager's Growth Goals

First, really act as a financial adviser to customers.

The account manager should really grow into an excellent enterprise financial consultant. Account managers should exercise themselves according to the role of businessmen. The account manager is selling bank products, selling people's attitudes and values, and making customers willing to do business with our bank and buy our products.

I always believed that in China? Before you do anything. Doing things can win for a while, but being a man can win for a lifetime? . Let customers identify with your personality. Remember, personality is more precious than gold. Being a man doesn't always need to drink and eat with customers, help customers solve problems such as children going to school and the elderly seeing a doctor. But from a business perspective, from the bottom of my heart, I regard my customers as my family. I manage my clients' funds as carefully as I manage my own, and I want to save financial expenses for my clients as much as I do for myself.

Keep this principle when dealing with customers. Cooperation first, friendship second? Deviation from this principle will lead to failure sooner or later. After all, the friendship between customers and you is based on cooperation. A good bank and a good account manager must be able to help customers, make them feel your value, agree with your way of doing things and respect your professionalism. Hanging out with customers all day, but in actual business, they can't help customers and solve the problems that customers care most about. The time and energy invested were wasted. Banks that only know how to drink big wine to protect customers and only know how to fight price wars will be swept out sooner or later.

It's great to make friends in a bank, drink a lot of wine, and learn about bank products and business. This is the best among talents, just like the object that every girl wants to find. She has Hyun Bin's appearance, is as rich as Bill Gates, and most like Liu Xiahui, she is waiting for death, regardless of other women, and lives with you wholeheartedly. Such a perfect man is really less than a national treasure panda. In the painting.

When it's time to be an account manager, you should be glad that you have become an excellent account manager. Please deeply understand the significance of bank credit products and the marketing ideas of bank account managers, and you will be like a duck to water.

The most successful marketing idea in this world is to help your customers make money. You really become their' right-hand man' in business, and customers can't do without you. The greatest account manager is a customer who regards you as his own think tank consultant and needs your advice at any time to provide the most reasonable financing plan.

An account manager is a full-time person who directly contacts customers and markets bank products and services. Remember that the account manager is not a simple credit salesman, but a financing consultant of the enterprise. The account manager must be able to design targeted financial service plans according to the specific operating characteristics of customers and the rules of fund settlement, so as to meet the individual needs of customers and achieve the bank's income goals.

An account manager should be a buyer of customer's banking products, a consultant of financial policies and regulations, a bank salesman, a waiter who handles banking business, an information officer who reflects customer information, and a demonstrator of bank employees' manners? Six members? Senior marketing talents.

Account managers must be able to really act as enterprises? Doctor consultant? ,? Diagnosis? The basic situation of the enterprise, the reasonable combination of bank products, solve the problems existing in the enterprise, meet the needs of customers, and naturally realize the business objectives of obtaining deposits from banks. Never blindly promote bank products without really caring about the needs of enterprises.

In the past, the bank's credit officers were called loan officers: simply selling the standardized products of the bank mechanically, and customers passively accepting the products of the bank (mainly credit products), which simply did not reflect the value of the bank.

You should make up your mind to cultivate yourself into a person with excellent professional quality, one of the best in the local financial circles and a good reputation in the economic field? Bowl level? Account manager. Let customers feel that working with you is a matter of great face. Trust enough what you think you can do.

Second, become a dual spokesperson for the interests of banks and customers.

Account managers should define their roles and responsibilities accurately.

The account manager is a dual spokesperson. For customers, he is the spokesman of the bank, marketing all kinds of service products of the bank and realizing the goal of maximizing the interests of the bank; For banks, they are also the spokesmen of customers, expounding their various needs, so that they can be met under the most favorable conditions and strive for reasonable interests on behalf of customers.

The account manager should always keep the customer's needs in mind, take the customer's affairs as his own business, and be willing to help customers from the heart.

A successful account manager case: an account manager keeps a very good relationship with the customers of steel traders. The account manager is very concerned about the interests of customers and always cares about customers. Once, the customer of this steel trader wanted to discount the bank acceptance bill at this bank. The customer signed a discount agreement with the bank, filled in the discount voucher, and can lend money on the same day. At this time, the bank suddenly lowered the discount rate. It is said that the agreement and discount coupon have been filled out, and the customer does not know. At this time, you can borrow a discount loan. This account manager is not like this. He immediately informed the customer, drove to the customer's place, re-filled in the discount voucher, re-signed the discount agreement and rewritten the discount credit report. It took half a day to re-operate the discount for customers, so that customers enjoyed a more favorable discount rate. The customer is very grateful to the account manager of this bank. In the future, all business will be transferred to this bank, and at the same time, we will continue to praise this account manager in the circle of friends. Since then, the customer manager's customers have kept coming.

The responsibility of my account manager is to create a win-win situation, which can not only promote the benign operation of banking business, but also ensure the profits of banks; It also injects capital and vitality into enterprises and promotes their development. Can you get rid of such a precise positioning for big customers? I beg? Our psychological barriers can eliminate our fears to a great extent, so that we can communicate with customers equally. With this understanding, our confidence will be greatly increased. Of course, for small customers, don't? Shops bully customers? We are arrogant, we are equal business partners.

Of course, dual spokesmen will be under pressure from both banks and enterprises, and how to strike a balance between them is their ultimate goal. Sometimes, I agree that account managers are really difficult. The head office and branches always think that the quotation of bank products is higher, for example, the loan interest rate is higher and the customer's deposit return is higher; The customer thinks that the product quotation is too high to bear, the customer's deposit ratio is enough, and the bank's requirements are too high. Account managers suffer at both ends? Splint gas? It is even said that it can survive in the cracks, and both ends can't afford to offend.

Third, cultivate yourself into the greatest king of marketing.

The account manager is responsible for contacting customers and various business departments of the bank. Customers face bank account managers just like the whole bank. Account managers must be able to effectively sell banking products, including credit products, wealth management products, settlement products and deposit products.

Bank account managers must be the king of channels and have the ability to sell most bank products. There are many product lines in banks, among which account managers must be very proficient in credit products, bearing in mind that credit business is a food product and must invest 100% time and energy. The remaining banking products generally know the basic points and selling points. With the supply of credit products, many other products can naturally be sold by cars.

Therefore, account managers must attach great importance to credit products and insist on self-study even if the bank training is not enough.

The products provided by various banks are basically homogeneous, and there is no obvious difference. The key to the competition between banks is the competition of sales channels. The world today? Channel is king? Therefore, the core competitiveness of banks is embodied in account managers, which determines the competitive position of banks to some extent. Therefore, cultivating and retaining excellent account managers is the key work of banks. Resource allocation should also be strongly tilted towards the field of account managers.

Fourth, the growth of account managers must go through three stages.

The poem by Wang Guowei, a scholar in the late Qing Dynasty, explains everyone's life struggle process, can well explain the three stages of the growth of account managers, and tells the hardships that successful bank marketers must go through, which is very appropriate.

The first stage, the confused stage: last night, the west wind withered the green trees, went up to the tall building alone and looked at the horizon? .

A college student just entered the bank and was assigned as an account manager. He just feels very confused, and he doesn't know where to find customers and how to pull deposits. The task of saving money is extremely high, and I only feel that the task is endless. I am like a deep sea, and I don't know where the deposit channel is.

At this time, you need to bite the bullet and stick to it, no matter how difficult it is. Don't stay in the enterprise, go out bravely, visit customers, be brave in contact and open up your own situation.

Second, the growth stage:? The belt is getting wider and wider, but you don't regret it, pining for the people who disappeared in Iraq? .

I have been pulling customers, looking for deposits, and collecting credit. The result is frustration. At this time, some customers have accumulated a good relationship, but they are afraid to urge customers to deposit, for fear that customers will think that they are eager for quick success and ruin the event. Credit information is always killed and self-confidence is severely hit. Every day, I doubt whether I am suitable to be an account manager and grow up in pain. At this stage, the most important thing is to persist, desperately run customers, learn business, be able to endure hardships, and hold on with your teeth.

Repeated battles and repeated defeats, repeated defeats and repeated battles, there is no need to send cold clothes in late autumn. A strong man never has blood? .

Third, the mature stage: looking for her in the crowd, suddenly looking back, that person is in the dim light? .

When you have the psychological quality of controlling customers, are familiar with bank products and have a good impression on bank credit approval, the success rate of project application will be significantly improved. At this time, the account manager will be easy to succeed. At that time, deposits naturally came, and customers naturally did business with you. With a certain accumulation of customers, customers can naturally find them by introducing them, and there is no need to visit strangers at all. After getting familiar with the credit risk preference of this bank, it will be easy to do business in the future.

These are the life stages that every account manager must face. There are bitterness and sweetness, which can only be realized by personal experience. The account manager may not be impatient, exercise a better psychological quality, and be able to bite the bullet and stick to it until the clouds clear.

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