Marketing drill of children's insurance products

Tip 1: Analyze and utilize the advantages of outlets and customer structure.

Let's take an example: a bank is located next to a high-end residential area, which is a senior insurance marketing outlet of the development zone branch and has a good insurance marketing tradition.

Create an atmosphere. There are many regular private depositors in the community, including many frequent customers, and their spending power and acceptance of insurance products have always been high. Most consignment insurance products have both protection and investment functions, and their objectives are

Customers are customer groups with corresponding risk protection needs or sound financial management needs. After VIP window and ordinary window are working, we find that customers in the community are only docking with product positioning, and the concept of financial management above middle class is more open and demanding.

Obviously, with higher spending power, they will pay more attention to the long-term and perfect guarantee function of asset-preserved lifelong annuities such as installment insurance, while ordinary workers will pay more attention to fans because of their conservative financial management concept, vague demand and low spending power.

These customers are the future resources that I can focus on marketing and cultivating, and the branch policy attaches great importance to them. Insurance marketing can be described as the right place at the right time.

I comprehensively choose insurance as the marketing advantage of wealth management products;

Tip 2: Establish good marketing habits and strengthen the management of your own activities.

The insurance industry has a marketing formula: income = activity.

Quantity * performance+expertise. What is an activity? Activity management refers to the process of marketing personnel's sales activities for a period of time, including sales objectives and sales process, and records the actual results.

Fruit, a set of methods used to evaluate the progress of work and professional skills, the supervisor guides the marketing staff's sales plan in advance, after a period of time, checks the gap between the actual effect and the plan, and puts forward improvement opinions and counseling, so that the marketing staff can

Our activities have been effectively increased and our skills have been continuously improved.

Because the work of branch tellers limits our reception of customers and daily business, supplemented by insurance marketing, the activity management of tellers is not only solid.

It is scheduled to participate in the insurance knowledge training and speech scene drills related to the morning meeting, and master the characteristics of insurance products and marketing words in daily business. After the operation, it is necessary to observe and select the opportunities of potential customers, in a word, suggest appropriate risks.

In addition to maintaining the contact information of mutual visits, I personally suggest that the teller contact all potential customers on the same day by phone or SMS after work, and explain the follow-up maintenance of the customers who have clinched the deal and the potential customers who have not clinched the deal.

Pull into your own knowledge base, try to establish a long-term relationship through various communication tools, and fill in today's marketing log to manage customer files for all potential customers, and plan tomorrow's work at a fixed time after filling in the log.

Learn by doing, and establish a set of fixed and lasting insurance marketing work mode: training drills-daily marketing-off-duty maintenance-marketing records-follow-up plans-insurance learning-today's summary-performance improvement.

Cycle.

At the morning meeting every day, tellers can also bring their own marketing logs, and the marketing directors of various outlets can collect the marketing logs of their outlets and let one of them report the marketing situation yesterday. The directors can

Ask questions about the contents filled in the teller's marketing log and give the teller targeted counseling. If there are not many tellers, you can also let each teller briefly report the problems encountered in marketing yesterday, and then ask * * *.

Answer questions in a unified way, and leave personalized questions to specific counseling and training after the morning meeting. Only by doing a solid job in the basic work such as the activity management of teller marketing can the marketing atmosphere and personnel of outlets be mobilized.

Strength is the long-term way to improve the overall insurance marketing performance.

Tip 3: Pay attention to your words and talk often.

After analyzing the advantages of customer structure of outlets and establishing good marketing habits of insurance marketing activities management, we began to formally contact customers. In daily marketing, tellers are more potential customers.

Pre-mining and sales promotion, high recognition rate of potential customers, opening remarks to establish feelings, open foundation of centralized marketing and continuous optimization of own marketing skills are four key factors:

The high recognition rate of potential customers comes from the ability to observe words and observe colors brought by rich marketing experience. Tellers can make more targeted marketing according to the comprehensive judgment of customers' age, assets, financial habits, clothes, words and deeds, work occupation and family background.

Opening remarks for establishing feelings: After preliminarily judging potential customers, you can provide extra care or greetings for their business according to their personal situation. For example, customers who apply for a card can be prompted to sign an online banking contract, and customers with children can praise their children.

In short, the basis of marketing prologue: after prologue, it will enter the formal marketing link. Frequent opening is the usual basis of all marketing skills. Even if customers are tired after more work, at least they will ask potential customers a simple question.

Both are necessary-how much spare money do you have? What is your risk preference? How long can the funds be kept? We have a XXX product. Would you be interested in having our lobby colleagues come and recommend it?

Constantly optimize their marketing skills: for example, pay attention to whether potential customers are below or above the age required by the product, whether they bring ID cards and card discounts, take frequent customers as the main goal, keep private information such as customers' personal assets confidential, don't disturb tellers too much when the account manager is marketing, and pay attention to explaining product details and risk warnings when marketing;

Tip 4: The teller backstage lobby team cooperates with linkage marketing.

In this era, no one can single-handedly Ma Chenggong, especially a small team like a bank outlet. Teamwork and cooperative marketing can play the greatest role. Take a complete customer marketing link as an example: tellers recognize push early.

Recommended, they should be properly in the background. As the main marketing force to win customers, the account manager will sign for the products for customers as soon as possible, and the account manager will take the customers to fill in, copy, sort out and maintain the subsequent information. Every link is closely related.

Even if they are independent of each other, it is obvious that the overall efficiency will be greatly reduced. Of course, the distribution of each other's performance in cooperative marketing should also be fair and transparent to avoid unnecessary disputes.

Tip 5: Seize the opportunity to repeatedly urge customers to clinch a deal.

In the daily insurance marketing process of tellers, it is necessary to judge potential customers by observing their words and feelings-tellers make preliminary recommendations through opening remarks-call the backstage and lobby managers to cooperate with team marketing-seize the opportunity to urge customers to make a deal-for customers.

Doubt provides countermeasures to eliminate doubts-the final transaction is the basic process, but one thing should be learned, that is, after we provide customers with countermeasures to eliminate doubts for the first time, customers still don't want to close the transaction.

At this time, we can pause for a while, wait for the customer's business to be completed, and then find an opportunity to push the customer to close the deal, because sometimes after the customer's doubts are eliminated, he needs a time to think, seize the opportunity, and then push the customer to success.

Communication is also crucial, and successful people will never give up any possible opportunities.

Tip 6: Make business cards to keep in touch with customers and do post-maintenance.

If the teller wants to win the transformed customers,

The account manager must be very professional about the details. As a person's information concentration, business cards are a rare marketing tool. After exchanging business cards with customers, establishing long-term contact is only the first step. Later, you need to pay attention to different customer levels.

Hierarchical division, invest corresponding time and energy in management. As long as the fundamental purpose of maintaining customers remains unchanged, all legitimate channels can be used. Of course, you can pay attention to customers.

Different, but sincere service must be consistent.

Tip 7: Learn through various channels to improve your professional level and increase customer trust.

Professional image is also the key to win the trust of customers.

One of the benefits of marketing, especially for insurance products with complicated details and fast policy renewal, is to obtain relevant certifications such as insurance sales practitioners' qualification AFP, and go to professional websites to study after work.

A good learning method is to fill in today's marketing diary and make tomorrow's work plan after work, and then set aside a fixed time to learn relevant knowledge.

Further reading: How to buy insurance, which is good, and teach you how to avoid these "pits" of insurance.