How to follow up on potential customers when making loans

How to follow up on intended customers when making loans

How to follow up on intended customers when making loans. The credit industry is both a financial industry and a service industry. Customers are our bread and butter. For interested customers, we must follow up in a timely manner and strive to complete the business. Here’s how to follow up on potential customers when making a loan. How to follow up on potential customers when making loans 1

1. Leave an excuse for the visit

When we first visited the customer, since we were relatively unfamiliar with the customer, the main purpose of the visit was to use our own Affinity and build trust. If you rush to sell your product, it is easy to cause resentment from the other party. Therefore, during the first visit, it is necessary to determine whether a product demonstration is required based on the visit scenario.

If customers have needs, then we will introduce the product concisely and concisely, focusing on arousing customer interest. Since customers have not yet established a full sense of trust with us at this time, it is not appropriate to explain the product too much. When visiting a customer for the first time, you may not introduce the product, leaving an excuse for the next follow-up visit.

2. Be a product expert and create a professional image

If you have introduced product knowledge to the customer during the first visit, then you should repeat the key points of the last introduction to the product during the second visit. , most customers will not remember the content of your first introduction.

If the product is not introduced the first time, then a detailed introduction of the product should be made during the second visit. What are the advantages and highlights of the product? What benefits can the product bring to customers? Through our introduction, we can make customers want to buy. We must show our professional image and be ready to facilitate at any time.

3. Maintain the frequency of visits

Generally, after the first visit to the customer, it is best to conduct a second visit to the customer three to four days later. If the interval is too long, customers will forget about us and follow us too closely, which is a bit like pressing for debt and disgusting customers. Subsequent visits will be scheduled according to the customer's level.

If the customer has high hopes of purchasing in the near future, we will visit more frequently. For potential customers who currently have no purchase needs, you can relax the frequency of visits, which can be two weeks or three weeks, or you can visit once a month or two months.

4. Make good use of the "hit and run" tactic

The "hit and run" tactic is a sales technique used by the Japanese salesman Hara Kazuhiro.

He is good at judging and controlling the time of the visit every time he visits a customer. When he finds that it is impossible to close a deal during this visit, he will never be a "bad guy" and is often talking happily with the customer. Sometimes, I tell a customer that the next customer is still waiting for me to visit. Even if the customer tries to stay, he will leave in a hurry.

This will make the customer feel that he has a strong sense of time and his business must be good. It can leave a good impression on the customer. It is better than the customer impatiently urging you to leave, and at the same time, it will leave an opportunity for the next visit.

5. Choose "Special Periods" to visit customers

During the process of customer follow-up visits, we must have a clear purpose of the visit and choose "Special Periods" to visit customers. The effect of the visit will be greatly enhanced during the period.

6. Proactively contact customers

After sending product information or emails to customers, we must proactively communicate with customers and ask them whether they have received our product information and whether they have received it. Email us, if you have any questions or needs about our products, and what work we need to do.

On the one hand, it expresses our sincerity and service attitude to respect and value customers. On the other hand, it is convenient to understand the real needs of customers at any time, avoiding the situation where customers do not receive information and cannot contact us.

7. Insist on communication and contact

Ensure that we communicate and contact important customers at least once a week to show our respect and attention to our customers and to be very good. Remind customers of “our presence.” Once customers have real needs, they will first think of us.

8. Send messages to key customers every weekend

Every Friday night, send greeting messages to all key customers one by one, with the last signature "****(Company)** **(employee name), the content of the text message sent is concise and concise, appropriately explaining the advantages of the company's products and services, highlighting the key points, the text message sent, specifically stating "If you have any needs or questions, please call us at any time", do not Asking questions about specific product requirements will appear snobbish and make customers feel uncomfortable on weekends.

9. Give customers a clear time

When customers make demands. When doing so, you should give the other party a clear time as soon as possible. If the time cannot be specified on the spot, you must give clear feedback within the agreed time and clearly tell the customer, "I need to consult the boss about this issue you raised; I will I will give you a clear answer before tomorrow morning! Such an answer will make the customer very satisfied, and at the same time, it can also win the customer's understanding and support to the maximum extent.

10. Actively communicate with customers and strengthen return visits< /p>

For our key customers, especially those who have signed orders, we must learn to strengthen return visits, proactively communicate with customers, understand and discover problems in advance, and solve problems before they accumulate, thereby winning customers Greater satisfaction. How to follow up on intended customers when making loans 2

First of all, we need to show our professionalism and provide professional explanations and introductions to customers with an enthusiastic and responsible attitude, so that customers can learn about us. Have a comprehensive understanding of our products and services, and provide prompt and professional answers to customer inquiries without prevarication or silence.

Through on-site visits, phone calls, and Maintain communication with customers through WeChat, email, etc. Our enthusiasm for customers should be moderate. We should not only let customers feel our enthusiasm and sincerity, but also let customers know our professionalism and attitude, but we should not let customers feel that we are disturbing them. In order to achieve business, we stick to it at all costs. This may cause customers to be uncomfortable, but may cause customers to leave us.

Fully consider customer service and consider issues from the customer service perspective. To ensure our interests, we must also ensure the interests of customer service. Only win-win business can last long and have the opportunity to cooperate next time. Once we cooperate, we will become lifelong friends. How to follow up on prospective customers when making loans 3

1. Take the initiative to contact customers

The first principle of tracking customers is to be proactive. It is far better to take the initiative than to wait passively. The advantage of doing so is that it can express your willingness to serve customers in a timely manner. Grasping the current status and progress of customers and understanding their needs immediately plays a vital role in achieving later business cooperation.

Many times, customers are busy, so they are not interested in the information we send. Or the product may not have been inspected. Proactively contacting customers can reduce the occurrence of this kind of thing.

Therefore, when we send the company introduction and product information to the customer, don’t forget to ask the customer whether they have received the information; whether they have received the email; and whether they have reviewed the sent information; Is there anything unclear? If you have any questions or needs about the product, you need our help, etc.

This will avoid the problem of customers not receiving our information but being unable to contact us at certain times. Therefore, friends, we need to use our "thick skin" to track customers. Mentally, don’t be afraid to “harass” customers. If you don’t “harass” customers, where will the orders come from?

2. Insist on communication and contact

In addition to proactive contact with customers, you must also pay attention to the time and frequency of communication and contact, and maintain communication and contact.

In terms of time and frequency, Quan Ge recommends ensuring communication and contact with important customers at least once a week. The channels used include but are not limited to: WeChat, QQ, SMS, email, Phone calls, etc., on the one hand, this can show our respect and attention to our customers; on the other hand, it can also remind customers not to forget us. This is the so-called "reinforcement of presence"!

Acquaintances who have not been in contact for a long time will inevitably become a bit strange, let alone those who are selling to customers like us? Therefore, on the basis of proactive contact, we must insist on contacting customers. Only in this way can customers truly remember us!

3. Send messages to key customers every weekend

In addition to the usual communication with customers, we can select some key customers on Fridays and weekends. Send greeting messages to them one by one. These so-called key customers include but are not limited to: customers who are about to sign a contract, customers with strong loan intentions, customers who need long-term tracking, etc.

The key points when sending information are:

★Send one by one, do not send in groups

★Sign clearly and clearly: xx company xx (name)

★The information content should be concise and to the point, don’t be too utilitarian

★Special note: If you have any questions, please feel free to contact us

Customers are resting on weekends and checking emails. , QQ The probability is extremely low, so you must choose a good sending channel; secondly, the readability of information is generally very low on weekends, so the content must not be too long, just emphasize the key points.

4. There must be a clear time point for replying to customers

When tracking customers, we must also pay attention to efficiency issues. When customers raise demands with us and require us to go and solve them, we should give them a timely response. Clear time, even if the time cannot be determined on the spot, give the customer a rough time range, reply to the customer or help the customer solve the problem within the specified range.

The advantage of doing this is that customers will feel more at ease and reassured, and we can also gain their understanding and support; on the other hand, we have also given ourselves a deadline, which will help improve our Work efficiency urges us to solve difficult and complicated problems for customers and avoid repeated delays.

For example: "Mr. > Usually, the client will say yes. After that, just reply to the customer according to the agreed time. Remember not to randomly mention a time, lest you forget the agreed time and leave the customer with the impression that you do not keep your word.

5. Strengthen customer return visits

Whether you are communicating with customers, sending information to customers, or serving customers, don’t forget to make a The advantage of doing return visits is that on the one hand, we can obtain feedback from customers more directly and understand their needs and opinions; on the other hand, it also makes it easier for us to understand our own shortcomings and shortcomings in our work, and urge us to make timely improvements and improve services. quality.

For example: "Hello, Mr. I would like to give you a follow-up call. Is it convenient for you now? ”

Under normal circumstances, because you have had contact with the customer before, the customer will not refuse you. At this time, you can You can feel free to make a return visit by phone. Don’t forget to take notes or record the call during the return visit, and make a summary of the return visit after the return visit. If the customer is busy at the time or has other things that make it inconvenient for the return visit now, you may wish to make another appointment with the customer for a return visit. time.

6. Grasp the degree of stalking and "harassment"

Generally speaking, sending messages continuously to customers will indeed make customers feel that they have been "harassed". At this time, you It is important to grasp the degree of follow-up. Under normal circumstances, follow-up contact once or twice a week is more appropriate. If there are special circumstances or urgent business, then more frequent contact is another matter.

In addition, there is a situation where customers are more willing to accept "harassment".

That is: it can bring practical help to customers, or it can bring benefits or benefits to customers.

For example: You can remind customers to pay attention to what policies and regulations the country has introduced and what changes have been made regarding loans to buy houses; or there have been adjustments to loan prices and interest rates. Ask customers to hurry up and do it; or introduce a trend in the development of the loan industry next year, what changes the industry will usher in, and let customers make early plans, etc. Generally, customers are willing to listen if it can bring them real help.

7. Don’t show eagerness to close a deal

The purpose of our tracking is to understand the needs of customers, solve problems for customers, and achieve the purpose of cooperation. If we show strong utilitarianism from the beginning of tracking customers, customers will reject us. Therefore, when introducing the company or products to customers, in addition to maintaining our own characteristics, we should not be too eager to show Our own desire to make a deal, but to do it step by step, let the customer trust us, and then find a suitable time point to force the order!