Financial sales skills: the region with an annual income of 2.65 million always tells you how to develop customer channels!

I come from Shanghai in the financial industry. My friend recommended me to work as a sales post in a p2p company. After systematic training, I have a detailed understanding of the company's products and have great confidence in the company's prospects. Our company's product yield is not very high, but the risk control is very good. There are buyers, guarantors, and most importantly, every customer's list has bought property insurance, which is triple protection. The company does not make credit loans, but only mortgage loans, so the possibility of bad debt rate is relatively low.

In order to avoid publicizing the name of the suspected company, I won't mention it. The biggest problem I encounter now is that I don't know how to recommend products. I called 100 and hung up 99 people. Going out to deliver bills is always called a liar. P2p companies will definitely run away, and so on. I am very helpless. Want to know how everyone develops their own customers and markets?

(Financial sales skills: The regional director with an annual salary of 2.65 million+tells you about 20 customer development channels for selling financial products)

Reply:

Hello, buddy:)

First of all, give our customers an ABCD class to locate customers:

Class a: rich and interested

Class b: rich or unintentional

Class C: Have the heart but no money

Class d: no money, no intention

Ok, let's talk about expanding customer channels. I believe you like them very much. Wait a minute. I want a channel. A channel. It is estimated that there are ten channels. About the same, ok, please close your eyes:

1, the simplest and rudest way is to grab customers directly from companies in the same industry. In terms of operation, Zhaopin listed the distribution of a number of companies that have done very well in the industry. For example, there may be 10 P2P companies in Building A. Collect some publicity lists of these companies and call for information.

Usually at this time, the salesman will take the initiative to tell us that they have a financial salon to attend in the afternoon. Well, we can go and listen to their financial salon.

There are many benefits:

1) Learn their products and words;

2) In this process, you can basically judge which customer is interested;

3) Remember to change the contact information with customers as soon as possible;

After the meeting, I had no chance to leave early. Hey, hey, go downstairs to the company ... la la la.

If you don't want to listen, just go downstairs to their company. At the front desk on the first floor, someone will ask a company how to get there. These are the customers invited by their company.

Wandering downstairs in such a financial building, you will meet potential customers every day. The customers here are at least Class B and Class A, but many of them have been sold in the company. But we are not afraid of rejection. Let's squeeze into their purchasing sequence first and act as the price whetstone of Party A ... Insurance companies often say that the proportion of family assets cannot be put in one basket, and the same is true for these customers who invest in other companies, matching and diversifying risks! Hehe, you are familiar with this kind of words, right, buddy? ...

Of course, you can also use marketing meetings to develop customers. Many companies hold marketing meetings in hotels in order to promote their orders. After the meeting, we will issue orders for customers to compare themselves. This kind of customers will be more interested.

2. Financial clients consulted by banks: When they go to the bank to do business, or when they have nothing to do, they will go to the bank to do business. Business is not the main purpose. The purpose is to observe that some customers go to the bank wealth management manager. After consulting, you kick them out. Generally, customers who choose bank financing will be more cautious, or squeeze into the customer's procurement sequence first. The customers here are all Class A or Class B customers. In addition, every month 10, 15 and 18 are the days when our customers' uncles and aunts get paid. They lined up at the gate of the bank after 8 o'clock in the morning, and we were not tempted?

3. Wholesale market: Self-employed bosses who engage in wholesale are usually busy at 4: 00 in the morning and get off work at 2: 00 in the afternoon. During the period from noon to 2 o'clock, many people are sitting around, holding our company's promotional colorful pages. I usually watch it when I'm free. Hehe, many people have our business cards or phone numbers in their booths, so it will be convenient to communicate in the future. This kind of customer's acceptance ability is very fast. If we do this channel well, the order volume should be more than 1-2 times. We know what the customer does and where the customer address is. Well, these customers are all positioned as B customers.

The building materials market is a gathering place for small and medium-sized bosses. These bosses have one thing in common, that is, they should have sufficient cash flow. Their short-term funds account for a relatively large proportion, so for this group of people, short-term investments can be recommended, such as 1 month, 3 months and 6 months, which avoids the idleness of short-term funds and is flexible and will not delay the use after three to five months. The yield is higher than that of banks, and the income is considerable.

Short-term companies are less likely to have problems and easy to trust. Of course, the best time to visit such people is in heavy rain or rain and snow. Because they can't work and have no clients at home, they have time to listen to your nagging. And the probability that the boss is in the store is very high. Recently, there has been a large-scale cooling and snowfall in the country. You braved the heavy snow to visit others. Do you pay attention to your professionalism? What's more, people won't drive you away in this weather, but they will be moved by your spirit and have a good impression of you. Fight for opportunities for yourself.

4. There are many relocated households in Shanghai. Many of them are in the surrounding areas. If there are more, every household has a large sum of money for relocation. At this time, the account managers of the bank get together to visit the relocated households ... these people are easy to get along with. As long as they trust you, they won't break their word!

5. Second-hand car market: These people make more short-term investments. It is easier for used car manufacturers to make a deal with Li Xia than with Land Rover. Hey, Land Rover is not easy to sell. Rich people buy second-hand Land Rover? Just kidding! Yes, find the owner ...

6. Call: If the caller is a company, the best customer list is obtained from peers. If you want to make your own phone bill, Renhe 58 can collect some boss phones and used car phones. The biggest advantage of these customers is that you can know what customers do, talk to them about business, talk to us about financial management, or go to the parking lot to find a car-watching uncle and ask him to help you get some mobile phones. It is more accurate to get such a mobile phone.

7. There is another way. Go to the chief doctor. What's the story? Horses don't eat grass at night, they don't get fat, and people have to earn extra money, you know. ...

8. Cooperate with the aunt and elder sister who do insurance. Some experts in the same trade are good at this, and they can hit it with one blow. Hehe, are you happy to see this?

9. Keep an eye on those released, hehe, those released are quite rich, but if you win such customers, don't think about it. You'd better know something about Buddhism, otherwise there is no basis for communication. Every big city has relatively concentrated release areas, such as rivers, reservoirs and mountainous areas. Going to these places often on weekends may lead to unexpected gains. Work hard ...

10, there is a large-scale housing exhibition in this city. It's time for you to go out. Wait at the booth in the mansion. Maybe you can meet a vendor at the meeting. There is a lot of news about this in local portals and newspapers. This kind of customers generally have some investment friends around them, and they are doing well and imaginative.

1 1. If the company supports it, do some business activities and community activities to obscure our sales proposition. For example, you can do various competitions in the community and give some prizes. Well, some wealth management companies have done square dances, cultural performances and other projects. It's simple. First of all, we will give a wonderful performance and talk about products in the middle, but our company is the sponsor. Hey, hey, performing on the stage, let's collect customers, understand their needs, list prospective customers with investment needs, and finally make a phone call. By the way, remember to take photos, and we will send photos of customer activities when we visit customers next time. Let's surprise our customers first.

To do community activities, we can focus on the elderly. The retirement wages of the elderly in Shanghai are generally not low, and the quality of the resident population is generally high. The elderly are easily emotional and easily broken, and they are the key targets.

Developing this part of the population can be divided into two steps:

First, through market regulation, set up a table near the company or in the community where there is a direct bus line to the company (convenient for the elderly to visit the company) to do some activities of taking blood pressure and giving small gifts for free.

Of course, the time must be early, because the elderly get up earlier, and they either exercise or go to the vegetable market to buy food. We set a fixed time and place every morning (set up the stage at six o'clock every morning and leave after 2-3 hours). Stick to working in this community for three months, and it will definitely have an effect.

① When the old man sees you every day, he becomes a "familiar stranger" and successfully climbs the threshold;

It seems hard to go out to work so early. Most old people think of their children or grandchildren. The old man will feel distressed when he sees it. I remember.

Second, it is somewhat similar to the first step, but in a different way. It is to integrate into the crowd of aunts who dance square dance, dance with them, and then provide them with value-added services, run errands and play music. I read a news report that a guy in a bank pulled tens of millions of deposits in this way. As long as we are sincere, we can succeed.

12. Use company resources to arrange stops in major supermarkets and vegetable markets. Putting up the company's leaflets and posters, putting up a wall-mounted TV set and repeatedly playing the company's promotional videos are all good conditions (this method is done by almost all wealth management companies, and it is no secret in the industry). And the effect is better), even in some large auto shows, you can see such a wealth management company.

I also want to remind you that mentality is also very important. Dude, you are a little white in the industry. You believe that the company can't ask customers to trust our company immediately like you do. It is normal for customers to refuse. No one will believe you just because you hand out leaflets. Even if you send it for a week, it is normal for a person to ignore you, but the magnitude of this action is definitely there.

What's more, under the influence of some speculative companies in the industry, it is normal for customers to complain that we are liars and say that we will definitely run away. At the very least, it means that this person is not our intended customer, so as to avoid wasting time on him. Let's accept this rejection correctly. When you first enter the business, you can't rush to accumulate unfamiliar customer resources. You should follow the principle that slow is fast. You can accumulate an effective customer one day and stick to it. Once the transaction is completed, some referrals can be made, and the probability of the transaction will increase.

(Financial sales skills: The regional director with an annual salary of 2.65 million+tells you about 20 customer development channels for selling financial products)

The phone was hung up:

1. For customers with investment experience, call directly and say: Hello, Brother Wang, I'm Xiao Li from a company. For a customer with P2P investment experience like you, we have updated a product. What is the profit? I can borrow your 1 minute to report to you. Maybe for you, there is a new discovery. ...

2. to bank customers: hello, brother Wang, I'm Xiao Li from company a. For customers with investment needs like you, we have designed a guaranteed product with slightly higher income, mainly safety. Do you think it is possible to borrow a minute to report to you? Maybe this is a good thing for you. ...

3. For customers of online collection or wholesale market: Hello, Brother Wang, I'm Xiao Li from a company. For customers who do some business like you, there is a very suitable capital turnover method, which is mainly to facilitate your capital flow and have an extra value during the idle period.

4. In the face of opposition, or shirk that it is unnecessary, unsafe, a liar, or an escape ... We can reply like this: I just want to borrow your time for one minute, which is not only my opportunity, but also your own. You can compare our company when you need it, which is better than no reference when you need it.

We should try to talk to our customers first. Usually after this sentence is finished, our customers will find your conversation a little interesting. Well, you can say it ... since the client wants us to talk, what are we waiting for?

5. You said that our company has the strength and security, such as 1) factoring company, 2) repurchase company, 3) property insurance for each order, and 4) house mortgage loan. Articles 3 and 4 are really convincing, but what about the evidence? Take out the proof of purchasing property insurance, the mortgage contract of the house and the notarial certificate of the notary office. This persuasiveness is more useful than our 100 sentence.

Remind a few more:

1, the first call, to understand the real situation and needs of customers,

A. Whether the customer has the habit of financial investment and the investment direction of financial management;

B, the customer's work;

C. customers' fees.

Knowing this, we can basically judge whether to follow up with customers. The first call will not be closed, hehe, you don't have to call in the name of your own company, but in the name of the first company in the industry. Note: At present, 80% of the investment customers in the industry have known about it, so it is easier for us to understand the needs of customers. So the skill of the first call can be a little worse. Don't make wedding dresses for others. Industry first, reputation abroad, writing skills are not so important.

2. The second call introduces your company.

3, the third phone call, to meet customer needs.

Rory talked for a long time, don't say I'm full of spindles, haha ...

To make financial products in Shanghai, we must first compile a local network of contacts. This is the key. What does this network include? Mainly including the following 10 people:

1, jewelry and luxury goods sales;

2. Famous car sales;

3. Sales of various VIP cards;

4. Sales of bank wealth management products;

5. Study abroad agent sales;

6. Conference sales;

7. Training and sales of aristocratic schools;

8. Sales of golf membership cards;

9. Big-name lawyers;

10, a big-name Feng Shui master.

This 10 people are collectively referred to as people close to the rich. If we know them, it is equivalent to indirectly knowing a group of local tyrants, and our chances of making a fortune are also included. ...

Get to know this 10 person and join your QQ group. These ten people all earn money from the rich and share their resources. If you can meet 100 people, they can't have only three or five customers, can they? How many contacts do you have with this resource? How many potential customers are there?

These people help you speak and provide you with information, and you can gradually enter the local rich circle. This is a preliminary expansion. You have added a lot of accurate customer groups at once. These customer groups have already made a deal or are trying to make a deal, which is much more accurate than the resources you bought.

The purpose of being a QQ group is to share resources, so that everyone can work together, cooperate with each other and win-win. If you need a big-name lawyer, here it is; If you need a Feng Shui master, here are some. If you need jewelry sales, here are; We have everything we need here. We provide value-added services for luxury customers. Hehe, it's easy to plan, I can answer in seconds, but it's difficult to execute. Why can people trust you?

These methods basically do not require capital investment, selling goods normally during the day and getting to know these people at night without delaying working hours. As long as you talk to these people, they will provide you with information, because they also need you to provide them with customers, and everyone has complementary needs.

(Financial sales skills: The regional director with an annual salary of 2.65 million+tells you about 20 customer development channels for selling financial products)

Make a few reminders:

First, make full use of clubhouse resources-luxuriously decorated clubhouses with local entrepreneurs' associations. Try to get to know the chairman of this entrepreneur association and try to arrange some of their parties for you.

At this point, your problem has been solved. There is a top real estate sales expert in our team. He used "all transactions are because of love" to do one thing for customers for free first, and then brought back a large number of customers one after another. Ok, I'll share a short story with you to see how this little A student visited the vice president of the local entrepreneurs association.

Using the "champion market tone", Xiao quickly learned that the vice president has a large supermarket here and there are two large competitive supermarkets around him. He goes to see the advantages and disadvantages of their supermarket every day. Write down every idea in a notebook, and then go to the competing supermarket to analyze the pros and cons.

I once wrote a planning scheme "How to improve employee loyalty" in the team. He spent a week making a market report, and then went to visit the vice president with this plan.

After meeting with the vice president, Xiao discussed the market report with him. The president agrees with many of his views. After the exchange, Xiao said, "Look, your employees here are all working hard. I believe you must have a set of management methods, right? I want to ask you. "

Hearing this, the Vice President, with a proud expression on his face, spoke with great interest to Kan Kan.

Xiao praised him after listening, deeply impressed by his good leadership, and then said, "I really admire you for speaking so well!" " I think the management of other supermarkets is completely inferior to yours. By the way, I have also learned some management things before, which may help you. "He said happily," well, tell me. "

Then Xiao moved my set of things out, which is a combination of theory and story, more vivid, vivid and interesting. The conversation that day lasted more than two hours, and he kept praising Xiao. When leaving, the president specially invited Xiao to their entrepreneur party.

The result was small. I successfully entered the chamber of commerce through the relationship of vice president, and later talked about many big customers, earning a lot of money.

(Financial sales skills: The regional director with an annual salary of 2.65 million+tells you about 20 customer development channels for selling financial products)