China Naming Network - Weather knowledge - Financial management sales skills: A person with an annual income of 2.65 million will tell you how to develop customer channels!

Financial management sales skills: A person with an annual income of 2.65 million will tell you how to develop customer channels!

I work in the financial industry and am from Shanghai. I joined a p2p company as a salesperson after being recommended by a friend. After receiving systematic training, I have a detailed understanding of the company's products and am very confident about the company's prospects. The yield rate of our company's products is not very high, but the risk control is very good. We have repurchase parties and guarantee parties. The most important thing is that every customer's order is covered by property insurance, which is triple protection. The company does not do credit loans, only real estate mortgage loans, so the possibility of bad debt rates is relatively low.

In order to avoid the suspicion of advertising, I won’t mention the company name. The biggest problem I encounter now is that I don’t know how to recommend products. I made 100 cold calls and got hung up 99 times. It’s hard to send out orders. I am always said to be a liar, and the p2p company will definitely run away, etc. It is very helpless. Want to know how you develop your own customers and markets?

(Financial and financial management sales skills: A regional director with an annual salary of 2.65 million will tell you 20 customer development channels for selling financial and financial management products)

Reply:

Buddy Good:)

First of all, let’s position our customers by ABCD categories:

Category A: rich and interested

Category B: Yes Money but no intention

Category C: Interest but no money

Category D: No money but no intention

Okay, let’s talk about customer acquisition channels next. I believe you like it very much. Wait a minute. I want to talk about one channel, one channel. It is expected that there will be ten channels? I guess it’s about the same, okay, please pay attention:

1. The simplest and crudest method is to directly grab customers from companies in the same industry. In terms of operation methods, Zhaopin Recruitment has listed a group of companies that are doing very well in the industry. distribution. For example, there may be 10 P2P companies in Building A. Collect some promotional flyers of these companies and call to inquire about the situation.

Usually at this time, the salesperson will take the initiative to tell us that they have a financial salon meeting on which afternoons we can attend. Well, we can go to their financial salon.

There are many benefits:

1) Learn their products and techniques;

2) In the process, whoever is an interested customer can basically Judge it;

3) Remember to exchange contact information with the customer when you have the opportunity;

4) If you don’t have a chance to finish the meeting, make an excuse to leave early, hehe, go downstairs to the company... 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 how to get to a certain company. These are the customers invited by their company.

Wandering around the downstairs of such a financial building, you will meet potential customers every day. The customers you get here are at least type B, and there are also many type A, but many of them have already closed deals with the company. But we are not afraid of being rejected. We will first squeeze into their purchasing sequence and act as a price whetstone for Party A. Insurance companies often say that when it comes to household asset allocation, eggs cannot be put in one basket. The same goes for customers who invest in other companies, allocation and risk diversification! Haha, buddy, you are already familiar with this kind of talking skills...

Of course, you can also use marketing meetings to develop customers. In order to promote orders, many companies will hold marketing meetings in hotels. We will distribute orders when the meetings are over so that customers can make their own comparisons. This type of customer intention will be higher.

2. Financial management customers consulted by banks: When they go to the bank to do business, or when they have nothing to do, they go to various banks to do business. Doing business is not the main purpose, the purpose is observation. Some customers go to the bank's financial management manager. , after they finish consulting, you chase them out. Generally, customers who choose bank financing will be more cautious and squeeze into the customer's purchasing sequence first. The customers here are all Type A or Type B customers.

In addition, the 10th, 15th, and 18th of every month are the days when the uncles and aunts of our customer base receive their salaries. They line up at the door of the bank at around 8 o'clock in the morning. Aren't we tempted?

3. Wholesale market: Individual wholesalers usually start working at 4 a.m. at noon and get off work at 2 p.m. From noon to 2 o'clock, many people were sitting around with our company brochures, which they usually read when they have nothing to do. Hehe, many people have our business cards or phone numbers on their booths. From now on, It will be easier if we communicate again. This type of customer is quite receptive. If we do this channel well, the order volume should more than double 1-2 times. Moreover, we know what the customer does and where their address is. Well, these customers are all classified as category B. client.

The building materials market is where small and medium-sized bosses gather. These bosses have one thing in common, which is to have sufficient cash flow. Their funds are used in a large proportion in the short term, so for this group of people, short-term investments can be recommended, such as: 1 month, 3 months, and 6 months in most cases, which avoids the idleness of short-term funds and is more flexible. , will not delay the use after three to five months, the return rate is higher than that of banks, and the income is considerable.

The probability of problems in short-term companies is very small and easy to trust. Of course, the best time to visit this group of people is during heavy rain or snow. Because they can't work, and there are no customers coming to the door, they have time to listen to your nagging. And there is a high chance that the boss will be in the store. It has been snowing and cooling across the country recently. If you brave the heavy snow to visit someone, will they see your professionalism? Also, if the weather is like this, people will not kick you out, and they will be moved by your spirit, which will give you a good impression. Earn opportunities for yourself.

4. There are many demolished households in Shanghai, many of which are in the surrounding areas. If there are many, each household will have a large amount of demolition funds. At this time, the account managers of the bank will gather together to visit those demolished households. ...These people are pretty easy to deal with. As long as they trust you, they won't regret it!

5. Second-hand car market: These people make more short-term investments. For used cars, it is easier to sell a Xiali than a Land Rover. Hehe, Land Rover is not easy to sell. Rich people buy second-hand Land Rover? joke! That's right, go find the car owner...

6. Make a phone call: If the phone number is from the company, the best customer list can be obtained from peers. If you want to get your own phone list, you can collect some boss phone numbers from ordinary people and 58, and you can also collect the phone numbers of used cars. The biggest advantage of these customers is that you can know what industry the customers are in and talk to them about their business. The customers talk to us about financial management, or go to the parking lot to get the car watcher and ask him to help you get some car moving phones. For a phone like this, the positioning is pretty accurate.

7. There is another way, to find a director-level doctor. There is a saying, a horse will not be fat if it does not eat night grass, and a person will not be rich without extra money. You will understand in seconds...

8. Cooperate with the aunts and sisters who do insurance. There are some experts in the same industry who are good at this. They are all accurate. Haha, are you happy to see this?

9. Keep an eye on those who release lives. Hey, those people who release lives are quite rich. But if you are not an expert, don’t even think about getting such customers. 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 mountains and forests. If you often go to these places on weekends, you may have unexpected gains. Do it with your life...

10 , There is a large-scale real estate exhibition in this city. It's time for you to go out. Go to the luxury house booth and stay there. Maybe you can meet the wealthy people at the exhibition. The local portals and newspapers have a lot of news in this regard. Such customers usually have some investment friends around them, and if they are done well, they will be very imaginative.

11. If the company supports it, do some business and supermarket activities, community activities, and clarify our sales proposition. For example, we can hold various competitions in the community and give out some prizes. Well, some financial management companies have done projects such as square dancing and theatrical performances. The method is simple, start with a wonderful performance, and talk about products in the middle, but our identity is that our company sponsors this party.

Hey, let's perform on stage. Let's search for customers, understand their needs, list the customers with investment needs, and finally make a phone call. By the way, remember to take photos. Next time we visit customers, we will also send photos of customer activities. , first give customers an unexpected surprise.

When doing community activities, you can focus on the elderly. Retirement wages for the elderly in Shanghai are generally not low, and the quality of the resident population is generally high. Older people are easily moved emotionally and easily broken, so they are the targets of focus.

To develop this group of people, we can take two steps:

First, through market research, we need to find companies with better quality, larger scale, near the company or with direct bus lines to the company. Set up a table near the community to distribute orders (to facilitate the elderly to visit the company), and do some free blood pressure measurement and give away small gifts.

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 up our activities at a fixed time and place every morning (set up the table on time at six o'clock every morning, work for 2-3 hours and then leave). If you insist on working in this community for three months, it will definitely be effective.

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

② It seems that you are working very hard so early. , most elderly people will think of their children or grandchildren. Old people will feel distressed when they see it. The impression is made.

The second step is similar to the first step, but the method is different. It is to integrate into the crowd of square dancing aunts, dance with them, and then provide them with value-added services, run errands, and have fun. We'll take care of the music. I have read a news report before, where a young man from a bank used this method to obtain tens of millions of deposits. As long as we are sincere, we will definitely succeed.

12. Use the company’s resources to arrange stations in major supermarkets and wet markets. Place the company's promotional leaflets and posters, and if the conditions are better, place a wall-mounted TV, and repeatedly play the company's promotional video (almost all financial management companies do this method, and it is not a secret within the industry. And the effect is relatively good ), you can even see such financial management companies in some large-scale auto shows and exhibitions.

I would also like to remind you that mentality is also very important. Brother, you are a novice in the industry. If you believe that the company cannot 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 send a promotional leaflet. Even if you text someone for a week and ignore you, it's normal, but the magnitude of this action must be there.

Also, due to the influence of some speculative companies in the industry, customers have complained that we are liars and it is normal to say that we will definitely run away. At the very least, it means that this person is not our intended customer, so avoid Waste time on him. We must prepare ourselves to accept this rejection. When you first enter the industry, you should not be anxious if you want to accumulate unfamiliar customer resources. You must follow the principle of slow is fast. If you accumulate one effective customer a day, it will be very impressive if you persist. Once the transaction is completed, you can then make some referrals, and the probability of closing the transaction will increase again.

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

The call was hung up:

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

2. For bank customers: Hello, Brother Wang, I am a clerk of a certain company. Li, for customers like you who have investment needs, we have designed a product that is safe and has slightly higher returns than before. The main thing is safety. Can you borrow a minute to report to you?

Maybe it's a good thing for you...

3. For customers in the online collection or wholesale market: Hello, Brother Wang, I am Xiao Li from a certain company, and I want to do some kind of business for you. As a customer, there is a capital turnover method that is very suitable for you. It mainly facilitates the flow of your funds and at the same time has additional value-added during the period when the funds are idle.

4. When faced with objections, or evasive saying that it is unnecessary, unsafe, a liar, or running away... we can reply like this: I just want to borrow a minute of your time, which is considered as giving me a chance. , it also gives you an opportunity to compare with our company when you need it. This is better than having no reference when you need it (I say this in a relaxed and happy tone, in a joking tone).

We must first strive to be able to talk to the customer. Usually after saying this sentence, the customer will find your conversation interesting, okay, then you can say it... Since the customer asked us to speak, let’s wait. What?

5. You said that our company has strength and guarantees, such as 1) factoring company, 2) repurchase company, 3) property insurance for each order, 4) house mortgage loan. Items 3 and 4 are indeed persuasive, but where is the evidence? Proof of purchasing property insurance, house mortgage contract, and notary certificate from the notary office are more convincing than our 100 words.

A few more reminders:

1. Make the first phone call to understand the customer’s true situation and needs.

A. Does the customer have financial management and investment habits? , where to invest and manage money;

B. The client’s work situation;

C. The client’s spending situation.

Knowing this, we can basically judge whether to follow up with customers. The first call will not close the deal. Hey, you don’t have to call in the name of your own company. You should call in the name of the number one company in the industry. Explanation: Now the industry leader, 80% of investment customers have known about it. We can understand the needs of customers more easily, so the conversational skills on the first phone call can be slightly different. Don’t make wedding dresses for others. We are number one in the industry. Once you are famous, your words are not so important.

2. The second phone call, introducing your company

3. The third phone call, meeting customer needs

Luo Liba talked for a long time. You say I'm full of spins, haha...

To develop financial management products in Shanghai, you must first create a network of contacts in the region. This is the key. What does this network of contacts include? It mainly includes people in the following 10 areas:

1. Sales of jewelry and luxury goods;

2. Sales of luxury cars;

3. Various types of VIP cards Sales;

4. Sales of bank financial products;

5. Agency sales for students studying abroad;

6. Conference sales;

7. Noble school training and sales;

8. Golf membership card sales;

9. Big-name lawyers;

10. Big-name Feng Shui masters.

These 10 types of people are collectively referred to as people close to the rich. When we know them, it is equivalent to indirectly knowing a group of rich people. Our opportunities to make money are contained in them...

Knowing these 10 types of people, drag them into your QQ group. These ten types of people are all making money from the rich and sharing their resources. If you can know 100 such people, it will be impossible for them to get it. There are only three or five customers, right? How many connections will you have if you have such resource sharing? How many potential customers?

These people will help you speak and provide you with information, and you will slowly be able to break into the local wealthy circle. This is the initial expansion. In one fell swoop, you will have added a lot of precise customer groups. These customer groups They have already made a deal or are trying to make a deal, which is much more accurate than purchased resources.

The purpose of forming a QQ group is to share resources, work together, cooperate together, and achieve mutual benefit.

If you need a big-name lawyer, you can find it here; if you need a Feng Shui master, you can find it here; if you need jewelry sales, you can find it here; everything you need is available here. We are providing value-added services to high-profile customers. Haha, planning is easy and I can answer it instantly, but execution is very difficult. Why should people trust you?

These methods basically do not require capital investment. You can sell goods normally during the day and get to know these people at night without delaying work time. As long as you have a close relationship with these people, they will provide you with information, because they also You need to provide him with customers, and everyone has complementary needs.

A few reminders:

First, make full use of club resources - luxuriously decorated clubs, and local entrepreneurs' associations. Find ways to get to know the president of this entrepreneur's association, and find ways to give you the opportunity to participate in some of their gatherings.

At this point, your problem has been solved. We have a top real estate sales expert in our team. He uses the phrase "all transactions are done because of love" to do something for free for customers, and he has brought back a large number of customers one after another. Okay, let me share a little story with you. Take a look at this little How did student A visit the vice president of the local entrepreneur association?

Using "champion-level market research", Little A quickly learned that the vice president has a large supermarket in the local area, and there are two large competing supermarkets nearby. He goes to see their supermarkets every day. What are the advantages and what are the disadvantages? Every time you think of something, write it down in your notebook, and then go to a competing supermarket to analyze the advantages and disadvantages.

I once wrote a planning plan "How to Improve Employee Loyalty" in the team. He spent a week making a market research report, and then took the plan and went to visit the vice president. .

After meeting the vice president, Xiao A started talking to him about this market survey report. The president greatly agreed with many of his views. After the exchange, Xiao A said: "Look at what you have here The employees are very hard-working, I believe you must have your own management methods, right? I would like to ask you for advice." After hearing this, the vice president's face was filled with pride. Conversed enthusiastically.

After listening, Classmate A praised him and felt deeply that he was a good leader, and then said: "You said it very well, I really admire it! I think the management of other supermarkets is not as good as You. By the way, I have learned some management things before, which may be helpful to you." He said happily: "Okay, tell me."

Then Little A said. I brought out my set of things and combined theory with stories, which made it more vivid, vivid and interesting. The conversation that day lasted for more than 2 hours. He kept praising Little A. He was very appreciative. When he said goodbye, The president also specially invited Little A to attend their entrepreneur gathering when he had time.

As a result, Little A successfully entered the chamber of commerce through the relationship with the vice president. Later, he negotiated many big customers and made a lot of profits.

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