The financial marketing client said I would call your salesman. What did he say?

The financial industry faces a variety of customers and great pressure. I can give the following suggestions:

First, customer segmentation positioning

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

Second, the top ten expansion channels

Let's talk about expanding channels. It is estimated that there are ten channels:

1, the simplest and rudest way, directly grab customers from companies in the same industry.

In terms of operation methods, Zhaopin.com listed the distribution of some companies that have done very well in the industry. For example, there may be 10 P2P companies in Building A. Collect some brochures 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;

4) After the meeting, there was no chance to leave early, so I went downstairs to the company. ...

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? ...

2. Financial clients consulted by banks.

Go to the bank to do business, or when you have nothing to do, go to the bank to do business. Business is not the main purpose. The purpose is to observe that customers go to the bank wealth management manager. After their consultation, 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 usually start busy at 4 am at noon and get off work at 2 pm. During the period from noon to 2 o'clock, many people sit around, holding our company's publicity color pages, and usually read them when they are idle. ...

Many people have our business cards or telephone numbers in their booths, which is very convenient for communication in the future. This kind of customer's acceptance ability is very fast. If we do a good job in this channel, the order volume should be more than 1-2 times. We know what customers do and where their addresses are ... These customers are all positioned as Class B customers.

4. Drive away the relocated households.

There are many relocated households in Shanghai, many of which are in the surrounding areas. If there are more, every household has a large sum of money for relocation. At this time, the bank's account managers have gathered to visit those relocated households ... these people are quite easy to mess with, as long as they trust you, they will not go back on their word!

5. Used car market.

These people make more short-term investments. Compared with Land Rover, used car manufacturers are more likely to make deals with Li Xia. Because Land Rover is not easy to sell, will rich people buy second-hand Land Rover? So, we need to find its owner ...

6. Make a phone call.

If it's a phone call from the company, it's better to have a list of customers in the same industry. 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. Find a director-level doctor.

What's the story? Horses don't eat night grass and are not fat. People have to make extra money to get rich, you know. ...

8. Cooperate with the aunt and elder sister who do insurance.

There are some experts in the same industry who are good at this. Are you happy to see this?

9. Pay attention to those who are released.

The ones released are quite rich, but if you win such customers, unless you are a master, 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, a large-scale housing exhibition in this city.

If so, you should go out and wait at the booth of 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.

Blur our sales proposition. For example, you can do various competitions in the community and give some prizes. 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. Performing on the stage, we first collect customers, understand their needs, list the intended customers with investment needs, and finally call. By the way, remember to take pictures. Next time we visit our customers, we will also send photos of their activities to surprise them first.

Third, the phone is hung up, how to break it?

1. For customers with investment experience.

Call directly and say: Hello, Brother Wang, I'm Xiao Li from a company. For customers 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 you will find something new. ...

2. For bank customers.

Hello, brother Wang, this is 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 online collection or wholesale market customers.

Hello, brother Wang, this is Xiao Li from Company A. For your customers who do some business, there is a very suitable capital turnover method, which is mainly to facilitate your capital flow and add extra value during the idle period.

4, in the face of opposition, or shirk that it is unnecessary and unsafe, liar, run away.

We can reply like this: I just want to borrow one minute of your time, 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. It shows that our company has strength and security.

For example: 1) factoring company, 2) repurchase company, 3) property insurance for each bill, and 4) housing 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.

Four, some reminders of power sales

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 won't be done. Don't 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. Therefore, the speech skills of the first call can be slightly worse. Don't make wedding dresses for others. Industry first, reputation abroad, speech skills are not that important.

2. The second phone call introduces your company;

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

Five, ten core network financial products

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. When we know them, it is equivalent to indirectly knowing a group of local tyrants, and our chances of making a fortune are also included.

People who know 10, bring them to 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. Planning is easy, but implementation is difficult. Why do 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.

How to communicate with customers, we must have a sincere heart.