How can you find the customer source of the loan demand

One, how can we find loan demand sources

One, take the initiative

Small micro-credit business requires that the account manager, according to the market area, take the initiative to carry out door-to-door marketing for the unfamiliar visit to visit the various types of potential customers, to learn about the capital needs and industry characteristics. Each account manager must have a certain amount of marketing time and marketing households per week, and is not allowed to wait for customers to come to the door. At the same time, focus on the organic combination of multiple marketing tools, such as SMS marketing, industry marketing, media marketing, word-of-mouth marketing, etc., to achieve comprehensive marketing results. The main ways to develop potential customers for micro-credit can be summarized as "point, line, circle and surface". The so-called "point" refers to the traditional customer word-of-mouth, old customers introduce new customers; "circle" refers to the cooperation with Xinyu Entrepreneurship University, large-scale business centers to organize entrepreneurship university lectures, thematic promotions, etc., systematic and organized marketing customers; "line" refers to the systematic and organized marketing of micro-credit potential customers. "Line" refers to the upstream and downstream of the supply chain, with the core enterprise as the center to look for potential customers in retail terminals and upstream suppliers, with the industry, key enterprises as the core, "like digging sweet potatoes, dig out a string of customers";. "Face" refers to the integration of cooperation through the way of heterogeneous alliances, for example, Xinyu Agricultural and Commercial Bank actively and Xinyu Small and Medium-sized Commerce and Trade Circulation Association and other types of trade associations to carry out cooperation, through the establishment of mutual aid special fund, bulk marketing of small and medium-sized customers. These marketing methods, some highlight the personal marketing ability of the account manager, some focus on teamwork to carry out platform marketing, its **** the same point is "active".

Second, diligence can make up for clumsiness

People engaged in financial work know that, no matter how thoughtful the account manager's service, may face performance fluctuations and customer turnover, especially the base is large, the amount of relatively small micro-credit customers. Customers' loans will expire one by one, and it is impossible for a single account manager to maintain a stable level of customers in his or her management account all the time. Therefore, there is an important requirement for micro and small loans in the operation of business practice, which must be uninterrupted development of customers and continuous marketing of potential customers to supplement customer resources. In the early stage of the development of small and micro business, some account managers, after accepting a certain amount of loan applications at the same time, stopped their marketing work due to the drastic increase in the investigation workload and the unreasonable time arrangement, interrupting the excavation of potential customers. When the account manager to speed up the progress of processing all the loan applications only to embarrassingly find that no marketing, there is no new customers, a short period of time, the individual performance of the obvious "fault". Having learned this lesson, the team of account managers made it a mandatory requirement to rationalize their work plan and to carry out marketing work on a continuous basis. According to the theory of six degrees of segmentation, one standard customer may mean that there are 150 potential standard customers around. Therefore, the micro-credit account managers maintain the number of their own custodial customers at a relatively stable level through daily post-loan monitoring, customer return visits and other means, "spitting out the old and bringing in the new" so as to achieve steady growth in the performance of the entire team and minimize the impact of market fluctuations.

Three, with the trend: potential customer development to bring new demand points

Economic society, market demand and opportunities are changing rapidly. As a small micro-enterprise financial services, account managers should likewise do a very good understanding of the market demand, to grasp the needs of customers is very accurate. With the changes in the market, at any time may produce new potential customers, or the formation of new demand market. At this point, whether or not close to customer needs, whether or not to continue the development and maintenance of potential customers, has become a key factor in the ability to win. For example, when marketing to the alcohol industry, it is traditional to take into account traditional holidays and weather factors affecting consumption. Customers engaged in the distribution of alcohol are often manufacturers of price increases or agreement rebates (i.e., to achieve a certain amount of ordering, the corresponding proportion of profit rebates) and other unexpected circumstances. Under such circumstances, merchants who originally had ample funds need to advance a large amount of prepaid funds on the one hand, and need to support downstream receivables on the other hand, resulting in short-term, concentrated financing needs. The account manager learns this critical information by establishing long-term contact with the customer, and then quickly follows up with marketing to potential customers. Imagine, if there is no sufficiently keen reflection on the market, the account manager has no way of knowing about the newly generated demand for funds, and will not be able to make accurate and effective marketing judgments, and will miss the perfect opportunity to expand market share.

Four, the big wave of sand: potential customer development to optimize the customer structure

Small micro-credit services for small merchants, small businesses engaged in the industry involved in the food, oil, tobacco, alcohol, agricultural products, home furnishing materials, apparel processing, electronics, clothing shoes, automobile repair and automobile parts, logistics and transportation, automobile leasing and other social and livelihood industries. These industries are closely related to the daily life of the general public, but the quality of customers can be described as uneven, from large merchants to small meat vendors in the vegetable market, with different asset quality and risk resistance. The development of potential customers can continuously optimize the customer structure and increase the proportion of high-quality customers. Micro-credit is a labor-intensive loan business with high repetition. The single processing time is short and demanding, and mature account managers usually complete the loan investigation within 2-3 hours and the investigation form within 1-2 hours, requiring standardized and process-oriented financing services for customers. However, the service volume for small customers is large, and the single benefit does not reach the average level. By continuously conducting customer development, the account manager will discover more quality customers. By increasing the number of high-quality customers and the percentage of high-quality customers, they can provide better and faster services to high-quality customers with the same amount of time and workload, and realize higher profit gains. This will not only help to increase the loyalty of quality customers, but also achieve better performance.

Two, Kunming what industry loan demand is the largest

Kunshita

Production category, enterprise sets of production equipment

Medical category, the introduction of medical equipment, the hospital renovation, expansion and relocation of the architectural design;

Education category, ordinary and other institutions and secondary vocational and technical schools (hospitals) Teaching and research, experimental training facilities and equipment introduction;

Environmental protection, waste incineration power generation, sewage treatment and other equipment and technology introduction;

Agricultural development, the introduction of intelligent greenhouse greenhouses, agricultural drip irrigation and other facilities and equipment.

Loans, meaning units or individuals of bank money, generally specified interest, repayment date. Loans in a broad sense refers to loans, discounting, overdrafts and other lending funds in general.

Three, how do loan brokers go about finding customers?

Methods/steps

1, through telemarketing. We should pay attention to one thing, that is, you can find the most basic customers through the most basic telemarketing, this method is very simple, however, the efficiency will be a little lower, need to be patient enough.

2, through the media. We should pay attention to, through the media to develop their own customers, through some of the ads, so that more people know your information, this way to cover a wide range, but, more passive.

3, through the hair propaganda. There is a way, very simple, that is issued beforehand some publicity, through the shopping malls and other crowded places to issue publicity, this way of low cost, the effect is not bad.

4, through the stranger worship way. Stranger worship way is also a very good way to find customer resources, this way is more traditional, but, with people's sense of prevention, stranger worship may be rejected by strangers.

5, through the peer dump single. Should be more to establish contact with peers, because, some business although their own company can not do, but other loan brokers can do, usually can communicate with peers more exchanges, there will be peers to dump the single case.

6, let the old customer introduction. Our salesmen have their own old customers, we can make full use of this resource, let the old customers to introduce themselves to new customers to know, this will also be a better way, the information is very accurate and very reliable.

Four, online how can I find the resources of customers who need loans?

1, through the 58 same city release information, so that the need for customers to find you this is also the easiest way.

2, add some qq related groups, release information.

Previous seniors sent a sentence, financial business this industry, you have to have a very strong network,. If not, you have to have strong skills, if not, you have to have strong diligence, if not, you will have nothing. ***Vigorously