寻找客户的四种办法
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<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">信贷<span style="color: black;">制品</span>如用兵，出奇制胜。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">每一个</span>银行客户经理都要<span style="color: black;">创立</span>自己的存款客户地图、信贷客户地图。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">要非常清楚<span style="color: black;">哪些</span>客户有存款，这些存款在自己能力范围内，<span style="color: black;">那些</span>客户有贷款需求，这些客户的信贷需求会<span style="color: black;">准许</span>，符合本行信贷政策。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">将这些客户名字<span style="color: black;">陈列</span>好，同一类客户要<span style="color: black;">创立</span>模式化营销思路，能够快速复制营销。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">地图就如同汽车导航，指引<span style="color: black;">咱们</span>不偏离方向，只要方向不错，即便<span style="color: black;">办法</span>可能不非常正确，<span style="color: black;">然则</span>只要<span style="color: black;">保持</span>，仍会取得<span style="color: black;">必定</span>营销成绩。而一旦方向是错，就可能南辕北辙，<span style="color: black;">白费</span><span style="color: black;">没</span>功。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">咱们</span><span style="color: black;">便是</span>一个士兵，<span style="color: black;">咱们</span>又是自己指挥官，要给自己指明方向。毛泽东<span style="color: black;">为何</span>这么伟大，<span style="color: black;">便是</span>能够指明方向，“农村<span style="color: black;">包裹</span>城市，武装夺取政权”。我理解，<span style="color: black;">便是</span>先做小客户，<span style="color: black;">而后</span>围绕小客户，做大客户；信贷<span style="color: black;">便是</span>武器，有武器才会<span style="color: black;">最后</span>拿下客户。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"> <span style="color: black;">怎样</span>存款地图客户基本特征：资金流量<span style="color: black;">很强</span>的客户、有授信嵌入机会、有非常清晰的上下游客户，很容易银行纵深营销。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;">1、</span>陌生拜访寻找客户</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">有个形象说法叫“开荒”，即先准备好本行简介、业务简介等资料，要确定好<span style="color: black;">咱们</span>的<span style="color: black;">目的</span>客户，在拜访客户前，先从网上等<span style="color: black;">途径</span>收集客户信息，大概判断客户需求，初步设计针对客户授信<span style="color: black;">方法</span>。<span style="color: black;">这般</span>做成功率会<span style="color: black;">显著</span><span style="color: black;">加强</span>，<span style="color: black;">倘若</span><span style="color: black;">保持</span>并做出经验，会有不小斩获。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">陌生式拜访属于最基本的<span style="color: black;">办法</span>，适用于刚入行客户经理，属于最艰难的开拓，但又是最有效的手段。陌生拜访法的运用要点：</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">认真做好陌生拜访前准备，虽然是陌生式拜访，仍应准备好银行资料，让客户感觉<span style="color: black;">咱们</span>是有备而来。陌生式营销要<span style="color: black;">重视</span><span style="color: black;">必定</span>要有准确<span style="color: black;">目的</span>，这类而客户群体<span style="color: black;">必要</span>是银行有能力服务，有确定<span style="color: black;">制品</span>对接客户。例如，<span style="color: black;">咱们</span>准备陌生式拜访本地钢铁交易市场，就应当提前<span style="color: black;">熟练</span>票据，<span style="color: black;">熟练</span>银行承兑汇票置换业务、银行承兑汇票贴现业务。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">陌生式拜访<span style="color: black;">想要</span>有效果，客户的拜访量是<span style="color: black;">基本</span>，<span style="color: black;">必定</span>要大批量营销。陌生式拜访<span style="color: black;">必定</span>要充满自信，始终<span style="color: black;">保持</span>不懈。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">新入行客户经理<span style="color: black;">第1</span>步是练习胆量，接触客户说话<span style="color: black;">再也不</span>哆哆嗦嗦说不到点子上，能够有自己的清晰脉络。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">刚进入银行，<span style="color: black;">必定</span>要学会陌生式拜访，虽然很辛苦。我刚进入银行的时候，一天陌生式拜访的客户在10个<span style="color: black;">上下</span>。<span style="color: black;">晌午</span><span style="color: black;">亦</span>不<span style="color: black;">休憩</span>，整天都在外面跑。当时<span style="color: black;">青年</span>，不感觉辛苦。那时候，拉客户上了瘾，租住的房子旁边是个卖空调的，我周六时<span style="color: black;">亦</span>去登门拜访，顺手将其拿下。手段很简单，全额<span style="color: black;">保准</span>金银行承兑汇票。当时在家电行业，银行承兑汇票结算和现款结算一个价。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">“要不要准全额<span style="color: black;">保准</span>金银行承兑汇票，98万资金，就<span style="color: black;">能够</span>提货100万”。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">“兄弟，真的”。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">“当然了，你老兄这么高的智商，我能恍点你”。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">“说得<span style="color: black;">亦</span>是”。Ok，<span style="color: black;">这般</span>，<span style="color: black;">火速</span>成交。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;">2、</span>资料寻找客户</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">重视</span><span style="color: black;">经过</span><span style="color: black;">有些</span>有用的媒介寻找客户，尤其是报刊杂志，<span style="color: black;">意见</span>高度关注：</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">① <span style="color: black;">有些</span>本地重要政府网站，如住建局网站、国资委网站、工商局网站、公共资源交易中心网站。尤其是<span style="color: black;">有些</span><span style="color: black;">机构</span>介绍，有时还应关注政府的招商引资信息、土地公开拍卖信息等；</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">②<span style="color: black;">有些</span>财经网络如<span style="color: black;">外链</span>财经、今日头条等；</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">③<span style="color: black;">有些</span>行业网络如房地产网络——焦点网、钢铁网络——兰格网；</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">④<span style="color: black;">有些</span>重要的工商管理公告，<span style="color: black;">例如</span>某些企业资格的<span style="color: black;">颁布</span>等，如<span style="color: black;">得到</span>某项管理质量认证资格的企业等；</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">⑤ 本地淘宝网站中小客户</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">各样</span>名录，<span style="color: black;">例如</span><span style="color: black;">有些</span>行业协会<span style="color: black;">颁布</span>名录等，如房地产行业协会<span style="color: black;">颁布</span>的本地房地产企业名录，国家商务部<span style="color: black;">颁布</span>的获准经营成品油的企业名单，本地钢铁流通百强企业名单等。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">客户经理应当养成<span style="color: black;">每日</span>晚下班半个小时看本地政府网站的习惯，从<span style="color: black;">资讯</span>中找客户信息，<span style="color: black;">或</span><span style="color: black;">每日</span>做所负责客户收集，<span style="color: black;">必定</span>不要浪费时间只看娱乐专栏。例如<span style="color: black;">发掘</span>本地某<span style="color: black;">机构</span>在准备要上市，<span style="color: black;">能够</span>记录下来，<span style="color: black;">次日</span>早上，赶紧联系，<span style="color: black;">能够</span>先打<span style="color: black;">机构</span>总机问清财务老总姓名，<span style="color: black;">而后</span>再打<span style="color: black;">tel</span><span style="color: black;">需求</span>面见，<span style="color: black;">这般</span>做<span style="color: black;">通常</span>效果不错。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;">3、</span>连锁式开拓客户</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">连锁式开拓客户适用成熟客户经理，<span style="color: black;">已然</span>有了<span style="color: black;">必定</span>客户<span style="color: black;">基本</span>，<span style="color: black;">把握</span><span style="color: black;">必定</span>的营销技能，<span style="color: black;">必须</span>进一步拓展客户群。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">连锁开拓，<span style="color: black;">经过</span>现有客户<span style="color: black;">做为</span>营销线索源头，营销其<span style="color: black;">相关</span>客户。最有效的方式<span style="color: black;">便是</span><span style="color: black;">运用</span>银行承兑汇票<span style="color: black;">做为</span>营销工具，直接营销出票人的收款人。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">关系开拓法运用要点：让客户认同你，客户愿意<span style="color: black;">帮忙</span>你营销到他的<span style="color: black;">相关</span>客户。让客户认同你的金融<span style="color: black;">制品</span>，客户认为你的金融<span style="color: black;">制品</span>非常有价值。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">第<span style="color: black;">1、</span>让现有客户介绍。在做客户经理时候，我有贷款客户，是个大型化工企业，在做贷后<span style="color: black;">检测</span>时，我<span style="color: black;">发掘</span>其资金<span style="color: black;">重点</span>流向某个原料供应商。我想，<span style="color: black;">倘若</span>将它<span style="color: black;">亦</span><span style="color: black;">研发</span>成<span style="color: black;">咱们</span>客户，资金就<span style="color: black;">能够</span>封闭运作，不仅能够<span style="color: black;">增多</span>存款，还容易<span style="color: black;">掌控</span>客户<span style="color: black;">危害</span>。于是，找到客户老总，请他<span style="color: black;">帮忙</span>引荐，我告诉他，<span style="color: black;">倘若</span>我行能够与对方合作，就能<span style="color: black;">经过</span>对他的支持，更有效地<span style="color: black;">保准</span>对你们的原料供应，这是合作多赢好事。老总很感兴趣，亲自带我去这家<span style="color: black;">机构</span>，使我又成功<span style="color: black;">研发</span>一个<span style="color: black;">优秀</span>客户。这几年，正是<span style="color: black;">经过</span>“客户<span style="color: black;">举荐</span>客户”，使客户群体像滚雪球<span style="color: black;">同样</span>，越滚越大。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">第<span style="color: black;">2、</span><span style="color: black;">经过</span>现有<span style="color: black;">制品</span>找到<span style="color: black;">相关</span>客户。签发银行承兑汇票找到收款人，<span style="color: black;">经过</span>拟办理贴线的票据找到出票人。本行签发的票据<span style="color: black;">必定</span>要<span style="color: black;">帮助</span>客户送票。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">文案</span>选自《银行客户经理25堂课（1）》，由立金银行培训中心讲师整理编写，转载还请注明<span style="color: black;">文案</span><span style="color: black;">源自</span>。</p>
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