论坛 › 天涯杂谈 › 真实分享：银行客户经理的一天怎么过？

wloe2gf 发表于 2024-7-24 18:29:44

真实分享：银行客户经理的一天怎么过？

    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">7月19日10:00，视频号直播预约</span></strong></span></strong><strong style="color: blue;"><span style="color: black;"><img src="https://mmbiz.qpic.cn/mmbiz_png/b96CibCt70iaajvl7fD4ZCicMcjhXMp1v6UQQ68afWhJytuHspOcDRtNqnosZfRiaqD9E6ZQs5jaeMyw9vTrDd3DTA/640?wx_fmt=png&amp;wxfrom=5&amp;wx_lazy=1&amp;wx_co=1&amp;tp=webp" style="width: 50%; margin-bottom: 20px;"></span></strong></span></strong></span></strong></span></span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">银行工作固然辛苦，<span style="color: black;">然则</span>所带来的快乐与收获的价值<span style="color: black;">亦</span>成正比。今天就让<span style="color: black;">咱们</span><span style="color: black;">一块</span>“看一看”，银行人<span style="color: black;">每日</span>到底在忙什么？</span></span><strong style="color: blue;"><span style="color: black;"><span style="color: black;">做为</span>一名银行在职客户经理，给你聊一聊我的一天！</span></strong></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;"><span style="color: black;">工作地点：</span></span></strong><span style="color: black;"><span style="color: black;">交通银行北京分行北三环xx支行（<span style="color: black;">不可</span>再<span style="color: black;">详细</span>了，再<span style="color: black;">详细</span>就要被人肉啦！）</span></span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><img src="https://mmbiz.qpic.cn/mmbiz_jpg/ynXF7ibEp6we4lpZKbxIKNHFoI8Q0n36iarZ13uf9pmHPk7n2Le3BWFZicQ2FdicAkS31YlMcawia55tCYOibNpsM5jw/640?wx_fmt=jpeg&amp;tp=webp&amp;wxfrom=5&amp;wx_lazy=1&amp;wx_co=1" style="width: 50%; margin-bottom: 20px;"></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">早上6:00-8:00</strong></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">美好的一天从早睡早起<span style="color: black;">起始</span>喽，给自己做个减脂早餐，跑步到单位（为了<span style="color: black;">减肥</span>没办法，最省钱的运动方式，骄傲一下，沿途会路过南锣鼓巷、北海、景山等著名网点，春秋的时候会起的更早点去公园跑个步再去上班哦！）。</span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">早上8:30-9:00</strong></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">换工装</span></strong><span style="color: black;">：</span></span><span style="color: black;">行里<span style="color: black;">通常</span>每3年量身定做一次，春秋各2套行服；</span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">盘头发</span></strong><span style="color: black;">：</span></span><span style="color: black;">女生比较麻烦，有统一的发夹带网兜那种，看起来像大婶有<span style="color: black;">无</span>，哈哈；</span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;">行长开晨会：</strong></span><span style="color: black;">（有时候是副行长<span style="color: black;">或</span>会计主管），训话，说说近期行里的重点工作，说说<span style="color: black;">近期</span>的业绩<span style="color: black;">目的</span>，有时候<span style="color: black;">亦</span>会传达下分行近期的培训活动等等。</span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">早上8:50-9:00</strong></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">打开大厅和自己办公室的所有<span style="color: black;">设备</span>设备，<span style="color: black;">弥补</span>空白单据，整理宣传台的资料，所有人员列队门口准备开门迎客；</span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">上午9:00-12:00</strong></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 style="color: black;">帮助</span>大堂经理</span></strong></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">正常营业时间，<span style="color: black;">通常</span><span style="color: black;">无</span>客户的时候，客户经理的<span style="color: black;">第1</span>项<span style="color: black;">重点</span>工作<span style="color: black;">便是</span>站大堂<span style="color: black;">帮忙</span>大堂经理分流客户、填写单据、<span style="color: black;">帮忙</span>客户取号等等。这项工作反正我不是<span style="color: black;">尤其</span>爱干，<span style="color: black;">由于</span>要站着，<span style="color: black;">况且</span>穿着高跟鞋站着，年纪大了站不住，哈哈。</span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">然则</span>站大堂是<span style="color: black;">每一个</span>客户经理<span style="color: black;">必要</span>的工作，<span style="color: black;">第1</span>行里有<span style="color: black;">需求</span>，客户经理<span style="color: black;">没</span>客户的时候就是要在大厅支援大堂经理，让大堂经理<span style="color: black;">能够</span><span style="color: black;">休憩</span>室<span style="color: black;">休憩</span>会，第二站大堂<span style="color: black;">能够</span>挖掘潜在客户，银行虽然有业绩考核压力，<span style="color: black;">然则</span>绝对不像<span style="color: black;">大众</span>想的那样站在大街上让你拉客户，没<span style="color: black;">那样</span>夸张，你能把大厅里的客户挖掘了就足够完成业绩了。</span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">详细</span>怎么做，举个例子，<span style="color: black;">例如</span>说<span style="color: black;">咱们</span>给客户取号的时候会问“您好，请问您办什么业务？”，有些客户<span style="color: black;">便是</span>奔着买理财，买保险，买基金，买贵金属来的，那直接拿下；有些客户会说存钱，<span style="color: black;">咱们</span>就会追问存多少，5万以下<span style="color: black;">设备</span>存，<span style="color: black;">不消</span>排队，遇到<span style="color: black;">设备</span>识别不了的钱，<span style="color: black;">咱们</span>直接带着客户敲柜员的窗户换成新票继续存，要是5万以上，哈哈，那就要游说客户，看能<span style="color: black;">不可</span>转成银卡客户、金卡客户<span style="color: black;">或</span>是私人银行客户。</span></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、办公室邀约客户</span></strong></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">无</span>客户的话，第二项<span style="color: black;">重点</span>工作<span style="color: black;">便是</span>在办公室邀约客户，<span style="color: black;">然则</span>这个不是陌生拜访哦。</span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">当<span style="color: black;">咱们</span><span style="color: black;">作为</span>正式的客户经理之前，老的客户经理会分给<span style="color: black;">咱们</span><span style="color: black;">有些</span>客户，大概资产1-2亿<span style="color: black;">上下</span>。<span style="color: black;">咱们</span>的OA系统比较智能，<span style="color: black;">能够</span>筛选出来近期<span style="color: black;">那些</span>客户的理财快到期、<span style="color: black;">那些</span>客户的保险快到期等等。</span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">咱们</span><span style="color: black;">能够</span><span style="color: black;">经过</span>OA系统给客户发短信，提醒客户，<span style="color: black;">亦</span>能把近期的理财<span style="color: black;">制品</span>之类的<span style="color: black;">通知</span>客户。目的是让客户复购，当然能转入新的资金更好。短信发完了，有时候就查客户的资料，<span style="color: black;">瞧瞧</span><span style="color: black;">那些</span>客户的资金量减少了，<span style="color: black;">引起</span>客户等级下降了，<span style="color: black;">例如</span>金卡掉成银卡了，银卡掉成普通卡了，<span style="color: black;">这般</span>的，<span style="color: black;">咱们</span>就会短信<span style="color: black;">或</span><span style="color: black;">tel</span>邀约客户来行里，<span style="color: black;">举荐</span>适合的<span style="color: black;">制品</span>，<span style="color: black;">帮忙</span>客户回到原先的等级，<span style="color: black;">为何</span>客户会<span style="color: black;">协同</span>，有一个很核心的<span style="color: black;">原由</span>是<span style="color: black;">由于</span>银卡和金卡<span style="color: black;">长时间</span>不达标会收取账户管理费的，<span style="color: black;">况且</span><span style="color: black;">不可</span>享受VIP服务的。</span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">当然有时候<span style="color: black;">亦</span>会看<span style="color: black;">那些</span>客户资金量到了，<span style="color: black;">然则</span>还是普通卡的身份，<span style="color: black;">咱们</span><span style="color: black;">能够</span>邀约客户完成升级，在邀约的过程中争取让客户转<span style="color: black;">有些</span>行外资金存在新办理的卡内，<span style="color: black;">帮忙</span>客户完成升级，顺带自己<span style="color: black;">亦</span><span style="color: black;">能够</span>完成营销业务。</span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">有时候，<span style="color: black;">咱们</span><span style="color: black;">亦</span>会对客户进行复盘，<span style="color: black;">那些</span>客户属于忠实客户，特点是什么，需求是什么，为以后营销打<span style="color: black;">基本</span>；<span style="color: black;">那些</span>客户属于死户，需不<span style="color: black;">必须</span>联络下什么的等等吧。虽然说，银行的客户经理<span style="color: black;">不可</span>给客户营销股票，但毕竟是科班出身，<span style="color: black;">因此</span>有时候有些客户会把自己买的股票呀、基金呀告诉<span style="color: black;">咱们</span>，让<span style="color: black;">咱们</span>帮忙分析分析，维系感情嘛，<span style="color: black;">因此</span>这点需求<span style="color: black;">亦</span>是<span style="color: black;">能够</span>满足的。</span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><img src="https://mmbiz.qpic.cn/mmbiz_jpg/ynXF7ibEp6wfLIHSy6vtqxzIPqwykK4mWicExPlicqJhszk6y25H9KG5ckf3GUNs9CkbDfoc8cU181JiaiawmoBc7VA/640?wx_fmt=jpeg&amp;tp=webp&amp;wxfrom=5&amp;wx_lazy=1&amp;wx_co=1" style="width: 50%; margin-bottom: 20px;"></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;">晌午</span>12:00-13:00</strong></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;"><span style="color: black;">午休时间</span></span></strong><span style="color: black;">，<span style="color: black;">通常</span>客户经理和大堂经理换着吃饭，换着<span style="color: black;">休憩</span>会，<span style="color: black;">此时</span>候的工作重点<span style="color: black;">便是</span>缓解客户的<span style="color: black;">心情</span>和分流客户，<span style="color: black;">由于</span>柜员<span style="color: black;">亦</span>会换着吃饭，就会<span style="color: black;">显现</span>3个窗口关2个开一个，办理业务的效率就会慢一点，客户容易有不满的<span style="color: black;">心情</span>，<span style="color: black;">咱们</span>做好分流和安抚就好！</span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">下午13:00-17:00</strong></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">下午工作时间，<span style="color: black;">详细</span>工作内容和上午没什么太大的区别，说几个特殊<span style="color: black;">状况</span>吧。</span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">有时候<span style="color: black;">咱们</span>下午<span style="color: black;">咱们</span>会去中心支行学习<span style="color: black;">或</span>培训，有时候<span style="color: black;">亦</span>会去分行支援干活，回访客户啥的，大多时候是去开会和培训，讲讲近期的<span style="color: black;">制品</span>呀、假币识别呀、反洗钱呀、银保监的<span style="color: black;">有些</span>最新政策<span style="color: black;">或</span>是职业操守等等。大多时候<span style="color: black;">咱们</span>和大堂经理的关系比较密切，<span style="color: black;">由于</span>大堂经理是直面客户的，可能会遇到较真的客户<span style="color: black;">或</span>比较暴躁的客户，<span style="color: black;">通常</span><span style="color: black;">咱们</span>会出面<span style="color: black;">处理</span>这些事情。</span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">说2-3个亲身经历吧，有一次一个客户想换点越南盾，<span style="color: black;">通常</span>来讲除了美元库存有现成的，其他外币都要提前跟分行预约，还不<span style="color: black;">必定</span>能预约到。<span style="color: black;">因此</span>大堂经理就<span style="color: black;">通知</span>客户<span style="color: black;">能够</span>去隔壁中国银行兑换（毕竟中国银行是外汇业务做的最大的银行，币种较多，存量<span style="color: black;">亦</span>多），客户就不干了，非说大堂经理工作不负责，往外赶客户，<span style="color: black;">通常</span><span style="color: black;">此时</span>候<span style="color: black;">咱们</span>客户经理就要出面去周旋啦；</span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">还有一次是客户与柜员起冲突，<span style="color: black;">原由</span>是客户的钱被查出来是假币，<span style="color: black;">根据</span>规定行里是要没收的，<span style="color: black;">然则</span>客户不干，非要拿回来去找给她这张假币的人，<span style="color: black;">起始</span>敲打窗户，出言侮辱之类的，<span style="color: black;">咱们</span>就得出面<span style="color: black;">处理</span>啦；</span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">还有<span style="color: black;">由于</span>取钱取不出来大闹得，<span style="color: black;">通常</span>行里有规定取款5万以上的，要提前打电话预约，<span style="color: black;">由于</span>行里库存现金不<span style="color: black;">必定</span>很充裕，<span style="color: black;">然则</span>客户不管<span style="color: black;">那样</span>多，<span style="color: black;">便是</span>要闹<span style="color: black;">便是</span>要取钱，这些<span style="color: black;">亦</span>归客户经理<span style="color: black;">处理</span>，诸如此类吧，要是遇到难搞的客户，就车轮战，<span style="color: black;">始终</span>到搞定客户为止。</span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">下午17:00-17:30</strong></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">没客户就帮大堂经理巡视下大厅，<span style="color: black;">瞧瞧</span>还有<span style="color: black;">那些</span>客户<span style="color: black;">无</span>办理完业务，什么业务，可不<span style="color: black;">能够</span>在自助<span style="color: black;">设备</span>上办理，争取不耽误下班嘛，哈哈。当然有时候<span style="color: black;">亦</span>会<span style="color: black;">协同</span>会计主管给取款机<span style="color: black;">或</span>存取一体机加钞，免得客户<span style="color: black;">设备</span>取钱没钱了。5点半没客户的话，就<span style="color: black;">起始</span>关<span style="color: black;">设备</span>，等着开晚会。</span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">下午17:30-18:00</strong></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">有晚会的话就开会，<span style="color: black;">无</span>的话就换衣服准备打卡下班了。<span style="color: black;">不外</span>有时候会做演习，大<span style="color: black;">都数</span><span style="color: black;">便是</span>qiang劫、着火、遇到紧急<span style="color: black;">状况</span>的处理等等，妥妥的角色扮演，只<span style="color: black;">不外</span>不给出场费<span style="color: black;">罢了</span>，哈哈！</span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">这<span style="color: black;">便是</span>客户经理一天的工作，祝<span style="color: black;">大众</span>好运哦！</span></p>
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wrjc1hod 发表于 2024-10-5 09:48:35

对于这个问题，我有不同的看法...

j8typz 发表于 2024-10-31 04:28:27

你字句如珍珠，我珍藏这份情。

查看完整版本: 真实分享：银行客户经理的一天怎么过？