As we all know, marketing is a very popular course in universities, and marketing is ubiquitous knowledge in life. We also know that people who want to be a strong marketer can buy many books that teach you marketing skills, marketing words, marketing skills and methods, or learn from the course videos that marketing guru teaches you marketing.

As a small teller in a bank, when Gui works in the lobby, she always remembers to make small advertisements and promote her products. Gui Yuanjun is too ignorant to teach you the principles, methods and skills in those books or courses. He can only share a little with his own experience, hoping to help you a little at work.

02

Always stand from the customer's point of view.

Gui Yuan Jun once wrote "The Seven Steps of Cashier"? And the eighth step you need to know. The article talked about "clever marketing". The key to anti-marketing lies in the word "Qiao", which is neither indiscriminate marketing nor indiscriminate marketing. This requires us to think from the customer's point of view every time we do marketing, in other words, to tap the real needs of customers, rather than marketing customers according to their own needs.

For example, if a customer brings a large amount of cash to the bank, he may need to deposit it regularly. He may want to buy wealth management products to get higher returns. He may just leave it for a few days or transfer it to others immediately. At this time, if you are a small teller, if your financial management task is very heavy this month, it is very likely that you will focus on marketing financial products for customers, and will not consider whether this customer has the ability to undertake financial products at all. Whether there is a real demand in this respect, that is, thinking only from the perspective of one's own task, rather than from the perspective of customers, so it is obvious that most marketing results are invalid.

03

Turn marketing into multiple-choice questions

We need to know the real needs of customers. You can't tell just by looking. Only by actively asking through the mouth can we dig out the real needs of customers. How to speak? This is also particular. The method given by Gui Yuanjun is that marketing should never be done directly, but let customers do multiple-choice questions.

For example, according to the above example, customers deposit a lot of cash. If you ask the customer directly, "What's the use of saving so much cash?" The client will think you are prying into his privacy. Why should I save money? I'm sure my heart will be very resistant. Or you can directly market and say, "You can deposit a deposit, and our regular income is very high." This straightforward marketing customer will feel that you are leading his choice, and you are selling products, which will inevitably be rejected.

Generally, not many small tellers will ask such questions or do marketing directly. More ways are that you save it for the customer first, and then ask the customer: Do you need to handle other business? At this time, if the customer answers that it is necessary to deposit time or transfer money, then you may have to ask the customer to fill out the documents again, which will delay the time. If the customer says that it is unnecessary to leave, then you will probably miss a good marketing opportunities.

The best way is to give customers multiple-choice questions: "Mr./Ms. XX, do you need to deposit so much cash regularly?" Need to transfer it to someone else? "If the customer answered no and didn't tell you other uses, you can add" I'm afraid you have other uses, so that we can prepare the documents for you in advance so as not to delay your time. "Well, customers here or no other performance, don't ask again, so as not to be counterproductive.

04

Alternatively, you can simply say, "Mr./Ms. XX, you have saved so much cash. If you don't use it temporarily, you can store it for a short time. Not only will the income be higher, but we are doing activities now and have gifts for you. Do you think it is necessary to deal with it? "

In short, there are many ways to do multiple-choice questions. For different products, we should learn to make different multiple-choice questions for customers. For another example, if you want to market mobile banking, you can ask customers, "I see you often transfer money?" You can open a mobile phone bank, and you can handle such business directly on your mobile phone in the future. You don't need to come to the outlet. Safe and worry-free. Very convenient. Can I handle it for you now? "Note that the last sentence is the key to making multiple-choice questions. The purpose is to let customers only answer yes or no, so that on the one hand, they can dig out their real needs, and on the other hand, they can implant marketing products into their subconscious, killing two birds with one stone.

05

One word marketing

Imagine, if you are a customer and go to a bank outlet to handle business, what kind of experience do you want most? Does it feel good to help you complete your business easily, naturally, quickly and effectively? If you enter a bank outlet, from the lobby manager to the teller, you are trying to sell such and such products. How do you feel?

And the customers in the lobby are very mobile, especially the tellers. Too much marketing not only takes up other customers' business time, but also makes mistakes if they are not focused enough. Therefore, whether it is the lobby manager or the lobby teller, the marketing must be moderate. The lobby manager can do more marketing appropriately, but as a teller, it is good to do marketing well in one sentence, such as: "Mr./Ms. XX, there is no handling fee for cross-bank transfer in our mobile banking, and we can transfer up to 200,000 yuan every day, and we can also pay utilities. Very convenient. Can I help you open it together? " If the customer doesn't need it, the simple answer is: "It doesn't matter, then it will be handled again."

At this time, some people will ask, what if customers are very interested in a product and keep asking at the counter? Can you still do a word marketing? Gui Yuanjun tells you that this is ok.

06

Hall-Hall Linkage Marketing-Recommended

The ancients said, "When people gather firewood, the flames are high." One person's strength is very limited, and one more person will have more strength. In the lobby, if the customer is interested in a product and keeps chasing the small teller to ask questions at the counter, then the small teller can transfer the customer's words to the lobby manager or financial manager in the non-cash area, so that other employees can introduce the product in detail and realize the hall-to-hall linkage marketing.

Common words can be said: "Mr./Ms. XX, why don't you wait a moment and I'll ask our financial manager to come over and give you a detailed introduction." His understanding of this product is the most comprehensive in our line. " This will not take up too much time at the counter, but also make customers feel that it is very caring for you to let the most professional manager serve him, and in many cases, you can also link marketing with other products to achieve secondary marketing, which can be described as killing two birds with one stone.

07

Probably because we live in an information explosion circle every day, we can't walk on the street, go to restaurants, go to cinemas, or turn on TV and mobile phones without small advertisements. Advertising is everywhere, and some places we often go to will always have someone to do marketing for you, so most people gradually have a kind of resistance and rejection to marketing. For a long time, Gui even thought that the best products don't need advertisements.

But slowly, Gui found that some well-done advertisements are just right marketing, which can subtly give people a feeling that this feeling is not how good you think this product is, but that it is very suitable for you. If I want to buy a similar product, I will definitely choose it.

Therefore, even if you have read all the books about marketing in the world, attended all the courses about marketing, and mastered all the methods and skills about marketing, you will not necessarily become a marketing guru, because the best marketing is to market yourself and your unique feelings to others.

As joe girard, a legend in automobile sales, once said, "I am not selling a product, but a feeling." Perhaps it is with such a unique feeling that the greatest sales champion in the world has been achieved.

Gui Yuan Jun believes that each of us will become a great person. Don't underestimate yourself, because you are different.