Marketing is to use creativity to make a boring world interesting. Interesting is to create timeliness and create effectiveness. If the products we spread come out with disgusting faces and boring words, I believe no one will want to see them. The following is the "model essay on summary of bank marketing work" that I have carefully compiled for you. Welcome to read it for your reference. Please pay attention for more details! Summary of bank marketing (1)
After a year and a half of hard work and struggle, as a marketer who has been engaged in marketing work in * * bank credit card for nearly a year, I always think that all marketing products should have: sensitive response ability, knowing how to guess customer psychological changes, understanding and interpreting products, language expression skills and good psychological quality.
after a year and a half of hard work and struggle, there are joys, sorrows, laughter, tears, successes and failures in this marketing work time of more than one year. However, in a short time, I deeply realized that no matter what I do, I must be full of confidence in myself.
besides having enough confidence and experience in yourself, what is more important is your own mentality. I am a marketer who has just been promoted to the head of a small group. I feel very honored to have just been promoted, but invisible pressure is also coming at me, but appropriate pressure can give me impetus. I also want to share it with you here. I believe many colleagues working in the company also have unique insights. Learn from others and use it, so as to open up a world for yourself!
lesson 1: have confidence in yourself
when I first started my marketing work, I hesitated to go in when I wanted to visit my customers. I finally got up the courage to go in, but I was so nervous that I didn't know what to say. Just after I introduced my products, I was sent out by my customers in a few words. Repeated visits failed, and I began to make excuses and complain for myself. But I never realized that while making excuses for myself, I had become quite negative. Negative emotions have a great impact on my work. Later, when the leader learned about this, he talked to me a lot. He told me: "A qualified salesman must first have full confidence. Only when he is full of confidence in himself can he eliminate his fear of facing customers and give himself a clear idea to introduce products to customers through fluent language." These words are deeply engraved in my mind. Whenever I feel depressed, I will secretly cheer myself up. I firmly believe that as long as I have confidence in myself and the products, I have succeeded half way.
Lesson 2: Set yourself a goal that you can do at different times
Everyone should make reasonable arrangements for each day's work, which should be planned and purposeful. In order to avoid a blind positive, it can also be said that there is no direction. This situation is often half the effort and not worth the candle. Now, as a new marketing team leader, I have to lead the team members in addition to myself. Since I have led a small team, I should have a thorough work plan, reasonable time arrangement, full deployment of personnel, good team spirit and so on. Set a goal for yourself and your team members!
lesson 3: win the trust of customers instantly
when marketing products, we should make friends with customers and let them have a good impression and trust on themselves. What you say when you meet a customer for the first time is very important, and a good opening speech is often half the battle. Of course, gaining customers' goodwill and trust in an instant is not only reflected in the first meeting, but customers may be indifferent to marketers for a long time during the conversation, but changes in some details may win customers' hearts.
lesson 4: learn new knowledge from marketing failure
as the saying goes, "failure is the mother of success"! In the process of marketing, many times we will meet all kinds of customers. Maybe you are lucky to meet customers who are easy to talk about, but there are also unlucky days when customers are particularly difficult to catch you. So many times you fail, don't be discouraged. We should find the reason from the root of the matter, why it failed, whether the professional knowledge is not in place or the marketing skills are not as good as others. I hope we won't make the same mistake often next time.
The above points are some of my experiences from being a marketer to being the head of a marketing sub-group. If we can do it, we can grasp the present, learn from the past and start to create the future. Imagine a bright future, make a practical plan and do something to make it come true today. Clear your goals and explore ways to make your work and life more meaningful, and you will be happier and more successful! Summary of bank marketing (2)
21 years have passed. With the care of branch leaders and the help of my colleagues, I have made some achievements, made great progress in banking knowledge and greatly improved my personal marketing ability.
first of all, in terms of work performance, under the guidance of the branch leaders, I made great efforts to market corporate customers, and successfully hosted the first credit business since the transformation of * branch. By the end of 21**, I had achieved a total credit line of 551 million yuan, driven corporate deposits of more than 81 million yuan, realized interest income of more than 1.6 million yuan and realized intermediary business income of 295,511 yuan. The individual household management enterprise * * has successfully declared as a key customer at the head office level, and is assisting the branch leaders to actively market a number of * * downstream enterprises. In the aspect of small business marketing, we also successfully marketed a * * enterprise, and realized an increase of 1.6 million yuan in private deposits by the end of the year through cross-marketing. In the evaluation of corporate account managers' small indicators, my performance ranks among the top 5 in the whole branch.
Secondly, by learning from leaders, product managers and books, I have mastered the knowledge of our credit business comprehensively. A year ago, when I first transferred to the company's account manager, I had a little knowledge of the company's business and credit products. Through one year's study, I basically mastered the elements of most credit products of banks, and I was able to design reasonable credit schemes and specific business products for customers according to their financial status, guarantee status and business characteristics through communication with customers. In addition, while I was familiar with the business products, I actively studied the credit risk control measures of the bank, and as the only account manager, I took the first credit approver exam held by the branch and passed it smoothly. In the compliance essay held by the branch, I wrote the article "It is imperative to build a deeply rooted compliance culture of commercial banks" and was awarded the second prize of the Head Office.
finally, in the process of business marketing, study hard and accumulate bit by bit, and strive to improve personal marketing ability. As an account manager, his duty is to serve customers well. On the one hand, he should be familiar with his own business products and understand what he can bring to customers. On the other hand, he should understand what customers want, especially the latter, and understand their needs, so as to create conditions to meet them. To a great extent, the improvement of personal marketing ability lies in understanding customers and satisfying them. Therefore, in the process of communicating with customers, I constantly explore customers' hobbies, interests and specialties, and strive to talk about topics that customers are interested in and solve problems that customers need to solve urgently.
The past year has been a full year and a year of progress for me. At the same time, the achievement of these personal achievements is inseparable from the care, guidance and encouragement of the branch leaders. Of course, in the past year, I have also made mistakes, and there are some shortcomings, especially in maintaining existing customers and tapping customer resources, which is exactly what I need to work hard in the future.
The work plan for 21 * * years is, first of all, to strive to maintain existing credit customers, make good use of resources, do a good job in customer marketing, and maximize the profit of credit line under the current situation of tight credit. Secondly, we should firmly grasp the regional characteristics, explore the professional market, do a good job in credit marketing for small and medium-sized enterprises, and strive to achieve results. The third is to explore the potential of stock settlement accounts and market corporate deposits by taking advantage of our wealth management products and strengthening on-site service. The fourth is to vigorously expand the small business settlement households around the sub-branch. The fifth is to strengthen cross-marketing and serve customers in an all-round way together with personal account managers.
21** years have come, and I am determined to work harder and study hard, and strive to make progress in all aspects and become an excellent account manager. Summary of bank marketing (3)
As soon as I set foot on this podium, I couldn't help feeling a little excited. Because just a year ago, I was on this podium, under the call of the new employment mechanism of the branch, talking about the reasons for participating in the competition and letting go of my ideal of dedicating myself to * *, and an account manager was invited to be the director of the sales department. Now, with the passage of time, I have returned to the position of account manager by the director of the sales department. I don't know whether I stand here as a winner or a loser today, but whether I succeed or fail, I want to make a summary of my marketing work in the past year.
the marketing hardships of the past year have led me to sum up four words, that is, "sincerity, diligence, delicacy and novelty". The so-called "sincerity" means to be honest. Honesty is the cornerstone to maintain the modern market economy, and it is a bridge to communicate with customers. When dealing with customers, only by sincerely wanting to stay, matching words with deeds, being anxious about what customers think, can we win the trust of customers and exchange their sincerity.
on * * 21, at a friend's wedding banquet, I met the financial accountant of * * chemical plant in * * county. When we met for the first time, I learned from the conversation that the factory has been booming in recent years and its development momentum is very rapid. An idea immediately flashed through my mind: "If this enterprise can open an account in our company, it will certainly bring a series of considerable benefits." The next day, I came to this enterprise and called on my financial and accounting friend. When people know my purpose, on the one hand, they appreciate my professionalism, but at the same time, they are embarrassed to carry out business cooperation, because they have opened accounts in commercial banks for a long time and know little about * *.
The first public relations visit was somewhat frustrating, but I didn't lose heart because people were very polite to me, which gave us the possibility of our next contact. In addition, people really didn't understand * *, which gave us the topic of our next contact. In this way, from * month to * month, every 11 days, I always go to this enterprise to "visit" and introduce the business of * *, and gradually become a regular customer of the finance department of this enterprise, so that they joked that I was not like a bank employee, but rather like a business salesman of an insurance company. Once, when I was visiting, I overheard that the finance section chief was worried about the recovery of a payment in arrears these two days. This is a raw material payment of 1 million yuan, and the debtor is * * * *. Due to the delay of the payment for three months, the liquidity of the enterprise has been tense. So, I took the initiative to find the finance section chief and put forward a request for me to try.
in the next month, I took advantage of my vacation time, braved the heat and high temperature, and finally got the money back in cash with the help of various relationships. On the day of receiving the payment, the financial section chief happily said two unexpected things: I didn't expect that you had so much energy, and you took back the payment after running for three times for several months. I can't believe that you, as an outsider, can help the enterprise so sincerely and enthusiastically as a friend. What happened next, as you may imagine, was that this enterprise took the initiative to move the basic settlement account to the branch office and became the "iron account" of the branch office. At present, the average daily deposit amount is 1 million yuan, and the average monthly settlement amount is 3 million yuan.
The so-called "diligence" means diligent talk and diligent running. Only by regular communication and exchange with customers, knowing their trends and thoughts, can we adjust our marketing strategies in time, seize business opportunities and seize the opportunities in the fierce business war. In October this year, I learned from my friends that there are several leather goods processing self-employed households in * * * * * village in * * * county, but their business is very prosperous, but they often affect their production because they have not reached a good fund settlement method with the buyers located in * *. To this end, I started with this message, took my friends to the village for many times, and went door-to-door to publicize the express service of our bank. Finally, I made them realize the advantages of this settlement method, and deposited the 2 million yuan of the rural credit cooperatives in my branch office for 31 miles, and fought a beautiful battle of "riding alone for thousands of miles to pull deposits", which accumulated experience for the branch office to break through geographical restrictions and expand the market. The so-called "fine" means to be meticulous.
We should start with the details. Before making marketing, we should fully understand our customers, know what their customers value and need, explore the vast world of cooperation, and at the same time, we should carefully observe what people have not seen, think what people have not thought, and capture the new business opportunities hidden behind things. During the "* *" period this year, I found that there were a lot of customers who came to the branch office to exchange coins for steel collapses. I thought, "Customers prefer steel collapses to paper money for health reasons. If this habit becomes a trend, the demand for steel collapses will definitely increase greatly during this period, which may provide potential business opportunities for our increase." So during that time, as soon as I was free, I went to the branch to get a one-yuan steel collapse and laboriously brought it back to the branch office. Sure enough, in the subsequent marketing, these steel collapses showed great power. On the right side of the branch office is a large commercial building, which is a battleground for all banks. Because of opening an account in ICBC, there is no deposit in the branch office. In order to get a slice of the market. At the critical moment when coins were most in short supply in commercial buildings during the * * period, we delivered coins to the door, which relieved the pressure of difficult change in commercial buildings, and made the boss of commercial buildings very moved. He suddenly transferred 511,111 yuan from other branches. Since then, the deposit of commercial buildings in branch offices has remained at around 711,111 yuan, which has really created new opportunities for the development of branch offices.
the so-called "new" means to innovate the service mode. Marketing should not stay in the traditional habitual thinking and practice, but organically combine the new marketing concept with the service mode to meet the increasing service demand of customers to the maximum extent. In the promotion and marketing of "financial package" organized by the provincial bank during the "two festivals" this year, I asked the staff of the branch office to pay attention to the comparison of business characteristics between products, to combine with the characteristics of customers, to combine with the characteristics of products and to combine with the characteristics of the branch office, which changed the extensive publicity and marketing model in the past and created a new idea of "promoting and marketing by means of financial management". For example, we aimed at students' holidays during the "two festivals" In view of the favorable opportunity that the stock market is closed during the Spring Festival and some investors are unwilling to hold shares for the holidays, we will vigorously market 7-day notice deposits. In view of the favorable opportunity for the sale of treasury bonds, vigorously marketing education savings and so on have achieved good results. "If you don't know how to promote it, then you can promote it by means of financial management" has become the "mantra" of branch employees, so that many customers often find branch offices with "financial package" leaflets to ask employees to help them manage their finances, which has greatly boosted the sales of related business products. Over the past year, under my leadership, the deposit of the branch office has grown from an average annual growth of 4 million in previous years to an increase of 15 million in that year. During this period, I personally absorbed more than 811 gold customer deposits for the branch office.