First, take the initiative.

Small and micro loan business requires account managers to actively carry out door-to-door marketing and strange visits according to their market regions, visit various potential customers, and understand the capital needs and industry characteristics. Account managers must have a certain marketing time and more than a certain number of marketing households every week, and are not allowed to wait for customers to come to the door. At the same time, pay attention to the organic combination of various marketing methods, such as SMS marketing, industry marketing, media marketing, word-of-mouth marketing and so on. , to achieve comprehensive marketing effect. The main ways to develop potential customers of microfinance can be summarized as "point, line, circle and surface". The so-called "point" refers to the traditional word of mouth of customers, and old customers introduce new customers; "Circle" refers to the systematic and organized marketing of customers by cooperating with Xinyu Entrepreneurial University and large commercial centers, organizing lectures and special lectures of Entrepreneurial University. "Line" refers to finding potential customers in retail terminals and upstream suppliers through the upstream and downstream of the supply chain, with core enterprises as the center and industries and backbone enterprises as the core, and "digging a string of customers like sweet potatoes"; "Face" refers to the integration and cooperation through horizontal alliance. For example, Xinyu Rural Commercial Bank actively cooperates with various business associations, such as Xinyu Small and Medium-sized Business Circulation Federation, and sets up a special fund for mutual assistance to market small and micro customers in batches. Some of these marketing methods highlight the personal marketing ability of account managers, and some focus on platform marketing with the help of teamwork. Their similarity is "initiative".

Second, diligence can make up for it.

Everyone who does finance knows that no matter how thoughtful the account manager is, he may also face performance fluctuations and customer loss, especially small and micro loan customers with large base and relatively small amount. Customers' loans will expire one by one, and a single account manager cannot always maintain a stable level. Therefore, small and micro loans have an important requirement in business practice. We should constantly develop customers, constantly market potential customers and supplement customer resources. In the early stage of the development of small and micro businesses, some account managers stopped their marketing work and interrupted the development of potential customers because of the sharp increase in investigation workload and unreasonable time schedule after accepting a certain amount of loan applications at the same time. When the account manager accelerated the process of handling all loan applications, he was embarrassed to find that there would be no new customers without marketing, and there was an obvious "fault" in personal performance in a short time. After learning this lesson, the account manager team made clear the mandatory requirements, arranged the work plan reasonably, and continued to carry out marketing work. According to the six-degree segmentation theory, a standard customer may mean that there are 150 potential standard customers around. Therefore, the micro-loan account manager maintains the number of his customers at a relatively stable level through daily post-loan monitoring and customer return visits, so as to realize the stable growth of the whole team's performance and minimize the impact of market fluctuations.

Third, follow suit: the development of potential customers brings new demand points.

Economic society, market demand and opportunities are changing rapidly. As a financial service provider of small and micro enterprises, account managers should also be very familiar with the market demand and grasp the customer demand very accurately. With the change of the market, new potential customers may be generated at any time, and new demand markets may also be formed. At this time, whether it is close to the needs of customers and whether it continues to develop and maintain potential customers becomes the key factor to win. For example, it is a traditional practice to conduct marketing for liquor industry and consider the influence of traditional festivals and weather factors on consumption. Customers engaged in liquor distribution often have unexpected situations such as price increase or agreed rebate (that is, if a certain order quantity is reached, a corresponding proportion of profit rebate will be obtained). In this case, on the one hand, businesses with abundant funds need to advance a large amount of prepaid funds, on the other hand, they need to support downstream accounts receivable, resulting in short-term and concentrated financing needs. By establishing long-term contact with customers, account managers learn these key information and quickly follow up the marketing of potential customers. Imagine, if you don't have a keen reflection on the market, the account manager will not know the newly generated capital demand, and will not be able to make accurate and effective marketing judgments, and will miss the excellent opportunity to expand market share.

Fourth, big waves wash sand: develop potential customers and optimize customer structure.

Small businesses and enterprises served by micro-credit institutions are engaged in industries related to people's livelihood, such as grain and oil, tobacco and alcohol, agricultural and sideline products, home improvement materials, clothing processing, electronic products, clothing, shoes and hats, auto repair and auto parts, logistics and transportation, and car rental. These industries are closely related to the daily life of ordinary people, but the quality of customers is uneven. From big merchants to small butcher in vegetable market, asset quality and risk resistance are different. Through the development of potential customers, we will constantly optimize the customer structure and increase the proportion of high-quality customers. Small and micro loans are highly repetitive and labor-intensive loan business. The single treatment time is short and the requirements are high. Mature account managers generally complete the loan survey within 2-3 hours, and complete the survey form within 1-2 hours, requiring standardized and streamlined financing services for customers. However, the service for small customers is large, and the single benefit can not reach the average level. Through continuous customer development, account managers will find more high-quality customers. By increasing the number and proportion of quality customers, we can provide better and faster services for quality customers and achieve higher profits under the same time and workload. This will not only help to improve the loyalty of high-quality customers, but also get better performance.

2. What industries in Kunming need loans most?

Xia Kun

Complete sets of production equipment for production and enterprises

Medicine, introduction of medical equipment, architectural design of hospital reconstruction, expansion and relocation;

Education, ordinary colleges and secondary vocational and technical schools (junior colleges) teaching and research, experimental training facilities and equipment introduction;

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

Introduction of facilities and equipment such as agricultural development, intelligent greenhouse and agricultural drip irrigation.

Loan refers to the use of bank money by units or individuals, and generally stipulates interest and repayment date. Loans in a broad sense refer to loans, discounts, overdrafts and other borrowing funds.

Third, how do loan intermediaries find customers?

Methods/steps

1, through telemarketing. One thing to note is to find the most basic customers through the most basic telemarketing. This method is very simple, but it will be inefficient and need enough patience.

2. Through newspapers and periodicals. Pay attention to developing customers through newspapers and let more people know your information through advertisements. This method covers a wide range, but it is passive.

3. adopt the announcement. Another method, very simple, is to distribute some publicity in advance and distribute publicity in crowded places such as shopping malls. This method has low cost and good effect.

4. Through the way of strangers. Defamation is also a very good way to find customer resources. Although this method is traditional, it may be rejected by strangers with the enhancement of people's awareness of prevention.

5. Throw orders through peers. You should establish more contacts with your peers, because although your own company can't do some business, other loan intermediaries can do it, and you can communicate with your peers at ordinary times, and there will be cases where your peers leave orders.

6, let old customers introduce. Our salesmen have their own old customers, so we can make full use of this resource and let them introduce their new customers. This will also be a better method, and the information is very accurate and reliable.

Fourth, how to find customer resources that need loans online?

1. It is also the easiest to release information through 58 cities, so that customers in need can come to you.

2. Add some qq-related groups and publish information.

A sentence was sent by predecessors before, you have to have strong connections in the financial and commercial industries. If you don't have it, you must have strong skills. If you don't have it, you must have strong diligence. If you don't have it, you will have nothing. * * * Encourage