If you need more sales in any product category, the best place to look for those sales is within your existing customer base, a virtual goldmine for building better relationships and making more sales. For example, most banks and credit unions are looking for more core relationships, checking accounts. How many customers can you identify that have products other than checking accounts? Create a simple marketing plan with a sweet offer, and target that group. Chances are you’ll have better results with your own customers. Why? Because they already know you and have accounts with you - half the battle is already won. How about Home Equity Lines? How many customer/homeowners are in your database? I’m not talking about only the customers that have a real estate loan with you, I’m talking about all the others, the ones that might have a checking or a savings account, happen to be a homeowner, but don’t have a real estate loan with you. It is likely that they have those relationships at another institution. Create a plan, make a sweet offer, and reap the benefits. And, keep repeating your offer every 3-4 weeks over a three month period. Since you are marketing your own customers, they will read your direct mail offering every time you send it. The offer from you will sink in, and eventually when the time is right, they will come to you instead of the competition.
For exceptionally creative ideas to market your own goldmine, contact Fabrizio/Fortuna, specialists in bank and credit union marketing http://www.fabfor.com/home.html. Their work is fresh and timely; their advice insighful, priceless.
For bank and credit union sales expertise go to Sterling Miller.
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