Relationship-Building Strategies: Short Summer Edition for Bankers
Posted by Ned Miller on Tue, Jun 28, 2011 @ 04:23
Summer can get pretty crazy. Here are a few ways to boost your productivity when you’re pressed for time this summer:
* Make sure to keep in touch with your top customers. If you can’t get out to see them, let them know you’re thinking about them. Make a phone call. Send an email. Encourage one of your associates to visit them. Do something!
* Develop a plan for staying top-of-mind with your prospects. Building a good mailing list (which should also include email addresses) is the place to start. Then commit to sending something to all your prospects on a regular basis. If you’re stumped on what to send, consult with your Marketing Department; don’t overlook anything your organization publishes—annual reports, economic updates, relevant product updates, etc. If you’re really ambitious, see tip #6 below.
* Take advantage of networking events to rub elbows with your customers and prospects. If you get to the events early and keep moving, you might be able to spend a few minutes with lots of your personal list VIPs. (If you’re interested in tips on how to get more out of networking events, go to http://www.mzbierlyconsulting.com/tips-on-networking.)
* Take a product partner to lunch. Get to know your Cash Management rep better. See if he knows anybody on your prospect list. Pick your Wealth Management contact’s brain about what she’s seeing in the market.
* Meet some friendly accountants. Review all the financial statements you have received this year and see whether you know all the CPAs who prepared them. If you don’t, ask your customers to set up a lunch so you can meet them.
Looking for a suggestion on how to jumpstart your prospecting efforts? Check out our website at http://www.mzbierlyconsulting.com/bank-sales-prospecting.
You might also be interested in viewing the Prospecting Clinic series of recorded webinars. For more details go to http://mzbierlyconsulting.webex.com or call Ned Miller at 610-296-4772.