According to a recent study by Barlow Research, nearly 20% of businesses between $2 and $10 million in sales are considering changing their banks in the next 12 months. Does that mean that it will be easier for bankers to land new clients? Only if they jettison some of the
dubious best practices that have plagued their prospecting efforts in the past.
Read the recent article in Community Banker magazine by Buck Bierly and Ned Miller on what sales managers can do to address these problematic behaviors.
Even businesses that are dissatisfied with their primary banks often adopt a "wait and see" attitude. That doesn't mean they're not interested in talking about solutions that might help their businesses in this economy. In fact, it may actually be easier for you to get in the door with prospects than it has been for years.
Now is the time to be calling on prospects. Top performing bankers are laying the groundwork for future business through targeted calling and follow-up. Remember that relationships are built between transactions. And if you're not in front of prospects now, your chances of acquiring new business in the next 12 to 18 months are slim. Here are some tools to help you do just that.
Published in Community Banker
Building a Great Prospect List - What Exactly is it?
Published in American Bankers Association - Commercial Insights
Prospecting Pointers: Why Aren't We Asking More Customers for Referrals
A Checklist for Qualifying Prospects Quickly
Eight Dubious "Best Practices in Prospecting": Coaching for Sales Managers
Our own insights with clients
Four Old & Unproductive Prospecting Habits That Are Hard to Break
"I believe in getting involved in the community."
"I like to make joint calls on prospects with my Cash Manager or Merchant Services Representative."
"I take a CPA out to lunch every week."
"Since all business owners are credit-driven, I use credit as a lead product in my prospecting efforts."
Pre-Recorded Prospecting Webinars