According to a recent study by Barlow Research, nearly 30% 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 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
How to Confidently Ask Customers for Referrals
A Checklist for Qualifying Prospects Quickly