In fact, no matter which industry, it is always crossing the river by feeling the stones at first, and no one will pave the way for you. After trying, making mistakes, being confused, and working hard, everyone has slowly explored a suitable road and achieved their dreams through persistence and accumulation step by step. What you can do is to learn knowledge, guide your predecessors to accumulate experience, and avoid detours instead of staying. Here, I have sorted out the problems that 19 lenders need to pay attention to, hoping to bring you some inspiration and make you go on more firmly!
1, correct attitude, absorb knowledge like a sponge.
Lenders usually have two states. One is to absorb knowledge like a sponge, learn from excellent predecessors, absorb various experiences, methods, skills and knowledge, and gradually transform them into their own abilities through actual combat. The other is like a hedgehog. The more wit, the less courage. They think they can get everything done, they are too arrogant to master the most basic exhibition method at all, so they want to find a shortcut through new methods.
Their future development on the credit road is self-evident. A gradually growing, more and more strong ability to become an excellent loan officer; A kind of standing still, the road to credit is getting narrower and narrower, and even eliminated.
2, crazy exhibition industry, from quantitative change to qualitative change.
As for the exhibition industry, 65,438+0,000 leaflets, 200 telephone calls, 20 advertisements and 65,438+0,000 friends are distributed every day. All methods will be effective as long as they persist for one month. Don't fish for three days and dry the net for two days. As long as there are quantitative changes in many exhibition methods, there will be qualitative changes. If there is no effect, the amount is not enough.
Remember, there is no such thing as a free lunch, and there will be a reward for your efforts.
3, clear objectives, identify the exhibition industry.
If you want to develop your business, you should think more, ask more questions and ask yourself clearly: What is my product? Which market to develop? This is the foundation of your exhibition industry, so be sure. Secondly, find the accurate customer base corresponding to this product and understand where these accurate customers generally appear. For example, if you have a salary loan, you go to the office building. There are many office workers. If you have a car loan, you go to the car dealership or 4S shop to talk about cooperation. If you have a mortgage, you will go to the building materials market, and if you have a consumer loan, you will go to the places where white-collar workers in CBD often haunt.
Only targeted and directional publicity and development can occupy this market faster.
4, familiar with the product, workers want to do it well, they must first sharpen their tools.
After defining the objectives of the exhibition industry, you should be familiar with the products to be promoted. For different customers, the loan terms are different. What conditions do customers need to buy your products? What information do you need? These communication processes with customers are easy to handle, so that customers can feel that you are professional and reliable. You can't ask questions without knowing them.
In addition, you'd better make a list of information for your customers and explain every item on the list to them.
5. Be familiar with technical terms and avoid being blacklisted.
Many lenders are not familiar with inter-bank credit business. In addition, they have no systematic study and training or the guidance of their predecessors, and have a little knowledge of some professional terms. When promoting with customers, being vague can not only effectively solve the problems raised by customers, but also be regarded as liars by customers and listed in the "blacklist". This requires that newcomers to credit must have strong professional knowledge and business skills, and at the same time be able to promote their products according to the actual situation of customers.
6. Keep learning and be a knowledgeable person.
Many newcomers to credit will have this situation: after chatting with customers about products, there is nothing to say, and the scene is very embarrassing, giving customers a very uncomfortable feeling, which is likely to affect further cooperation. An excellent loan officer not only needs good professional knowledge, but also needs to be a "knowledgeable person". The "learned people" here are not proficient in everything, but know everything. Because the customers you face are all kinds of people with different occupations/preferences/needs, only by "knowing yourself and knowing yourself" can you be in an invincible position.
You can prepare several topics with the same theme in advance. With the same topic, we can further narrow the distance between us and get closer to the success of cooperation.
7. Pay attention to learning, speaking skills and writing skills.
The common obstacle of credit newcomers' exhibition industry is that they can't speak or don't know how to speak. No matter how much you know, you can't say it, or it will only make customers unhappy, so cooperation is naturally impossible; Secondly, no matter what platform you promote, you must strengthen your writing skills, refine your own language, and avoid lengthy advertising copy.
Newcomers can watch more videos of speeches and read more jokes and books in their spare time to improve their oral and writing skills.
8, improve the ability of investigation and analysis
As a qualified credit worker, you should be confident to recover the loan. Excessive bad debts will directly affect the commission of loan officers and may also lead to the bankruptcy of credit institutions.
Therefore, it is necessary for credit officers to conduct investigation and analysis in the early stage and have comprehensive analysis ability, so that credit evaluation and decision-making can be based on scientific, reliable and safe basic conditions and loan risks can be minimized.
9, familiar with the process, the whole process is smoother.
Lenders may have to carry out customer training step by step, which will not have great effect in the short term, but you can decide your own knowledge reserve. As a bridge between credit institutions and customers, loan officers are responsible for responding to customers' financing needs, so it is necessary to understand the response ability of credit institutions and the links and processes that customers need to apply for loans, and how long it takes from approval to lending. Only in this way can we finally meet a consulting customer, answer fluently and promote cooperation.
10, be familiar with customers' needs and enhance their position in customers' minds.
If the lender knows the customer's business scope, the relationship between upstream and downstream customers, supply and marketing cooperation, several sales models, payment methods, who provides products to whom, who pays for whom, when to pay, and how long a customer's business cycle is, it can draw the business flow chart of the enterprise. In this way, we can find the breakthrough point of credit, know where the customer's repayment source is, and better promote products according to the customer's needs.
1 1, step by step, pay attention to the accumulation of contacts.
As a lender, eager to develop business and customers, we often offend some people unconsciously. In this business, in the final analysis, it is to make friends. Don't let the immediate interests chill people's hearts. Be kind to others from the beginning and pay attention to accumulating personal resources, which is likely to "save your life" at a critical moment.
12, follow the right teacher and learn to transform.
Credit is not deep, but it needs some understanding and experience accumulation. There is no way to understand, but experience can be taught. Therefore, if a credit newcomer is lucky enough to meet a good teacher when he enters the business, and he is willing to teach you, he will undoubtedly grow faster. It is suggested that the newcomers look at an old man with good performance and good character in the team and stay with him desperately to see how he develops the exhibition industry, how to talk about channels and how to deal with customer problems. It's much faster than finding a way by yourself. In addition, credit newcomers should communicate with your team manager more and avoid detours. He may be the only one who insists on urging you to develop your career. If you have something to say, don't lie to him. Finally, through the guidance of predecessors and the accumulation of experience, we can transform it into our own ability and choose the method that suits us instead of copying it.
13, strictly abide by the bottom line and resolutely do not do things that should not be done.
This society has given everyone a minimum code of conduct called law, which is the bottom line and cannot be touched. Newcomers to credit should strictly abide by the legal bottom line, and cannot sacrifice illegality for business development, and ultimately the loss outweighs the gain.
14, strengthen the initiative of learning and go your own way.
There is a big difference between active and passive results. Don't rely on others to supervise, but take the initiative to learn. Everyone has a natural inertia, always thinking about eating the least suffering, taking the fastest shortcut and getting the maximum benefit. There are some things that others can do for you, but they can't feel for you. Without this mental journey, even if you succeed again, the spiritual field is still barren. The happiness of success and the satisfaction of harvest are not at the end of the struggle, but in the process of struggle, the road must be taken by itself and cannot be replaced by others.
15. Find the right direction and develop first-hand quality customers.
For lenders, the customer qualification and quantity accumulated in the early stage determine the customer circle in the later stage. If all the customers you have accumulated in the first three months are office workers, then the customers you will introduce in the future will basically focus on white-collar workers; If all the customers you have accumulated in the first three months are corporate customers, then the business owners will be introduced later; If you have accumulated mortgage customers in the early stage, you will introduce them to the homeowners in the future. Everything is difficult at the beginning, so we must make a good start and help the later cause.
16, pay attention to growth, salary is not the only standard.
At the beginning of a lender's entry into a bank, salary is not the only criterion to measure his occupation, but income is more important. This kind of harvest is a kind of subtle ability, and you need to carefully understand and discover every step.
17, zero overdue, making customer quality the focus.
If it is overdue, it should be controlled from the first meeting with the customer. If your customers regard overdue as a normal state, then your reputation in the industry can be imagined, and it is difficult to make great progress in the future. Zero overdue can make you have a good reputation in the industry, and you will also taste the sweetness when signing the contract.
18, the correct view of money, a gentleman loves money and takes it properly.
Establish a correct view of money. There are too many temptations in this world, and a dissolute life is addictive, but it can't give you long-term happiness. Although it was hard when I first entered the business, I still gained a lot. Once developed, don't forget your initial heart in the face of various temptations. A gentleman loves money.
19, left is king, persistence may succeed.
There is a saying: everything is difficult at the beginning, and so is the lender. Just entering the credit door, I have no customer resources, lack of professional knowledge and business ability, and need to undergo physical tests and overcome psychological obstacles, but as long as I endure, I believe everything will be suddenly enlightened!