Relationship Banking: Cross-Selling the Bank's Products & Services to Meet Your Customer's Every Financial Need

Banking's greatest opportunities are often overlooked and underdeveloped. In fact, a veritable gold mine is already in your bank - the customer! Have you made the most of your customers' potential? You have a full line of quality financial products and services to offer, but chances are even your best customers do business with the competition. This isn't necessarily because of pricing or product or trustworthiness. It's often due to a simple lack of effort. We all know that it is easier and more cost-effective to retain and cultivate an existing customer than it is to attract new ones. Yet, many customers are never exposed to the full range of products and services available to them. In most cases, all you have to do is ask! Relationship Banking is the key to realizing the potential of your bank's existing resources: your staff, your customers and your product line. By cross-selling products to your customers, you gain an advantage in market share, retention rates, fee income and, ultimately, profitability. Author Dwight Ritter offers workable solutions which can be put to immediate use. Inside Relationship Banking, you will find the components of a successful program, including: . Financial products and services: By identifying how your product line relates to customer needs, its appeal can skyrocket. This comprehensive analysis includes everything from savings accounts to mutual funds. Lead Product Selling: By identifying those products which customers automatically expect and linking them to related products, you create natural opportunities for effective and productive cross-selling. Lead Product Selling helps bankers meet the needs and raise the awareness of their customers.Improving communications: Good communications are essential to build, nurture and expand any customer relationship. By asking the right questions, opportunities quickly become apparent. By learning how to listen, needs can be fulfilled and relationships can be cemented. Measu

Product details

Hardcover : 199 pages
Title : Relationship Banking: Cross-Selling the Bank's Products & Services to Meet Your Customer's Every Financial Need
Language : English
ISBN-10 : 1557383812
Ranting : 3.7

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Cross Selling in Banks: Relationship Banker Strategy | The
A Relationship Banker (sometimes called a “Universal Banker”) wears many hats: Teller, Loan Salesperson, Customer Service Rep. He or she is the front line person who brings more of the bank to the customer—and more profits by cross selling in the bank than a single skilled teller. That’s why the Relationship Banking strategy is important and such ...
Relationship Banking Investopedia
Client approval is mandatory when cross selling bank services in the course of relationship banking. As the 2018 Wells Fargo scandal demonstrated , such trust can be violated.
Relationship Banking : Cross Selling the | BiggerBooks
Relationship Banking is the key to realizing the potential of your bank's existing resources: your staff, your customers and your product line. By cross selling products to your customers, you gain an advantage in market share, retention rates, fee income and, ultimately, profitability.
Relationship Banking: Cross Selling the Banks Products
Relationship Banking: Cross Selling the Banks Products & Services to Meet Your Customers Every Financial Need Dwight S. Ritter 1557383812 9781557383815 Bankings greatest opportunities are often overlooked and underdevelope
Beyond the Cross Sell: Deepening Relationship Banking
By Evan Sparks. T. wenty seven years ago, Micah Bartlett was a first time bank teller at a small community bank in central Illinois.. A few months in, the bank CEO gathered the staff to discuss the topic of the day: cross selling. “Going forward, we were all going to be about cross selling,” he remembers.
Relationship Banking: Cross Selling the Bank's Products
Relationship Banking is the key to realizing the potential of your bank's existing resources: your staff, your customers and your product line. By cross selling products to your customers, you gain an advantage in market share, retention rates, fee income and, ultimately, profitability.
5 Reasons Why It Pays to Be Best Friends With Your Bank
Relationship banking refers to the marketing of financial "packages" to customers, rather than one off accounts or loans. By cross selling banking products, institutions can increase total assets per customer and subsequently, total revenue per customer.
Cross Selling at Banks: Adopting the Right Strategy for a
Successful cross selling requires that banks understand what their customers need and that the bank keep track of their interaction via phone banking, web, walk in, etc. Just making phone calls to sell loans or plastic cards that the customer does not desire may often end up annoying him.
How to Sell Bank Products: Effective Cross Selling Upselling
Cross Sell Builds Loyalty . The figures below show how much longer, on average, a customer will stay with a bank, based on the number of products they hold with that bank. 1 1 product = 18 months 2 products = 4 years 3 products = 6.8 years