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The Path to Successful Business Development: |
Regular, automatic, renewable communication. Banks need to communicate with their business customers on a direct and regular – if not a fixed – schedule. The reality is that most banks do this seldom, if at all. An example: Take a bank with 1500 business clients and four commercial calling officers. For those four officers to make regular and meaningful interaction with their clients, they would each need to have more than 375 personal contacts at least once every calendar quarter. But we’re not just talking about quick phone calls or a “just stopped by to say ‘hello’” in the customer’s office. We’re talking about having a meaningful, mutually beneficial exchange of information and ideas – the type of exchange that builds a strong bond between the banker and the business owner. If this bank with four calling officers and 1500 clients was your bank, could your four line officers arrange and follow-through on 375 substantive meetings during the 60 business days available each calendar quarter? That would be six such meetings every single business day... We don’t believe it’s possible. And, truth be known, your probably don’t either. Highly personalized communication is dead (... or is it?) The Ideas OnBusiness program completely fills-in the empty chasm of non-communication. It draws customer attention and involvement and is designed to condition your customers to start reaching out to you — instead of the other way around. Call us today and we’ll give you an overview of how this great customer strategy and process works.
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