How to Sell to Banks and Credit Unions
Banks and credit unions continue to be prime targets for the Order Taker service approach. Unfortunately, those tasked with promoting these institutions have wrong attitudes and beliefs about selling. And these are the leaders who oversee retail channels. According to a recent study, 89% of sales managers and salespeople propagate beliefs that are not helpful to selling. A positive attitude and belief system is more likely to spread.
Consider combining several services to increase your chances of winning over bank customers. Cable companies have seen success with bundles, and they can also boost their upsell strategy by bundling a variety of products. For example, a credit union might offer free auto insurance if a customer opens an account with them. In addition, bundles can include incentives such as lower monthly fees or no annual fees. Remember to make bundling as a la carte as possible; consumers are looking for flexibility and customization.
Cross-selling is a great way to increase revenue while maintaining existing relationships. Banks and credit unions are receptive to upsells, so make sure to create comparison charts to help your staff determine when to cross-sell and when to upsell. Cross-selling can be difficult and frustrating for staff, but it is a key strategy to keep customers happy and profitable. By following these strategies, your team will be on the road to success.