Bank Marketing Practical Skills: Bank Marketing Practical Handbook.2

Author: Guo Xiaobing
Publisher:
Publish Date: 2006-09-01
Features: "Learned" Customers
Li Qi graduated from university and applied for a job at a bank. She felt incredibly content, as this was the career she had long dreamed of. Growing up, her family lived next door to the bank. Whenever she saw the bank employees coming out, she would feel a mix of admiration and longing. That profession was sacred to her, and she yearned for the day she could sit behind the tall counter, like a magician, counting endless piles of money. Now, she had finally fulfilled her dream and walked through the bank's doors. Although far from home, she still felt incredibly lucky, and the excitement was beyond words. After a month of training, she wore the beautiful bank uniform and started working as an office clerk in the credit department. Six months later, the bank implemented the customer manager system, and she was moved to the marketing front line, becoming a customer manager. At this point, her heart no longer felt the same thrill, she no longer thought the job was noble, and even felt a bit humbled. Just take running businesses, for example. The financial personnel treated her like an insurance salesperson. The moment they saw her, they would find every excuse to avoid her. Unaware of her lack of tact, she would sit in their offices and refuse to leave. They simply ignored her, sometimes leaving her waiting in the office for half the day. For a business deal, she ran herself ragged and talked herself hoarse, but in the end, nothing came of it. Day after day, she ran around outside, but made no progress at all. Two whole months passed, and she had not closed a single deal. Desperate, she confided in a classmate working in the same city, complaining, "I don't plan to keep doing this job anymore. To succeed in the market, you need connections and experience—I have neither. I might as well quit." Her classmate, who worked at a foreign company, listened to her and advised, "Things are tough everywhere these days. Actually, I think you're quite suited for this job." Li Qi looked at her classmate in confusion. "Back in school, you were famous for being the 'social butterfly.' You were talkative, outgoing, and loved to think on your feet—you're perfect for being a customer manager. Why can't you handle this anymore?" Her classmate smiled. "You don't know, being a customer manager in a bank is really tough. I have no relatives or friends here, and my classmates only know you. Where would I go to make deals?" Li Qi sighed heavily, troubled by her situation. "But you say you have no connections? That's not the style of a 'social butterfly.' Connections can be created. Speaking of classmates, I just had an idea. I can help organize an alumni reunion. Our university is quite prestigious, and there must be many alumni in this city." The classmate's words sparked an idea for Li Qi. Of course, she could handle this—it was her specialty. She acted quickly and posted an announcement in the newspaper the next day. Starting from scratch, Li Qi organized a vibrant alumni reunion. Although most attendees were young, a few influential "senior classmates" also showed up. Thanks to this alumni directory, Li Qi managed to close deals.