The demand of this kind of customers mainly focuses on the preservation and appreciation of assets and the global allocation of assets, belonging to the top of the pyramid of bank customers, accounting for 20% of customers in the "28 Law", but contributing more than 80% of the bank's profits. For such customers, the account manager or branch president should record the customer's KYC information file, holidays and customers' birthdays in detail, and make regular greetings or home visits.
Banks can provide high-end customers with a variety of systematic and highly customized products such as wealth management package services, innovative loan products, investment and wealth management products. At the same time, it can also open up more priority and exclusive service channels, including VIP service areas such as financial consultants, wealth management centers, personal wealth management centers and wealth management windows. To provide more comfortable and efficient service channels. You can also attach some high-end value-added services such as domestic airport guest service, business travel value-added service and medical value-added service.
Mid-end customers are the main body of banks, and their needs are mainly concentrated in asset preservation and appreciation, housing, education, medical care, pension, leisure and insurance protection.
It can also be classified according to the risk tolerance of customers, such as conservative customers, who want absolute security of principal and can only accept small fluctuations in the market, and can allocate cautious and stable products with relatively low risks and advantages over the market for such mid-range customers;
Steady customers tend to be balanced, prefer to invest in products with both growth and profitability, can accept certain negative fluctuations, and can configure some balanced and enterprising products with competitive advantages;
Aggressive customers, who want to increase investment and get the highest return as much as possible, can accept short-term negative fluctuations and are willing to bear all the benefits, including the risk of losing as much as possible, can configure aggressive products for such customers.
Banks can also regularly carry out some mid-range customer salons, beauty salons, tasting meetings and other activities. Financial managers can establish detailed KYC information files and keep in touch regularly by phone or SMS.
Mass customers, with small unit balance but large customer base, tend to trade frequently but with small scale and single business variety.
Demand is mainly concentrated in financial balance and asset preservation and appreciation, and the income is at a general level. Transactions are mainly intermediate businesses such as savings deposits, receipts and payments. It is necessary to provide regular services for mass customers and include various financial needs. In the process of continuous contact, it is necessary to improve the KYC problem set and tap potential high-quality customers.
You can use the marketing system for mass SMS or telemarketing; Take points exchange, deposit giving and other forms of marketing; Or telephone invitation, with bank wealth management products as the marketing entry point; Old customers lead new customers, add deposit lottery or gift-giving activities, and maintain the relationship with mass customers.