Market Specific Treasury Management Calling Strategies
I had the good fortune of calling in different states and cities. In Louisiana for example, some cities were large like New Orleans. While other cities were not so big like Houma LA. One thing I discovered was that there was a common theme at each company no matter what market. That theme was trust and sincerity. Treasury Management Market Calling Strategies are Consistent with that theme no matter where you are calling. We stress that at Lein Consulting.
When a you are calling in a new market for the first time and on a new company, building rapport is very critical for a successful and a comfortable conversation with the prospect or customer. Holding the title of Treasury Management Sales Officer often can be a signal to some people that you are only there to sell them something. While of course you are in sales, if you handle the call incorrectly, not only will you most likely not get a sale but you run the risk of losing the customers trust. Once that trust is lost, it is very difficult or even impossible to win back.
At Lein Consulting we have called on countless businesses of all sizes and industries. And we have been housed in three different major cities in the south. Those cities include New Orleans, Dallas, Fort Worth, Tulsa and Oklahoma City.
Being a good listener is key to every successful sales call. Also taking good notes is critical. You can always ask for permission to take notes. In my career I never had a client tell me not to take notes. Most were pleased that I cared enough to write down what they were expressing as needs and desires for their bank. It really helps when you go back to the office to recount the most important aspects of the sales call. As you prepare your thank you response and hopefully a former proposal for the business, including comments about your understanding of what the client states are his or her needs, makes them feel like they have found a bank and banker who truly is sincere about providing good service.
