Mr. Shen used to work in Shanghai Pudong Development Bank, but later left for some reasons and went to the United States to study finance. Now he is an expert in bank marketing management.
He told an incident: one day, a friend of Mr. Shen's who worked in Shanghai Pudong Development Bank asked him for help. That little friend is marketing a customer in Taiwan Province province who just came to Shanghai to do business. He has 30 million in cash. Originally, the contact was good, but after a period of contact, the customer lost contact. This small partner thinks that things may be bad, and this customer is likely to be marketed by other banks.
However, according to his previous understanding, the client had two children who wanted to go to an international kindergarten and never went in. Because Mr. Shen used to be a graduate student majoring in education, all my friends turned to him for help. Is there any way to help introduce these two children to a good international kindergarten in Shanghai? Coincidentally, Mr. Shen happened to have a well-connected undergraduate as an executive in a good international kindergarten in Shanghai, and this matter was solved. This customer is also marketed by Mr. Shen's small partner.
So the little friend invited Mr. Shen to dinner to thank him. At the thank-you banquet, the little friend said that he was embarrassed and asked Mr. Shen a request and a question. What exactly is the problem? Mr. Shen has sold the imprison son. At this time, ordinary people may ask "can you introduce this classmate to me", and then use this relationship to win more children of potential customers and market more customers. Or get to know this classmate, and then jointly engage in activities with their school to market the parents of students in their school, because after all, the families of students in this school are either rich or expensive.
Teacher Shen's embarrassing psychology: What should I do if my partner puts forward such a demand? Should I introduce you or not? If it is an introduction, what should the friends do? This is my resource after all.
"Can you handle primary school?" This is the problem of small partners! I'm in kindergarten now, but I don't have much friendship with others after all. What if other banks introduce primary schools and are poached? Doing business is not to lose a single order, but to maintain it continuously.
The above story happened about 10 years ago, and now 10 years have passed. The customer's children have already entered junior high school, and this customer has changed from 30 million to 4.4 billion, and has always been a high-quality customer of Pufa!
Teacher Shen said, "Can this primary school be run?" He was deeply impressed and deeply moved. Indeed, if a customer wants to continue to develop, he must look at the problem from now to the future. It is difficult for us to be a new customer, especially a new big customer, but if we keep the relationship from its childhood until it grows bigger, then this customer will always be yours, which is vertical mining!