Hello, I'm Zhao Hongxia, vice president in charge of corporate business of Fugu County Sub-branch of China Construction Bank. After ten years in the business, I was lucky enough to get to know Orange Language Hall, enter the actual deposit camp, study hard for three months, and make a comeback again. I have gained a lot, grown a lot, and have a deep understanding! I hope I can calm down and make a small summary and share it. Maybe it's not wonderful, but it's my true feelings. I may not be praised by everyone, but this is my thinking and encouragement to myself.
Below I share my changes and gains from four parts: before entering the camp, after entering the camp, case sharing and actual combat summary.
Before joining the camp-solidified thinking, lack of innovation
As a banker, we are faced with two problems: how to maintain existing customers and how to expand incremental customers, so as to create maximum value. Relying on gifts, products, personality and relationships is our most common and commonly used way of working and maintaining. I didn't know his gifts were superior to ours, his products earned more than ours, and his employees were as good as ours. In this case, it is particularly difficult for us to stand out as the first in the industry in the fierce market competition, and our thinking is solidified and we lack innovation, which makes us reach the bottleneck period of business development.
After joining the camp-new ideas, new ideas, new models
Under the organization and promotion of President Liu, who is in charge of personal gold business, I was lucky enough to become attached to the Orange Language Hall with 48 other colleagues and entered the Orange Language Hall to start a 90-day practical deposit camp. The course begins with who I am. What are the customers' needs? How to test the bank in the future? The three levels tell the underlying logic of marketing, the core mode of operation and the key elements of development, which makes me really understand that new ideas lead to new ideas, new ideas innovate new models, and new models produce new results!
I think one idea that benefits me the most is that we are the spokesmen of customers' interests first, and then the spokesmen of banks' interests.
Case sharing-apply what you have learned and return home with a full load.
The financial director of a company account transferred our main settlement account to another bank according to the boss's request. After understanding the situation, he learned that he had made a loan in another bank and wanted to transfer money. At this time, my first thought is to understand and support customers, followed by thanking customers for their support for so many years, and finally continuing to care and greet customers. Maybe one day we will have a chance to cooperate. I expressed these three meanings to the chief financial officer, who was very moved. A week later, I accidentally found that my account was credited with 6.5438+0.6 million yuan.
Two weeks later, I visited the boss's son. I learned from the exchange that he didn't know what gift his son would give for the full moon next month. I said I could help you think about it. In fact, I didn't have any good ideas at that time, but I know that we always ask our customers for support and help in our work, but we can't give them the most practical help. So I thought of the letter written by Mr. Chen Yutang and asked the customer to write a letter to the newborn child. So I made a financial plan of fixed investment and fixed deposit to save money for my children, and at the same time wrote a letter to my clients! When I gave it to my client, he was shocked and said it was the most meaningful gift I have ever seen! Thank you so much, you are so careful! Tell me anything in the future and I'll help you!
This company account has no balance for a long time. As of last weekend, the balance was 45 million! Customer first, performance second, make children's savings plan for customers with professional financial plan. A letter reflects my confidence, creativity and significance! Attract customers through professionalism and sincerity, and let customers come uninvited!
Summary of actual combat-if it is in full bloom, the butterfly will come.
After three months' study, I followed the progress closely, applied what I have learned and punched in carefully, and was repeatedly rated as a punching model. At the same time, it has won the recognition and trust of customers, truly achieved the commission, and also allowed itself to grow.
After three months of study, I deeply realized that deposits are more about asset precipitation than standing aside.
Finally, I encourage you with one sentence: diligent study is like a seedling in spring, but it does not thrive; Dropping out of school is like a whetstone.