I believe that most people working in banks perform at a fraction of their potential.
In this session, I will show you how your people (like many bankers before them who couldn’t but now do) can average 6–7+ cross-sales and ALL the deposits in a way that never feels sales-y.
If you’re the kind of leader:
Who has been preaching to your people that you want all the deposits and all the cross sales, but you feel it isn’t getting better fast enough, stay with me.
Or, if you have some people who are still “order taking” and losing the opportunity to do business with many of the rate inquiries who would have turned into your customer IF your person handling the inquiry knew a system that would actually make that happen,
I believe that banks often make the mistake of complicating simple tasks which is particularly true when it comes to deposit growth.
However, shifting our focus from “training” to “educating” can turn this problem into a big win in no time.
Training teaches people what to do. Education teaches people how to be.
Banks have been using the words “trusted advisor” for decades now but are only about 5% of the way toward being able to say those words with any credibility. Their teams simply don’t know what to do to make themselves the only banker that customers would ever need.
I believe people want to work with “the best.”
When people truly trust you and you bring value that exceeds your additional pricing, people are willing to bring all their business to you and your bank. At that point, price has little relevance. They know that what you provide is worth the cost. That’s a prime position for you to be in—now here’s how you’ll get there.
If you’re the kind of leader:
Who has a team member or two who already know how to get large checking accounts without matching price?
Are you tired of spending your marketing dollars on strategies that don’t bring in the low-risk, high-profit clients you desire? Look no further!
In this episode, we will reveal a proven system to help you find your next top 100 most profitable clients, leading to increased profitability and peace of mind.
We understand the challenges that come with trying to attract large deposit accounts away from an incumbent bank. But with our five-step process, you can start closing deals with these top-tier clients in just a few short weeks.
Step 1: Instead of “fishing the whole lake,”
I believe low-cost deposits are critical to a bank’s success.
So, how DO you stop competing on rates and start winning on value?
In this episode, I will show you how to attract low-cost deposits without matching your competitor’s exorbitant rates.
Picture yourself as a captain of a ship lost in the sea, trying to find the right direction to reach the shore. You could see other ships on the horizon, but they are all heading in different directions, and you’re unsure of which way to go. That’s how most banks feel when they’re trying to find low-cost deposits.
And hear your customers say, “I Don’t Want To Work With Any Bank But You.”
If you don’t care about premium pricing, you can stop listening right now.
This is for bank executives who want to figure out how to command premium pricing despite the too-common assumption that banking is a commodity. Therefore, they cannot command premium pricing—or, at best, maybe 25 basis points more on the loan side.
Here’s The Problem
Any bank that can only command 25 basis points of premium pricing will probably not have its name on the front door five years from now.
If your top 100 customers do account for 50 to 140 percent of your profits, like they do for most every bank with under $2 billion in assets, you have to ask yourself: Do you really know how to identify your next top 100 potential customers?
The last two times we connected, we’ve been talking about the need to improve the cross-sales within your bank to create a better sales experience for your people. And to make sure that you capture the entire customer relationship by creating a transformation of the process that attracts the customers to you.
Good Intentions Aren’t Getting the Job Done
Let’s say it: Good intentions aren’t getting the job done. If it was true that they were, we would have solved this cross-sales thing a very long time ago. It’s imperative for the customer relationship in your bank to make sure that you’re accomplishing the outcomes of the entire relationship being captured––especially as it applies to your top 100 most profitable customers,
The last time we met, I told you we’d be coming back this time to discuss: how do you boost those cross-sales and how to do it by having a cultural transformation within your organization.
Because that change in your culture and improvement in your bank’s culture is key to transforming results by making sure that your customer feels heard and moved along.
Outdated Sales Systems & A Better, Proven Process
Most people have the wrong system of sales. We’ve been applying the same system for many, many years with our banks.
If you want to improve the performance of your bank, you’re probably going to need to improve your cross-sales. When your people are meeting with your customers and they’re accomplishing six, seven, eight, maybe nine, or sometimes ten cross-sales on average versus the 2.2 which is typical in the industry, you don’t need nearly as many people and you can pay everyone that you have a whole lot more. Plus it leaves a lot more profit for you.
The Challenge of Cross-Sales
Getting cross-sales right is something that’s been very hard for banks for 30 years.