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      【云南·昆明】贏戰2020——銀行開門紅100℃營銷攻略高級研修班

       各有關單位:


      一年之計在于春,眾所周知,每年一季度是中小微企業及零售客戶最集中、資金最富裕、金融需求最多樣的季節、這對于銀行業各金融機構加大營銷力度,在同業競爭中快速搶占市場份額是重要的時機,“開門紅之戰”是否實施得當,關系到銀行全年目標任務的完成。
      2018年資管新規以后,結構性存款替代保本理財,成為中小銀行攬儲的重要工具,但2019年5月17日,銀保監會發布了銀保監發〔2019〕23號文,專門提到結構性存款不真實,通過設置“假結構”變相高息攬儲及對智能存款進行全面的整頓清理的通知。同時5月24日銀保監會與中國央行對包商銀行接管一事,尤其是對中小銀行而言,減少對同業負債的依賴,加大吸收核心存款是一項長期而艱巨的挑戰。所以在經濟下行,監管日益趨嚴,中美貿易戰加劇以及互聯網金融沖擊的大背景下,2020年的商業銀行開門紅工作必將異常艱難。按以往那種不溫不火的營銷套路肯定難見成效,一定要讓營銷策略、組織管理、營銷技巧與氛圍都快速升溫,達到100℃的沸點狀態。
      以往各行的開門紅存在一些問題: 攬儲方式簡單直接,缺乏系統性及計劃性;目標管理和進程管理過于粗放;o2o、社區營銷、廳堂沙龍、網點沙龍模式無法落地,廳堂流量客戶轉化率不高;外拓流于形式,商戶聯盟、異業聯盟一直無法落實,無法實現批量;營銷促銷活動單一等問題。為了使銀行2020年的開門紅工作能找準切入點,突破諸多瓶頸問題,取得事半功倍的效果。東方斯丹銀行培訓中心定于9月下旬舉辦“贏戰2020——銀行開門紅100℃營銷攻略高級研修班”。本次培訓班將邀請銀行業內資深旺季營銷策略專家對上述問題進行深入交流。

       

      現將有關事宜安排如下:


      一、培訓時間


      2019年9月25日—27日(25日為學員報到日)


      二、培訓地點


      云南省·昆明市(培訓酒店將于提前5個工作日通知)


      三、培訓對象


      1、各省/市(地級、州)銀監局,銀行業協會(公會)專職副會長、秘書長、分管相關工作的領導;
      2、各銀行業金融機構總行、省聯社、各銀行一級、二級分行分管營銷條線的相關領導(個金、小微、對公、工會、渠道部、品牌管理部、規劃部);
      3、各銀行業金融機構營業網點負責人(支行行長、主管營銷相關負責人);
      4、各銀行業金融機構一線員工(大堂經理、理財經理、客戶經理、營銷經理)。


      四、培訓收益


      1、策略升溫篇:洞悉經濟趨勢,找準營銷爆點
      (1)掌握2020年經濟金融大趨勢,找準突破點。
      (2)讓開門紅活動方案實施效果明顯,合理規避地方監管政策、合法合規,且必須可持續化、全年固定化。
      2、管理升溫篇:項目劃小,支行長CEO式督導
      實施項目管理制,讓中基層管理人員學會項目管理工具,科學掌握開門紅各項進程,確保完成既定任務。
      3、技能升溫篇:七大營銷領域創新模式,100℃快速升溫技巧
      (1)廳堂情景營銷技巧及創新

      (2)異業聯盟營銷技巧及創新

      (3)商戶聯盟營銷技巧及創新

      (4)網點微沙龍營銷技巧及創新

      (5)廳堂沙龍營銷技巧及創新

      (6)社區營銷技巧及創新

      (7)廳堂視覺營銷技巧及創新

       

      五、培訓議程

       

      模塊

      單元/內容


      模塊一:

      策略升溫篇:洞悉經濟趨勢,找準營銷爆點

      第一章   金融開放11條對銀行營銷策略的影響

      、銀行機構綜合化經營與交叉銷售大行其道 

      1、銀行產品與服務高度綜合化、多樣化

      2、以基本戶為先導大力推行產品的交叉銷售

      3、相對專業化經營具有獨特競爭優勢

      、以信息化和細分為基礎進行客戶價值管理

      1、客戶細

      2、一對一價值管理

      3、產品與渠道管理

      4、形成一體化模式

      第二章   2020開門紅營銷的新趨勢

      、獲利水平下降、風險增強,逼破銀行低投入、高產出

      、有效應對互聯網金融的跨界競爭

      、快速開辟全渠道、多渠道批量營銷

      、快速提升客戶體驗的管理能力

      堂營銷獲客能力下降,外拓、活動、線上營銷漸成主流

      、領先同業搶市場,奪回失去的客戶

      、提升員工士氣,塑造正能量社會形象

      第三章   營銷策劃成為銀行開門紅成敗關鍵點

      一、對標競爭銀行,科學確定開門紅營銷的目標

      1、細化開門紅總目標與分目標

      2、細化實現開門紅目標相應的主題營銷模式

      3、精準梳理客群

      4、多方整合資源

      5、利用開門紅加強特色網點的建設

      二、提前制定開門紅系列活動方案

      1、選擇恰當的時間   

      2、選擇最佳活動地址

      3、安排好現場活動內容

      4、細化現場活動的步驟,巧妙配合促銷宣傳

      三、細化開門紅計劃執行前的預測評估工作

      1、把握好來自政策方面的影響

      2、注意氣候、營銷人員心態方面因素的影響

      3、做好突發事件營銷預案







      模塊二:

      管理升溫篇:項目劃小,支行長CEO式督導

      第一章   支行長要扭轉以往錯誤的角色定位

      1、把開門紅當成項目科學管理

      2、支行長科學的角色定位:為主為輔

      3、支行長錯誤的角色定位:銷售冠軍

      4、支行在開門紅期間易犯的三種錯誤

      5、支行長在2020開門紅項目管理中要過的三大難關

      第二章   支行長要快速提升的5項專業基本功

      1、定準開門紅核心的客戶

      2、定準開門紅主打產品

      3、清晰網點和產品的核心競爭力

      4、了解自己的核心能力   

      5、了解網點的核心人才

      第三章   開門紅項目 劃小 的管理能力

      1、把開門紅項目劃分成多個小組,明確職能

      2、把項目組打造成能應對市場變化的靈活組織

      3、開門紅項目計劃和調度的步驟

      4、開門紅項目風險分析及管理策略 

      5、開門紅項目利益Vs成本分析

      6、開門紅項目溝通管理策略

      7、開門紅項目品質管理策略

      第四章   開門紅的CEO 式督導和工作協調策略

      1、如何提高項目組成員的核算意識
      2、開門紅項目組業績管理的要點
      3、經費開支的掌握方式——準確把握經營現狀,進行細化管理
      4、時間的掌握方式——關注團隊的總時間

      第五章   細化開門紅績效評估與成本管理

      1、細化開門紅營銷績效的評估方法 

      2、細化開門紅成本分析

      3、細化開門紅營銷的目標管理 





      模塊三:技能升溫篇:七大創新營銷模式,100℃快速升溫技巧

      第一章   開門紅創新營銷模式100℃升溫技巧

      一、異業聯盟\商戶聯盟營銷活動100℃升溫技巧

      1、銀行業異業聯盟\商戶聯盟的主要特征

      2、銀行業異業聯盟\商戶聯盟的核心關鍵點

      3、如何打造強大的異業聯盟\商戶聯盟

      4、銀行異業聯盟\商戶聯盟的篩選條件

      5、如何推廣異業聯盟\商戶聯盟

      二、社區營銷100℃升溫技巧

      1、客群分析——鎖定社區客戶展業方式

      2、呈現新型開門紅營銷展業方案

      三、o2o營銷100℃升溫技巧

      1、如何策劃精準的線上傳播策略及活動定位

      小組研討:現場制定開門紅自媒體傳播定位

      2、線上線下一體化營銷(o2o)如何落地  

      3、如何進行o2o的人群定位 

      4、o2o營銷實戰工具的技巧

      5、如何讓你策劃的開門紅線上營銷廣告/軟文可讀性和宣傳性兼備

      小組研討:現場策劃銀行開門紅主打產品廣告/軟文宣傳方案

      四、廳堂微沙龍/網點沙龍100℃升溫技巧

      1、銀行廳堂微沙龍/網點沙龍實施的現場管理

      2、廳堂微沙龍/網點沙龍產品銷講語言的特點

      3、廳堂微沙龍/網點沙龍現場營銷的五個關鍵溝通技巧

      4、后期跟蹤與客戶維護

         開門紅廳堂視覺營銷100℃升溫技巧

      一、開門紅廳堂氛圍營造的形式

      1、開門紅廳堂氛圍如何營造?  

      2、靜態氛圍營造重點

      3、廳堂入口展示:讓客戶愿意買

      4、廳堂展示:讓客戶愿意轉

      5、柜面展示:臨門一腳見奇效 

      6、貴賓區展示:讓客戶貴起來

      動態氛圍營造重點

      1、根據開門紅期間節慶民俗內涵或客群特色,設計形象的亮點

      2、周周有活動、日日有驚喜開口營銷率高

      3、網點員工互相聯動營銷,齊心協力達成目標的氛圍

      如何做開門紅廳堂視覺營銷傳播

      1、策劃廳堂可視化營銷,引起客戶好奇

      2、通過主題建設打造廳堂營銷宣傳氛圍

      3、提煉產品的核心要點

      4、制作客戶一見動心的產品宣傳單

      5、通過團隊的搭配建立蒲公英式的傳播圈

      6、運用常態話術成功傳播產品

      7、快速傳播產品的三大訓練體系

         主打目標客戶群100℃提升攻略

      一、中老年客戶群100℃經營策略

      1、五個維度構建中老年客戶增值體系

      2、中老年客戶特色開發管理

      3、中老年客戶針對性活動 

      4、制定每項活動的模板及管控流程標準

      二、商貿結算客群100℃經營策略

      1、建立商戶發展突破專題方案,提升活期產比

      2、做實商貿結算戶客群,重點做好幾個方面工作

      3、商戶的綜合化的定制上門服務

      4、制定商戶服務措施,做好商戶策反

      5、建立商戶開發管控體系

      三、務工返鄉客群100℃經營策略

      1、外出務工客群的重要作用  

      2、跨年營銷儲蓄規模大突破的保障

      3、外出務工客群的開發管理模式

      4、外出務工客群開發過程中管理者關鍵工作

      5、外出務工客群開發過程中員工關鍵工作

         開門紅立體化營銷技巧

      一、如何挖掘尋找目標客戶

      1、開門紅銷售基本流程  

      2、搜尋客戶源技巧及注意事項

      3、客戶信息資料獲取渠道

      4、渠道客戶維護管理策略

      二、如何組織各種針對性的開門紅活動

      1、分析網點核心客戶群是哪些人

      2、核心客戶群最關心和最喜歡做的事情是什么

      3、我們網點能提供的服務及活動有哪些

      4、能不能找到第三方機構與我們合作

      5、這些活動能否長久堅持并形成自己網點的特色

      三、客戶拒絕的根源及應對技巧

      1、開門紅銷售基本流程   

      2、用同理心應對客戶異議

      3、如何重復客戶的經歷和情緒

      4、巧妙換框法

      四、如何用情景構建方法成功有效地推介產品

      1、環境布置的多種方式   

      2、情景案例的要求 

      3、如何催眠客戶    

      4、廳堂情景構建的步驟

      5、產品催眠的關鍵話術 

      6、情景營銷的注意事項

      說明此課程內容僅供參考,具體實施時會根據講師課件安排進行調整。

       

       六、報名辦法

       

      報名時間。即日起報名,至2019年9月20日截止,請參訓學員將報名回執函傳真至會務組,會務組于培訓前5個工作日發送詳細安排。

       

      七、聯系方式

       

      座  機:010-83120218/83126168
      傳  真:010-83116558

       

       
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