Consistently Win Business Clients By Being An Advisor…Not A Salesperson!
Nov 15, 2022The most successful business bankers will tell you that business owners don’t want the first thing you say to them to be about your products and rates. Business owners want to know what you can do for them. If you can prove to them that you bring valuable insight to the table that can help them, then they will be willing to listen to your sales pitch! How do figure out how you can help them? It is very easy, but it takes some work. First, you need to research your client or prospect. If you want a crash course on digital tools you can use to do this research, check out the free Commercial Lending Toolkit at www.bizopetrol.com. Second, you need to keep you finger on the pulse of the market…like reading this article! You need to be able to deliver valuable insight on a variety of topics that your client or prospect might be interested in.
I spend about 30-45 minutes everyday reading…about the things I know are impacting my clients or prospects. Why should you invest your valuable time doing this? When your client, prospect or referral sources see you as reliable source of valuable insight, they will keep coming back to you over and over again! This is how you bury the 300 other business bankers that are calling on your clients, prospects or referral sources.
I recently came across an article written by the folks at Forbes. It is a quick read on commercial real estate trends. If your client, prospect or referral source asks your opinion about what is happening with the commercial real estate market, you want to be able to respond with th type of insight contained in the article. I will add my two cents to the article. My experience has been that there are always deals to be done no matter the economic environment. There are always properties, markets, industries and businesses that are moving in the opposite direction of where the general market is heading. When the general market is doing well, you will always find pockets that are not performing at all…and, conversely, when the general market is tanking you will find pockets that are performing really well! What does this mean to a business banker? It means that you keep your pulse on the finger of the marketplace and keep hunting no matter what is going on because you will always be able to find a deal to do…no matter what type of economic environment you are in!
Bizpetrol has information, knowledge and tools that will help you become a Business Banking Rockstar. You can start elevating your business credit skills using the free Commercial Lending Toolkit at www.bizpetrol.com. You can see all the Business Banking News articles (like this one) at www.bizpetrol.com/blog. You can access a series of how-to business banker guides https://www.bizpetrol.com/Downloads-Free.
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Article Title: Advice For Business Owners Regarding 2022 CRE Trends
