The tale of two bankers My company is at an expansion phase and we decided to apply for a bank loan. Thankfully it was easy to get a loan these days and our past three years of financials helped. The first banker was transactional. He came, he briefed, he left. He even tried convincing us to get the loan earlier since we get to enjoy one month of free interest even though he knew we wont need the money until next year. The second banker was relational. He asked about our business and even offered us crucial info about our competition. He was clearly interested in what we do and genuinely wanted us to succeed. A week later, we got good news from both - we got the loan we needed. We thanked both but for the second banker, we immediately recommended our close contacts to him whom we know are doing well and will need a loan to take their business further. We pre-qualified the leads and even pre-sold for him...happily and willingly. Yes it may take you extra time to build relationships with your clients but in the long run its worth every second because you will not only be able to win your clients loyalty and repeated business, you will also get access to his network. With the implantation of PDPA and the eroding trust of consumers towards salespeople, this may be your only way to thrive.
Posted on: Thu, 30 Oct 2014 23:30:00 +0000