Always set the stage for cross-selling with excellent service and a positive image!
Start your day off with cleaning up your work area, stocking it with supplies and marketing material. Include brochures, business cards and if you have a special offer create a tent card for your window by tastefully mounting a screen shot or newspaper ad for display. Clear picture frames make excellent props for displaying brochures or advertising. Focal points generate conversation so you will want to support any effort the company has put forth in statement stuffers, signage, and advertising.
There is an old adage that goes like this: People don’t care how much you know until they know how much you care. How you convey that you care begins with a smile. Be inquisitive, engaging and prepared!
Cross-Selling tips for bankers:
- Appear friendly and approachable
- Introduce yourself, look them in the eye
- Use their name
- When it’s appropriate, start and end on a handshake
- Pay them a sincere compliment
- Get to know them as a person
- Engage them with questions that express care and interest
These are some things you can say:
- How’s your week going?
- Tell me about your family.
- Tell me about your work.
- What’s new with you?
- Have any big plans for this time of the year?
Put these tips to work for you and you will ace your job at the branch!
If you want to excel at cross-selling, we have some excellent resources for you! Beyond Customer Service is a recorded webinar that will inspire your tellers and sales representatives to go above and beyond to provide a spectacular customer experience. Spotting Opportunities & Making Referrals focuses on developing dynamic sales skills for front-line personnel and will teach you how to enhance your front liner’s preparation and curiosity-seeking skills.
Let’s throw in a freebie! Cross-Selling: A Valuable Marketing Tool is an in-depth article on why and how cross-selling creates win-win scenarios.