The White-Glove Experience Doesn't Scale
But it’s easier said than done when a banker has dozens of customers. Tom Hessen explains further in this video.
Your Bankers Are Missing A Massive Revenue Opportunity In Commercial & Business Banking Segments
Business bankers manage dozens clients at a time. These relationships are the foundation for revenue growth – but how do you provide best-in-class service and trusted expertise to everyone?
9Lenses helps bankers make the most of every conversation and add value in ways customers love … so they arrive at the right solution(s) faster and with confidence built upon established trust.
The Challenge:
Transactional Relationships Create Missed Opportunities At Scale
You’ve seen the ads of a banker walking through a business office or shop floor along with the business owner, getting to know them and their business. It’s conveys a strong, personal relationship built around the customer’s goals.
Banks desire to provide this experience for every customer, a white-glove experience where the customer feels valued and understood.
But in commercial and business banking, it’s difficult. Many relationships are transactional due to the volume of customers they work with. Bankers become reactive to requests and aren’t on a first-name basis with everyone. This leads to uncovered sales opportunities.
Here's Three Reasons How:
These hold your bankers back from being their best.
Customer-To-Banker Ratio
Bankers have dozens of accounts in their book of business. It’s impossible to knew them all – typically, it’s closer to 20%. That leaves 80% of customers with untapped growth potential.
Interactions Add Little Value
With customers a banker doesn’t know well, conversations are either quick “check-ins” or reactive conversations. Neither builds the relationships needed to foster trust.
Over-Reliance On Solution Experts
Bankers serve customers across various industries – and with a complex portfolio of services. To ensure customers get expertise, they’ll bring in experts … but this prolongs sales cycles and provides a siloed experience.
There's A Better Way For Banks To Build Relationships At Scale
Banking is built upon human-to-human engagement.
This is about supporting that. Not replacing it.
Package Expertise In Digital Advisory Tools
Knowledge varies from banker to banker – but this eliminates the gap in a scalable manner.
These tools are designed to rapidly identify gaps and relate them to your customer’s goals – in an interactive manner that’s engaging throughout.
Now, you can ask your typical questions, from cash flow to payment processes, credit cards to loans, and more. All in a systemized manner.
Now, you’re able to provide something your competitors can’t. Keep reading to see how.
By utilizing the 9Lenses platform, we've seen customers complete our advisory tools
over 90% of the time. They love it.
over 90% of the time. They love it.
Fortune 200 Banking Executive
Add Value And Change The Meeting
Before meeting, send the right advisory tool to your prospect or customer – being sure to communicate how this will help you both align to the most relevant topics that will help them.
The customer receives a scorecard with results, which bankers also receive.
This shifts the purpose of the meeting.
Now, it’s a high-value consultation … instead of what would’ve been an informal check-in style meeting filled with generic questions.
Huddle With Your Solution Experts
Armed with customer-provided information, bankers can now sync internally with the right experts before the upcoming meeting.
Together, you review the customer’s scorecard and make sure to provide tailored expertise on the call.
Consult With All Of Your Customers.
Now, both customer and banker come into the meeting aligned on topics and with bankers able to provide tailored expertise.
This is what banking should be.
Understand your customer’s business needs and partnering with them to facilitate the right solutions. And building trust at every turn.
Customers Love It.
Feedback from 9Lenses clients shows how digital advisory tools create a win-win scenario for both bankers and their customers.
CEO Tom Hessen shares more in this video.
I was highly skeptical this approach would work.
I couldn't have been more wrong.
—Fortune 500 Banking Executive
Here's How 9Lenses Helps Banks Build Relationships That Grow Revenue
Bankers love these features.
Client Scorecards
Upon finishing an assessment, customers and bankers both receive the results.
This provides instant value in easy-to-understand form for customers while aligning bankers to the same data points.
Virtual Sales Coach
Now with those tailored recommendations in-hand, bankers can brush up on readiness with the 9Lenses Virtual Sales Coach.
Quickly gather necessary background research, key talking points, and be at your best heading into the meeting – so you build confidence and earn your customer’s trust.
Selling Orchestration
Business bankers easily align with solution experts, who are alerted the conversation is coming.
Now, experts can be on the initial call – and customers aren’t asked to schedule additional meetings to get the answers they want.
See how 9Lenses evolves your banking business.
9Lenses is the first SaaS platform that systemizes the entire sales engagement process. And bankers today love it.
Use it to delight your customers and empower your teams.
