Question

Topic: Strategy

How To Make Customer Profiling Of Existing Hni Clients? How To Promote Cross Selling To The Existing Clients?

Posted by Anonymous on 7/13/2004 at 10:11 AM ET 250 Points
Hello,
I am a fresher just entered into the area of investments as a business development executive..I work for stock broking house which is also into the business of mutual funds and insurance..now I have been asked to do a customer profiling of the existing HNI clients based on thier investment pattern and promote cross selling of our investment products..Apart from that I have been assigned to target at new HNI clients whose funds lie idle in fixed deposits with public sector banks.Kindly give your suggestions as to how I can go about with my assignment? It is alright even if it is in international context..I ll fit it into Indian context..
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RESPONSES

  • Posted by SteveByrneMarketing on 7/13/2004 at 9:47 PM Accepted
    As a BDE in stock brokerage how do you cross market mutual funds and insurance plans?

    You could start with some customer service phone calls to the existing customers. Ask about their situation, their perceptions of your brokerage, how they look at their mutual funds and insurance plans needs. THIS IS NOT AN OPPORTUNITY TO SELL. If you try to sell them you will fail. Gather the data, write a situation analysis, write a marketing brief, call again to confirm your plans and roll out you marketing program.

    Do a search in the top right box for info on how to do this planning.

    Best of luck
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