Years ago, just before Christmas, I delivered two gifts to two different managers at the same bank I visited often.
One manager received a small gift basket with biscotti, cookies, and a few more snacks packaged in white and gold colors. The other manager received a chocolate box with chocolate espresso beans beneath the lid.
Earlier in the year, I spoke with each of these managers and learned about their preferences so these marketing gifts would make a strong connection. It worked.
I not only received telephone calls from each manager later that day (I made my deliveries during their lunch hour), each manager ordered several of the gifts I delivered for bank clients.
This was one of my first corporate sales. It was gratifying to not simply be a bank customer. Instead of only making deposits and withdrawals, I was also making sales.
Do you know your bank’s manager? This person is in charge of increasing customers and bank deposits. Single gifts and gift baskets can become part of their sales arsenal, but that relationship won’t blossom unless you take steps to make it happen.
Here’s how to start.
1. Meet with the manager during your next visit to introduce yourself and learn about bank services you may not know exist. During the conversation, explain to the manager the importance of your service.
Focus your pitch around the goodwill and benefits of customer acknowledgment rather than talk solely about gift baskets. That will get their attention.
2. Make eye contact with the manager each time you arrive at the bank. Wave at him/her when your eyes lock and continue with your banking.
3. Wrap one of your holiday-packaged products and give it to the manager in December as part of your own goodwill. This may lead to additional sales this year and next.
Not all bank managers have buying budgets, and not all will “get it.” However, the benefits may lead to personal sales from bank staff and customers who happen to be there when you are.
This is how you bank on your own success.
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Truly the mark of a good salesperson, getting business from your bank manager! My experience with corporate gifts is to always do something specialised and personal for the decision maker, which will ensure wider business. It works!
I was lucky to have my bank manager take interest in my gift baskets, and that’s why I realized that my banking relationship was good for both our businesses.
My hope is that many designers try this marketing method to uncover this new potential client.