How banks attract with cunning corporate clients?For the sake of involvement of corporate clients credit institutions are ready to go for deception: to hide real rates, to promise nonexistent services and the help communications which are absent. Most “ fertile “ clients for tricks of credit institutions are representatives of small business who most less so far are spoiled by banking products and not too well understand nuances.
During the work with individual entrepreneurs and small firms banks often use tricks which are usually applied at delivery of consumer loans. So, financial institutions can reduce rates according to loans for corporate borrowers, at the same time “ recouping “ on the additional commissions - for maintaining the loan account, granting the credit, pledge estimation of cost. As a rule, money is necessary to the client urgently. And if payment suits it, it, without penetrating into details, right there asks: “ Where to undersign? “
Credit institutions compensate the underestimated rates according to the loan and the raised tariffs for other services (for example, on converting, collection). As a rule, obtaining a loan in somebody financial establishment, the businessman begins to be served in this bank, opens at it accounts. However, having tempted with attractive rates on a loan, representatives of small business not always specify how many they will cost other services.
The trick practiced by employees of department of involvement of corporate clients is similar to the advertizing method applied by mobile network operators. They, declaring that all entering calls are free, suppress about high cost of the calls proceeding especially on city numbers. As additional argument credit institutions quite often tell the small businessman about how it is good “ is “ to their acting clients. Inexperienced businessmen “ are bought “ even on such tricks, being inspired by the stranger “ success “.
of Representatives of an average and especially large business to mislead much more difficult. At least in each company is “ specially trained people “ which deal with financial issues and, in particular, interaction with banks. However and here are possible “ incidents “. And often they arise not from - for purposeful deceptive policy of bank, and because of diligence of certain managers.
The matter is that earnings of experts who are engaged in customer acquisition quite often directly depend on the number of the new companies which passed to service into credit institution. The management of banks establishes the plan regulating the necessary number of clients whom the employee has to attract in certain terms. If the manager does not cope with the plan, then loses the additional income. And that it did not occur, many experts are ready to promise the potential client anything, if only he came to service, translated at least part of turns. Further the company quite often receives not such high-quality and expeditious service as it was promised, and also faces additional expenses which were not stipulated previously.
However “ offended “ the companies can remain clients of the credit institutions which did not justify trust for a long time. Firms manage to get used to managers of bank even if providing not the best services. Experts nevertheless penetrate into requirements of the organization, need every time disappears to explain elementary things.
There is also more banal reason for which dissatisfied clients decide to break off all relations with bank not at once: “ The company should send new bank details to all the partners and clients, and it is routine work, additional labor costs “.
Tricks in touch
Bribery of staff of the large and medium-sized companies making the decision in what bank to be served, - one of the most widespread ways of customer acquisition for the credit institutions offering not the most favorable tariffs and bad quality of service. Say, the finance director in fact does not have a big difference in what bank to be served if, of course, the credit institution is not on the verge of bankruptcy. The bank can share part of the percent raised from the enterprise with the compliant financial director, allow a free loan, not forget to give gifts for every holiday. Other way to obscure to the management of the company the head - to suggest to use communications of bank among state officials and foreign investors. Let`s tell, bankers can brag before a top - managers of the company that among shareholders of credit institution is “ loud “ state names, and also foreigners. The staff of bank at the same time can not make direct promises in assistance by communications with “ necessary “ people, and it is only transparent to hint at a possibility of such interaction.
The bank counts that to the client who passed to service, such communications will be necessary at a distant day. When the management of the company really has a need for support at the state level, the employee of credit institution will unperturbably report: unfortunately, “ necessary “ the official left.
Related delusion cases when bankers invited to themselves to work of relatives a top - managers of those companies with which they wished to establish closer cooperation Are known to
. Employment of the relative in bank for a top - the manager of the company can look quite invitingly.
In - the first, it gives help to the loved one. In - the second, it is always favorable to firm to have in the serving " bank; the “ and in case of crisis will be able beforehand to warn the expert who regularly notifies the management on a state of affairs of credit institution. And if such person is the relative or the friend of one of heads of the company, the possibility of treachery is minimized. However similar related employment can be not such favorable to the company. For example, if the bank insufficiently actively improves service, puts in technologies. Even more loyal relation from credit institution and reduced rates not always compensate lack of high quality service at the modern level. As a result before the management of the company there can be a difficult question: on the one hand, the bank working according to modern standards is necessary for business, and with another - the firm is held by related bonds. At the same time even the cost of the services offered by friendly bank is not always lower, than at competitors.