Page 42 - Banking Finance July 2020

ARTICLE

These are the best avenues to contact the prospective equipment displayed in the exhibition. By visiting such
borrowers, know their plan for setting up the unit or exhibitions, we can contact large number of prospective
expansion project and accordingly we can chalk out our customers in few days as exhibition will be organized for
product offering as per their requirement, suitability and couple of days. Many Banks also put their stall in such
eligibility.Create data base of all the details collected, units exhibitions to display their products & services for marketing
contacted, status of lead etc. and update on regular basis. purpose and the visitors can make enquiries with the bankers

for credit facilities if any required by them. Similar benefits
7. Visiting Industrial areas /clusters: are there in attending workshops & seminars etc. Thus
Industrial Cluster means group of similar units operating in attending industry exhibitions / workshops could be very
the same geographical area. In industrial areas /cluster, the good source for lead generation in large numbers.Create
required infra-structure facilities like power, water, labour data base of all the details gathered & update on regular
etc. are easily available. There could be common infra- basis.
structure facilities like effluent treatment plant, convention
/ exhibition halls etc. Due to this, the units in such area have 9. Friends & relatives a source for lead
better productivity and produce good quality products which generation:
make them competitive in the market. Hence, performance
of units will be better and they may need funds for growth As an individual we have large number of friends who could
be our childhood friends, neighbours, classmates, ex-
of business and therefore there is business potential for
colleagues etc. Similarly an individual will also have large
Banks for financing such units.
number of relatives. If we are in touch with our friends &
relatives regularly and maintain good relations with them
Find out industrial areas/estates or clusters in the region and
and attend social gathering / family functions etc., then they
also find out nearby branches of your Banks. Gather the
could be a great source for lead generation. One more
details like number of units operating, products
manufactured etc. from units financed by us in these important thing is, since such persons are our friends &
relatives, they will be also genuinely interested in helping
industrial areas/cluster, industry associations, by visiting to
us in business development. Thus lead generation with the
industrial areas / clusters & market enquiries etc. Then, list
out the top performing units in terms of reputation, sales help of our friends & relatives is also one of the easiest &
very effective ways of generating leads.
and profitability etc. Plan for visiting units such units. In case,
we get contact number of officials of such units, take their
Visit the unit / office of our friends & relatives and gather
prior appointment else make attempt to visit the units
the information about their products & services,
directly just as one does in door to door marketing.
performance of unit and financials etc. If prima facie,
8. Attending industry exhibition/workshops/ overall findings are satisfactory, then give them our product
brochures and loan application forms, credit information etc.
seminars:
and follow up with them to get the credit proposal in case
Industry exhibition/workshop/seminar is a place where large
they need finance for their business.
number of buyers and sellers meet for business purpose. In
such exhibitions, sellers display their products and buyers see 10. Digital Marketing:
the products and if they like the features / advantages, then
We can generate leads by digital marketing i.e. using various
visitor may show his interest in the products and if price is
digital platforms some of which are as under.
reasonable, the visitor may buy the product or show
1) Many Banks subscribe digital database of thousands of
willingness to buy the product. From Bank's point of view,
listed and unlisted companies. Use this data base to
both the sellers and buyers could be our prospective
customers. The seller may need finance for his business know their expansion / modernisation plans if any and
contacts such companies for lead generation.
expansion / modernization or may be looking for shifting to
new bank if they are not satisfied with the existing bankers. 2) Enquiries from our website can be funnelled & used for
Also the buyer may need finance to purchase the machinery/ lead generations. We have to educate our customers

42 | 2020 | JULY | BANKING FINANCE