Business Development Institute
This training session is designed for CEO’s, executive management, and Marketing/Business Development Staff.
Learn everything you need to know to turn your Business Development department into a powerful revenue generator.
- Learn how to grow your credit union through Business Development
- Learn how to turn your Business Development Department into a revenue-generating department
- Learn how to build a strong branch to market to and attract new SEGs and/or community business partners
- Discover how to create your Business Development marketing brochure and program to appeal to potential SEGS/Community Business Partners
- Learn how to build stronger relationships through SEGs and/or the community
- Learn how to establish the right metrics and measure and track the right results
- Learn how to build a business development plan, establish benchmarks, measurements, and reports to track your success
- Learn what it takes to open doors to capture more of the market share
- Learn how to build a competitive advantage in the market
- Learn how to penetrate your existing SEGs through increased touch points
- Determine effective ways to network—work smarter, not harder!
- Learn how to turn cold calls into HOT calls
- Master the art of relationship building/selling to open doors and keep them open
Explore ways to market and position your credit union with SEGs and in the community in today’s economy
- Building your BRAND through Business Development
- Overcoming misconceptions and barriers
- Developing and marketing your program to appeal to SEGS/business partners in your communities
- Differentiating your credit union from your competitors in today’s economy
- Delivering your Business Development branding message with consistency
Find out how you can increase loyalty and retention of your SEGs and/or community partners
- The 2-2-2-6-12 Program
- Winning over key decision makers and building loyalty
- Value-added services and programs
- Customized programs for SEGs and Community Business Partners
- Relationship building programs and initiatives
- Touch points that strengthen relationships
Explore ways to penetrate SEGs and community business partners
- Championing a cause
- Community involvement versus community events
- Targeting the right community events for the greatest ROA
- Attracting potential SEGs and members at community events
Discover ways to develop and strengthen partnerships (internally and externally) to support your business development program and objectives
- Role of Business Development Steering Committee
- Engaging Business Development Champions
- Partnering with Branch Operations
- Building relationships with external resources
- The power of communication
Find the best approach to measure, track, and communicate success
- Goals that focus on critical success factors (CSFs) of credit union
- Action plans that help you achieve goals
- Activity reports that track results and goals
- Communicating successes
- Creating benchmarks
- Measuring success
Learn how to open doors, overcome objections, and get past gatekeepers
- The importance of elevator speeches
- Hook statements and questions that open doors
- Cold calling strategies that work using the 3 P’s!!!
- Getting past gatekeepers
- Getting appointments
- Gaining commitments
- Sales skills that deliver results