I recently asked a variety of C-level people how often they were called on by a banker trying to get their business. I heard one thing that surprised me—and it’s not what you think.
Several said they don’t really need a loan, so they weren’t that interested in talking to a banker. Wait. What?!
Are you making yourself indispensable to your business customers? Treat them like rock stars and they’ll have little reason to consider doing business with other institutions.
You don't have to stock their offices with M&M's (minus a certain color) and a special brand of sparkling water.
Your board meets regularly. Maybe they sign loan approvals or give advice. Do they do anything else for you? What about growing your organization? It's time to amp up expectations.
I recently had trouble with a community bank’s technology and emailed a banker there to complain in what I hope was a polite—but very frustrated—manner. The response was swift and unexpected.
She thanked me.
The monster lurking around the corner isn’t the economy or absence of a marketing budget. It’s a lack of strategy that keeps you from achieving your business development goals.
While Jack had magic beans, you don't.
