Describe an opportunity to attract new clients to our bank.
If you're an experienced relationship banker, the best way to prepare for a question like this is to think about a time when you successfully attracted new clients to your bank. In this case, it is best to go beyond simplistic strategies such as 'providing excellent customer service that leads to referrals' and focus on specific activities targeted at acquiring new clients.
If you're new to relationship banking, research this topic prior to your interview. Most relationship banking roles include attracting new clients within the job requirements. This applies even if the role does not require direct relationship banking experience. Take the time to read helpful articles or watch videos that can give you ideas of how to be successful in this aspect of the role.
Walk your interviewer through a strategy for attracting new clients that applies to your specific role. For example, if you are a personal banker, it is best to discuss a personal banking customer attraction strategy. Also, be sure to discuss a strategy that aligns with the level of the role you are targeting. Finally, note your success with the strategy you describe within your response or tell a brief story if you have personally used the method you describe in your answer.
I mostly work with small business owners in my current role. I was asked last year to develop a strategy to increase our client base in my area. I researched successful methods and decided to reach out to our local small business development center director. I asked if she would be willing to allow me to speak during one of their upcoming seminars. I asked her about the most frequently asked banking and finance questions that small business owners ask and then put together a presentation to address their concerns and highlight our services.
The approach was very successful. I landed 14 new clients within six months and also referred several more to branches closer to their place of business. I feel I would be successful in assisting XYZ Bank in attracting new clients. Can you tell me about your targets in the specific area I would be assigned to if hired for the open position?
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