Banks can nearly double business banking profits. The secret? Dig deeper into small business sub-segments to find unmet needs.
Banks that truly want to ‘walk the walk’ in small business banking need to do the analytical and structural work crucial for success.
Analytically-driven marketing support can help banks generate new business loans without having to add new bankers.
Bankers can find profitable growth in serving small business if they are able to overcome their limited view of what small businesses actually need.
To improve their business banking efforts, banks need to segment the market, compile the relevant data, package and price appropriately and focus on customer service.
To truly capitalize on the small business market, institutions need to transform the position of small business banker from lender into all-around business management expert.
In their quest for more small business lending, bankers should take a closer look at their baby boomer customers as a source of growth.
To make small business relationships pay off, bankers need all three elements of the customer connection: business, personal and wealth management.