Banks don’t always know who owns the small businesses they serve—which poses problems of legality, security and profitability.
Banks have the opportunity to nearly double their business banking profitability by digging deeper into small business sub-segments to find unmet needs.
With small business customers increasingly dissatisfied with bank products and services, bankers should investigate more non-traditional offerings such as generating invoices or hosting Websites.
Small business banking efforts are often typically hampered by organizational failures, lack of innovation and the fear of regulators.
By teaming up with non-bank lending partners, banks can preserve and enhance customer relationships even if they have to deny credit requests.
Miami banker Richard Dailey says community banks focused on small business customers can do well in today’s market.
Converting small business prospects into customers requires listening to customers in the initial interaction, offering loans when appropriate and being clear on your value proposition.
Achieving success in small business banking requires combining retail and commercial capabilities into a package that effectively serves the needs of these customers.