With the uncertainty that lingers from the financial crisis fallout, banks continue to face the question of how to hold on to existing customers. One solution lies within a vast, yet largely untapped segment of their current customers. Yes, it’s true that banks should continue to actively protect their top 20 percent of customers—those with…
Category Archives: Cross Sell
I find that most industry white papers focus on the importance of cross-selling in the first 90 days of a new customer relationship. It’s a theory likely borne of the belief that cross-sell effectiveness declines after that point in the relationship. According to BAI, almost 81 percent of a bank’s opportunity to cross-sell happens in…
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