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Ryan Plourde, Crowe

5 Strategies for Digital Transformation in Banking – Strategy 5

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There are 5 strategies banks can use to overcome challenges with the help of Microsoft Dynamics 365.

Strategy 5: Modernize and strengthen lead generation

Historically, banks have used “push marketing” to drive leads but this is becoming less and less effective. Direct mail, cold calls, and email can be intrusive. The last thing you want is a prospective consumer opting out of all further bank interactions.

Social media should be a lead-generation tactic for every bank. Social selling is considered “pull marketing,” and it often results in warmer leads that convert at a higher rate.

The buying process is changing and banks need to connect with prospective customers by serving them in the customer’s channel of choice. Doing so illustrates a bank’s sophistication and focus on customer experience.

How Dynamics 365 can help: Introduce social selling into your lead-generation strategy

In the age of social selling, researching the companies and people you are about to call is invaluable to the prospecting process. Social media such as LinkedIn and Customer Insights integrations allow for integrated research beyond current bank information.

The tight integration between Dynamics 365 and LinkedIn allows seamless access to LinkedIn profiles, prospects, and leads. Company details infused with social information allow you to drill down into related connections and pull lists of potential targets.

“Today ‘s highly digitally engaged financial services customer has 4.4 products, compared to only 2.7 for the digitally unengaged.”

Source: RFi Group

Social selling amplifies your ability to reach warm prospects. According to Corporate Executive Board (now Gartner), referrals, including social networking leads, rank highest in their qualification. And company news, recent posts, and promotions can all serve as great icebreaker conversation topics.

Crowe CRM for Banking powered by Microsoft Dynamics 365 helps banks score and prioritize leads, track referrals, monitor social insights and record every customer and employee interaction in one place.

“Nearly half (47 percent) of U.S. social media users today actively seek customer service through social media”

Source: NM Incite Social Care Survey

Interested in more strategies? Download the full white paper: 5 Ways Banks Overcome Strategic Challenges with Microsoft Dynamics 365

Learn how banks can use Microsoft Dynamics 365 to help improve the customer experience, streamline processes, optimize opportunity management, build relationships, and modernize lead generation.

Crowe CRM for Banking

Crowe works with 1,800 financial services organizations across the country, including more than two-thirds of the top 100 U.S. banks. With Crowe CRM for Banking for Microsoft Dynamics 365, you can get a true 360-degree view of the customer – with a single view into all communications, interactions, operations, and relationships.

For more information about Crowe CRM for Banking, contact us at +1 877 600 2253 or visit www.crowe.com/crm.

By Ryan Plourde, Crowe, a Microsoft Dynamics 365 Gold Partner www.CroweCRM.com

Follow us on Twitter: @CroweCRM

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