DIRECT MARKETING AND SALES TECHNIQUES

Microfinance institutions mainly use “informal” marketing tactics instead of launching a television campaign or purchase billboards. The most popular is to send loan officers door-to-door to find potential clients. Field promotion is the main marketing tactic in the microfinance industry, which is used by group loan officers and individual loan officers.

While microfinance institutions rely significantly on this tactic, they often don’t invest enough financial and human resources to make it effective. Loan officers are often inadequately trained in sales promotion, missing the classroom basics or coaching and practice in the field. Branch or credit managers often spend little time monitoring loan officers’ effectiveness in generating prospective client leads.

Our “Direct Marketing and Sales Techniques” training is designed for loan officers and their direct supervisors. On successful completion of this training, participants will have a thorough comprehension of best practice sale tools and techniques, which will enable them to increase their effectiveness in generating prospective client leads and retaining existing clients.

Audience: Loan officers, credit managers, branch managers

Format: Classroom training including lectures, roleplays, case studies, interactive discussions

Duration: 1 – 3 days depending on the training needs of financial institutions (basic or advanced)

Language: English or any Balkan language

Certification: To qualify for a certificate, candidates must pass  a written evaluation test after the training.