Cross-sell opportunities abound in large banks. It’s critical that staff across the organization not only recognize these opportunities but also learn how to gain information at each interaction that can be used to create future referral opportunities.
Once identified, it’s critical that referrals be routed to the right person and acted upon promptly. Referrals often relate to a real need so it’s important that they be followed up on quickly to avoid missing the opportunity to close an easy sale.
One of the biggest challenges of implementing a firm-wide referral program is balancing the need for transparency and oversight across lines of business and regions with regulatory, privacy, and regional data residency requirements.