How Can Banks Make Up for Lost Fees? By Turning Small Business into Big Bank Business.

Sept. 20, 2010 - PRLog -- The problem for banks: loss of revenue due to changes in regulatory and competitive environments.  The solution, according to small business banking specialist Clarity Advantage: boost small business revenue to make up the shortfall.  On October 21, 2010, Nick Miller, bank small business sales specialist and president of Clarity Advantage will tell bankers how they can boost revenue per small business household 300% or more during Making Up the Fees, a one-hour, complimentary webinar beginning at 12:00 PM ET.

“Whether the economy recovers quickly or slowly, small business households can and should generate significantly more revenue to offset revenue losses,” contends Miller.  “Because consumer revenues are dropping, branch staff and small business bankers have to go after more small business revenue; it’s a matter of survival for each branch and each business banker.”

During Making Up the Fees, Miller will focus on how banks can:

•   Significantly deepen single-product and two-product small business relationships,
•   Expand small business households to include business plus owner plus employees, and
•   Attract clients who keep higher balances and use more products.

Miller will also address how bankers can overcome the four chief obstacles to expanding small business households:

1.   Time – business banker and branch staff time and resources.
2.   Information – incomplete or dispersed client information that hides household penetration.
3.   Fear of credit turn downs.
4.   Fear that internal partners will “mess up the client relationship” and that “it’s better to defend the deposit rather than risking it.”

To learn more about and register for Making Up the Fees, visit http://www.clarityadvantage.com/wst/2010/09/news/making-u...

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About Clarity Advantage: Clarity Advantage helps banks generate more profitable relationships faster with small and medium-sized companies, their owners, and employees. Clarity consulting, communications, sales tools and training help banks recruit and deploy sales team members, choose their best business and consumer prospects and clients, then approach, engage, sell, expand, and retain relationships. Clarity also assists banks with consumer sales and cash management sales. Clarity clients have posted increases in household penetration, cross-sells, deposit volume, and loan volume. Visitors to Clarity’s website, http://www.clarityadvantage.com, can subscribe to “The Weekly Sales Thought,” a free eNewsletter and podcast focused on business-to-business selling and sales management.