2. Agenda
Profiling the customer
Investment objective
Preferred Investment tools analysis
Key points to consider before pitching a
product
Dos and Don'ts while pitching a product
Conclusion
3. Profiling The Customer
Find the investment objective
Short term/long term
Monthly/bulk investment
Tax incentives
Systematic returns
Assess the planned annual savings target
4. Continued…
Find the preferred investments tools the
customer is aware of or has used in the past.
This will help us in assessing
Risk Affinity
Awareness Level
Past experiences
Expected Returns
5. Before Pitching a Product
The following things must be considered before
pitching any MF product
A brush up of mutual fund basics is imperative
even if the customer is fully aware
Clearly explain the basic risks that every MF
product carries
In case of bad past experiences clear
explanation of what went wrong help clear the
air with the customer.
6. Pitching a Product
Give the basic product details clearly and use
examples from day to day life to better connect
with the customers
Know the basic figures like sensex, gold
market, past returns etc…
Discuss the investment horizon with the
customers
Explain the risks involved completely and clearly
Inform the customers about how they can check
their returns, redeem their money or initiate a
change in SIP and where can they contact MF
people in the future
7. Conclusion
Understand the investment objectives and
pattern
Check awareness level and past experiences
Recap the basics of MF before pitching a
product
Pitch a bouquet of products suitable to the
investor’s profile
Explain the risk , pitfalls and benefits
Don’t be too hasty in selling a product, let the
customer decide!
