This document outlines steps for profiling customers and effectively pitching mutual fund products. It recommends determining a customer's investment objectives, preferred investment tools, and annual savings target. Key points to consider before pitching include explaining basic mutual fund risks and addressing any past negative experiences. When pitching a product, representatives should clearly explain basic details and risks using everyday examples, discuss investment horizons, and inform customers how to monitor returns and contact representatives. The conclusion emphasizes understanding investment objectives and awareness, recapping mutual fund basics, pitching a suitable product bouquet, and letting the customer decide.

1. Understanding The Customer And
Pitching a MF Product
By: Akshat Chaudhari

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!

8. Thank you