This document provides an overview of personal loans, including their history, evolution, segmentation approaches, and prospecting strategies. Personal loans originated as informal lending arrangements but are now a structured industry. Lenders segment the personal loan market based on demographics like age and income, as well as behaviors like usage patterns and repayment history. Prospecting strategies include referrals, digital marketing, direct outreach, and analyzing consumer behaviors and financial goals. The document also discusses techniques for cross-selling, upselling, and providing value to customers through relationship management.

1. PERSONAL LOAN
Group 6
Raghwendra Singh
Saiyed Anees Husain
Ravikant Panwar
Swoyambhu Bhar

2. ABOUT
1. Generally personal loan refers to the money we borrow from any Financial
Institution or any Lender for our personal use.
2. These are unsecured loan.
3. Generally the tenure of these type of loan ranges from 12 to 24 month and the
ticket size of these type of these loans are very small as compared to normal loans.
4. The borrower usually not required to disclose the purpose of the loan.

3. HISTORY AND EVOLUTION
1. Personal loan have a long back dated history in the late centuries.
2. In ancient civilizations, lending money was common. Babylonian Code of Hammurabi (1754
BC) contained laws governing loans, including personal loans. Ancient Greeks and Romans
also engaged in lending money on interest.
3. During the Middle Ages, lending practices became more formalized. Moneylenders emerged
as a prominent group and offers loans which were usually unsecured and carried high interest
rates.
4. The Renaissance period saw the establishment of modern banking institutions, such as the
Medici Bank in Italy. These banks now start offering loans which were mostly secured by
collateral such as land and property.

4. 1. Industrial Revolution: The Industrial Revolution in the 18th and 19th centuries brought significant changes
to lending practices. Banks started offering personal loans to a wider range of individuals, although
collateral was still often required.
2. Consumer Credit: The 20th century witnessed the rise of consumer credit and the formalization of
personal loan systems.
3. Specialized lenders, such as finance companies, began offering personal loans with fixed repayment terms
in installment.
4. Development of Credit Scoring: In the mid-20th century, the concept of credit scoring emerged.
5. Technological Advancements: The advent of computers and the internet revolutionized the personal loan
industry. In recent years, personal loans have become more accessible and diverse. Overall, personal
loans have evolved from informal lending arrangements to a structured and regulated industry

5. SEGMENTATION
1. Segmenting the personal loan market involves dividing the market into distinct groups of
potential customers based on certain characteristics.
2. Job as a Relationship Manager.
3. Here are some common segmentation approaches and potential segments to consider.
4. Demographic Segmentation and Behavioural Segmentation:

6. 1. Age: Target specific age groups, such as millennials, middle-aged individuals, or seniors.
2. Income category such as low-income, middle-income, or high-income earners.
3. Occupation: Target individuals based on their profession or industry.
Demographic Segmentation

7. Behavioural Segmentation
1. Usage Patterns: Segment based on loan usage patterns.
2. Repayment History: Focus on customers with different repayment behaviours.
3. Channel Preferences: Target customers who prefer specific channels for loan application, such
as online platforms, mobile apps, or in-person interactions.
7

8. PROSPECTING STRATEGIES
There are several ways that will allow us to gather more leads that we can enlist in our prospecting
strategies:
These are

9. REFERRALS AND NETWORKING
Referrals and
Recommendations
from Pre existing
customers.

10. DIGITAL MARKETING AND ONLINE
ADVERTISING
• Utilize digital marketing techniques
such as search engine optimization
(SEO), pay-per-click (PPC) advertising,
email marketing, and social media
advertising to target potential customers
online

11. DIRECT OUTREACH AND COLD CALLING
Digital marketing and online advertising:
Utilize digital marketing techniques such as
search engine optimization (SEO), pay-per-
click (PPC)
However this prospects is very low efficient
But still lead can be generated

12. CONSUMER BEHAVIOUR
• What we should serve to those people we shortlisted that we call our potential
customers.
• Certain things to keep in mind that to be kept for effective engagements.

13. FINANCIAL GOALS
• Consumers have various financial goals such as funding education, consolidating
debt, home improvements, or covering unexpected expenses.

14. DECISION-MAKING PROCESS
• Consumers may follow
different decision-making
processes. Some may be more
impulsive, while others prefer a
systematic approach with
careful evaluation.

15. POST-SALE SERVICE
• Consumer behavior extends beyond the sale
itself. Focus on providing excellent post-sale
service, including prompt responses to
queries, regular updates on loan progress,
and assistance with any issues. Satisfied
customers are more likely to refer your
services to others or consider additional
financial products in the future

16. CROSS SELLING AND
UPSELLING
1. These are the sales techniques
2. Used in financial industry
3. To increase leads
4. Or customer satisfaction

17. CROSS SELLING
1. Offering additional products or
services
2. To meet customer financial
need
3. Example :- Credit Card ,
Insurance product

18. UPSELLING
• Involves persuading
customers to choose
a higher value or
more comprehensive
personal loan
package than their
original intention.

19. COMPARATIVE ANALYSIS
• List of Best Personal Loans Offered by Various Banks/NBFCs in India
• Banks/NBFCs Interest Rates(p.a.)
• HDFC Bank 10.50% onwards
• SBI 11.00%-15.00%
• ICICI Bank 10.75% onwards
• Kotak Mahindra Bank 10.99% onward
• Axis Bank 10.49% onwards

20. VARIOUS PROMOTION METHODS OF
AXIS BANK
1. Advertising : Television and print
media, radio, billboards, digital
platforms etc.
2. Digital Marketing : Through
search engine, social media,
Emails and websites
3. Offers and Discounts
4. Loyalty Program
5. Cross-selling and Upselling
6. Partnerships and Tie-ups
7. Direct Marketing

21. Personal Loans
Details :

22. Types Of Personal Loans Provided By Axis Bank :

23. Personal Loan Eligibility Criteria :
1. Cibil Score Preferred 750 and above
2. Salaried Employees
3. Cibil Score Preferred 750 and above
4. Salaried doctors
5. Employees of public and private limited
companies
6. Age of 21 years – 60 years
7. Minimum net monthly income – Rs.
15,000

24. RM’S PROJECTION OF PERSONAL
LOAN BENEFITS :

25. CUSTOMER RELATIONSHIP
MANAGEMENT OF RM:
1. Customer Engagement
2. Needs Assessment
3. Relationship Building
4. Customized Financial
Solutions

26. VALUE ADDITION BY RM:
1. Long history of Axis Bank
2. 3rd Largest Private Sector Bank in
INDIA
3. Axis won ETBFSI award for best
BFSI brand
4. Asset Triple A digital Award for neo
banking API suite
5. Won inclusive finance India award
for Priority Sector Lending