Under the best economic conditions, financial institutions face an uphill battle in acquiring, developing, and ultimately keeping new account relationships. Such trials are intensified in stressed economic conditions. For credit unions, retaining members is critical to sustaining net account growth in any economic environment. According to one banking industry study, banks typically lose relationships with 10-12% of their households each year. While credit unions typically have lower churn, even small improvements in account retention will have a major impact on primary account growth.
Understanding how member acquisition is influenced by changing needs is one way credit unions can build informed strategies that support organic primary account growth. Consumer behavior is traditionally driven by three factors, and segmenting your member base will help you maximize current performance as well as future potential.
1. Employment-Driven Behavior
New jobs spur consumers to change financial institutions. Encourage members to set up a direct deposit; then support increased debit card usage by stimulating ATM habits and promoting electronic micro-payments.
2. Mortgage-Driven Behavior
Members “bank” where they keep their mortgages. Fewer new mortgages typically result in fewer new members, so engage your members by up-selling and cross-selling primary products, such as insurance, retirement, mortgages, or loans.
3. Confidence-Driven Behavior
Consumer anxiety over the safety of their financial institution – and therefore the safety of their money – affects their willingness to concentrate savings in one institution. Strengthen and cultivate relationships by emphasizing quality assurance processes and establishing specialized retention units, then monitor member behavior changes to prevent attrition.