{"id":27093,"date":"2026-03-17T17:37:38","date_gmt":"2026-03-17T15:37:38","guid":{"rendered":"https:\/\/www.elcol-legi.org\/w\/?p=27093"},"modified":"2026-03-17T17:37:38","modified_gmt":"2026-03-17T15:37:38","slug":"la-quota-de-vinculacio","status":"publish","type":"post","link":"https:\/\/www.elcol-legi.org\/w\/la-quota-de-vinculacio\/","title":{"rendered":"La quota de vinculaci\u00f3"},"content":{"rendered":"<div class=\"wpb-content-wrapper\"><p>[vc_row][vc_column width=&#8221;3\/4&#8243;][vc_column_text css=&#8221;&#8221;]<\/p>\n<h2>La quota de vinculaci\u00f3<\/h2>\n<p>[\/vc_column_text][stm_spacing lg_spacing=&#8221;6&#8243; md_spacing=&#8221;6&#8243; sm_spacing=&#8221;6&#8243; xs_spacing=&#8221;6&#8243;][vc_column_text css=&#8221;&#8221;]<em>17\/03\/26<\/em>[\/vc_column_text][vc_column_text css=&#8221;&#8221;]<\/p>\n<p class=\"mcePastedContent\" data-pm-slice=\"1 1 []\"><em>Els mediadors tenen clar que captar la confian\u00e7a d\u2019un client \u00e9s dif\u00edcil, per\u00f2 que encara \u00e9s m\u00e9s dif\u00edcil mantenir-la i incrementar-la<\/em><\/p>\n<p>[\/vc_column_text][vc_single_image source=&#8221;featured_image&#8221; img_size=&#8221;850&#215;350&#8243;][vc_column_text css=&#8221;.vc_custom_1773761765703{margin-bottom: 20px !important;}&#8221;]<\/p>\n<p class=\"p1\">Des de fa anys, fidelitzar s\u2019anomena vincular. La fidelitzaci\u00f3 ha quedat com un concepte dels inicis dels anys 2000. Per\u00f2 als corredors i a les ag\u00e8ncies els \u00e9s igual parlar de fidelitzar o de vincular. En qualsevol cas, tenen clar que, si no gestionen b\u00e9 la confian\u00e7a del client, aquest decidir\u00e0 canviar d\u2019aires.<\/p>\n<p class=\"p1\">Ho podem anomenar experi\u00e8ncia de client, qualitat de servei o, senzillament, estima, en to professional, per\u00f2 al final es tracta d\u2019aix\u00f2. En angl\u00e8s tenen una paraula perfecta\u2026 \u201cCare\u201d.<\/p>\n<p class=\"p1\">Una de les idees clau de la vinculaci\u00f3 \u00e9s que, com m\u00e9s productes tingui contractats un client, m\u00e9s resistent ser\u00e0 al canvi. I per aix\u00f2 s\u2019han posat en marxa moltes estrat\u00e8gies per incrementar la vinculaci\u00f3.<\/p>\n<p class=\"p1\">Tanmateix, com sempre, el primer \u00e9s con\u00e8ixer el client i no equivocar-se amb les propostes.<\/p>\n<p class=\"p1\">Fa uns dies vaig rebre una carta del meu banc, l\u2019\u00fanica caixa que queda a Catalunya. Em deien que no complia els \u201crequisits de vinculaci\u00f3\u201d per mantenir-me el diferencial de la hipoteca. La veritat \u00e9s que el concepte em va fer pensar.<\/p>\n<p class=\"p1\">La vinculaci\u00f3 a la banca \u00e9s, \u201cper for\u00e7a\u201d, un requisit. N\u00f2mina, assegurances, targetes, el que calgui\u2026 Tant se val si encaixa amb les teves necessitats o amb el teu perfil. Tant se val com sigui casa teva o quines siguin les teves necessitats de protecci\u00f3 en vida. Tant se val si necessites o no una targeta de cr\u00e8dit. El requisit \u00e9s tenir-ho tot.<\/p>\n<p class=\"p1\">Ho anomenen quota de vinculaci\u00f3, quan haurien d\u2019anomenar-ho quota de participaci\u00f3 en els marges del banc.<\/p>\n<p class=\"p1\">A aquesta voracitat per acaparar espai a la butxaca del client, ara s\u2019hi afegeix l\u2019automatitzaci\u00f3. Una soluci\u00f3 magn\u00edfica quan vols ser eficient, per\u00f2 amb la qual corres el risc d\u2019equivocar-te si no tens capacitat d\u2019afinar i personalitzar.<\/p>\n<p class=\"p1\">Aquesta vegada m\u2019ha tocat fer-me una targeta de 40 \u20ac (perqu\u00e8 tota la resta ja ho tenia\u2026) per cobrir la quota de vinculaci\u00f3. I, tanmateix, crec que cada vegada estic m\u00e9s desvinculat de l\u2019entitat, de la seva manera de fer i de la seva manera de tractar els clients. \u00d2bviament, ja he agafat el cam\u00ed de la desvinculaci\u00f3\u2026<\/p>\n<p class=\"p3\"><b>La vinculaci\u00f3 positiva<\/b><\/p>\n<p class=\"p1\">Els mediadors tenen clar que captar la confian\u00e7a d\u2019un client costa. Per\u00f2 que el que costa m\u00e9s \u00e9s mantenir-la i incrementar-la.<\/p>\n<p class=\"p1\">Per aix\u00f2 utilitzen la vinculaci\u00f3 positiva, que t\u00e9 tres pilars.<\/p>\n<p class=\"p1\"><b>La comunicaci\u00f3 continuada.<\/b> Els mediadors que m\u00e9s vinculen s\u00f3n aquells que es comuniquen sovint amb els seus clients, tant per a les coses bones com per a les dolentes, i per diferents canals.<\/p>\n<p class=\"p1\"><b>L\u2019escolta activa.<\/b> Com a element per entendre qu\u00e8 necessita cada client i adaptar la proposta de servei i de productes.<\/p>\n<p class=\"p1\"><b>I l\u2019enfocament al client.<\/b> En lloc de dir a cada client:<\/p>\n<p class=\"p1\">Si no tens 3 assegurances, del que jo vulgui, la que necessites et sortir\u00e0 un 40 % m\u00e9s cara.<\/p>\n<p class=\"p1\">Diem que, si confies en nosaltres, et tractarem com et mereixes. Ens \u00e9s igual si tens 1, 3 o 25 p\u00f2lisses (pocs mediadors tenen establerts nivells de servei o d\u2019atenci\u00f3 segmentats per clients).<\/p>\n<p class=\"p1\">Diem que, si confies en nosaltres tenin una vegada, ens esfor\u00e7arem perqu\u00e8 ho facis dues, tres, quatre i les que calgui. Amb m\u00e9s serveis, amb descomptes i amb facilitats de pagament i de gesti\u00f3.<\/p>\n<p class=\"p1\">La vinculaci\u00f3 imposada genera nom\u00e9s perman\u00e8ncia. La vinculaci\u00f3 positiva genera lleialtat.<\/p>\n<p class=\"p1\">Aquest proc\u00e9s acosta el client i el mediador fixant-se en el <b>COM<\/b> (relaci\u00f3, servei, tracte), no en el <b>QU\u00c8<\/b> (requisit de productes).<\/p>\n<p class=\"p1\">La veritable quota de vinculaci\u00f3 no es paga amb productes. Es paga amb confian\u00e7a.<\/p>\n<p class=\"p1\">I aix\u00f2 <b>s\u00ed<\/b> que \u00e9s la quota de vinculaci\u00f3.<\/p>\n<p class=\"p1\"><i>Un article d\u2019Enric Vidal, assessor de m\u00e0rqueting del Col\u00b7legi<\/i><i><\/i><\/p>\n<p>[\/vc_column_text][vc_row_inner][vc_column_inner width=&#8221;1\/6&#8243;][\/vc_column_inner][vc_column_inner width=&#8221;1\/6&#8243;][\/vc_column_inner][vc_column_inner width=&#8221;1\/6&#8243;][\/vc_column_inner][vc_column_inner width=&#8221;1\/6&#8243;][\/vc_column_inner][\/vc_row_inner][\/vc_column][vc_column width=&#8221;1\/4&#8243;][stm_spacing lg_spacing=&#8221;50&#8243; md_spacing=&#8221;50&#8243; sm_spacing=&#8221;50&#8243; xs_spacing=&#8221;50&#8243;][vc_column_text]<\/p>\n<h2>\u00daltimes not\u00edcies<\/h2>\n<p>[\/vc_column_text][stm_news loop=&#8221;size:4|order_by:date|order:DESC|post_type:post|categories:8&#8243; posts_per_row=&#8221;2&#8243;][\/vc_column][\/vc_row]<\/p>\n<\/div>","protected":false},"excerpt":{"rendered":"<p>[vc_row][vc_column width=&#8221;3\/4&#8243;][vc_column_text css=&#8221;&#8221;] La quota de vinculaci\u00f3 [\/vc_column_text][stm_spacing lg_spacing=&#8221;6&#8243; md_spacing=&#8221;6&#8243; sm_spacing=&#8221;6&#8243; xs_spacing=&#8221;6&#8243;][vc_column_text css=&#8221;&#8221;]17\/03\/26[\/vc_column_text][vc_column_text css=&#8221;&#8221;] Els mediadors tenen clar que captar la confian\u00e7a d\u2019un client \u00e9s dif\u00edcil, per\u00f2 que encara \u00e9s m\u00e9s dif\u00edcil mantenir-la i incrementar-la [\/vc_column_text][vc_single_image source=&#8221;featured_image&#8221; img_size=&#8221;850&#215;350&#8243;][vc_column_text css=&#8221;.vc_custom_1773761765703{margin-bottom: 20px !important;}&#8221;] Des de fa anys, fidelitzar s\u2019anomena vincular. La fidelitzaci\u00f3 ha quedat com un concepte<\/p>\n","protected":false},"author":562,"featured_media":27094,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[8],"tags":[2162,1868],"class_list":["post-27093","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-noticies","tag-mednews-294","tag-mn-2"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v27.6 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>La quota de vinculaci\u00f3 - Col-legi de Mediadors d&#039;Assegurances de Barcelona<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.elcol-legi.org\/w\/la-quota-de-vinculacio\/\" \/>\n<meta property=\"og:locale\" content=\"ca_ES\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"La quota de vinculaci\u00f3 - Col-legi de Mediadors d&#039;Assegurances de Barcelona\" \/>\n<meta property=\"og:description\" content=\"[vc_row][vc_column width=&#8221;3\/4&#8243;][vc_column_text css=&#8221;&#8221;] La quota de vinculaci\u00f3 [\/vc_column_text][stm_spacing lg_spacing=&#8221;6&#8243; md_spacing=&#8221;6&#8243; sm_spacing=&#8221;6&#8243; xs_spacing=&#8221;6&#8243;][vc_column_text css=&#8221;&#8221;]17\/03\/26[\/vc_column_text][vc_column_text css=&#8221;&#8221;] Els mediadors tenen clar que captar la confian\u00e7a d\u2019un client \u00e9s dif\u00edcil, per\u00f2 que encara \u00e9s m\u00e9s dif\u00edcil mantenir-la i incrementar-la [\/vc_column_text][vc_single_image source=&#8221;featured_image&#8221; img_size=&#8221;850&#215;350&#8243;][vc_column_text css=&#8221;.vc_custom_1773761765703{margin-bottom: 20px !important;}&#8221;] Des de fa anys, fidelitzar s\u2019anomena vincular. 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Col-legi de Mediadors d&#039;Assegurances de Barcelona","robots":{"index":"index","follow":"follow","max-snippet":"max-snippet:-1","max-image-preview":"max-image-preview:large","max-video-preview":"max-video-preview:-1"},"canonical":"https:\/\/www.elcol-legi.org\/w\/la-quota-de-vinculacio\/","og_locale":"ca_ES","og_type":"article","og_title":"La quota de vinculaci\u00f3 - Col-legi de Mediadors d&#039;Assegurances de Barcelona","og_description":"[vc_row][vc_column width=&#8221;3\/4&#8243;][vc_column_text css=&#8221;&#8221;] La quota de vinculaci\u00f3 [\/vc_column_text][stm_spacing lg_spacing=&#8221;6&#8243; md_spacing=&#8221;6&#8243; sm_spacing=&#8221;6&#8243; xs_spacing=&#8221;6&#8243;][vc_column_text css=&#8221;&#8221;]17\/03\/26[\/vc_column_text][vc_column_text css=&#8221;&#8221;] Els mediadors tenen clar que captar la confian\u00e7a d\u2019un client \u00e9s dif\u00edcil, per\u00f2 que encara \u00e9s m\u00e9s dif\u00edcil mantenir-la i incrementar-la [\/vc_column_text][vc_single_image source=&#8221;featured_image&#8221; img_size=&#8221;850&#215;350&#8243;][vc_column_text css=&#8221;.vc_custom_1773761765703{margin-bottom: 20px !important;}&#8221;] Des de fa anys, fidelitzar s\u2019anomena vincular. 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