Cemetery locations with poorly trained preneed community service counselors and family service counselors whom are poorly trained never reach their full potential. These cemetery locations don’t grow annually and struggle to survive.
A major mistake by many cemetery locations is not providing marketing support for their pre-need departments or fall into the trap of Internet leads are the best way to obtain leads in the 21st century. Locations which place the full burden of lead procurement of their pre-need staff will never rise above mediocrity.
office developed leads should only be provided to pre-need departments. Providing office developed leads to a family service staff defeats the purpose of funeral follow ups.
Of course you have to have a website and your website should be your offline and online marketing base of operations and all of your marketing materials should contain your website address.
Your information on a static printed brochure is limited. Your website can make your firm look like the largest and greatest location in your area. And can assist in drip marketing and marketing automation.
One strategy to offset your marketing expense is to pay 2 to 4% less commissions on a company developed lead.
Pre-need cemetery propert leads can be divided in two categories – buyer leads and listener leads.
A buyer lead is a 2 for one special bogo (buy one get one). Two cemetery spaces for $1,595, usually priced at $1,595 each.
A listener lead is offering a family protection guide for listening to a pre-need presentation and less qualified than a buyer ad.
The advantages of a buyers lead is obvious – better qualified, easier to close for new counselors.
When a new counselor finishes initial training they need a lead program that’s easier to close.
Poorly trained counselors and poor marketing equals no growth. The vast majority of cemeteries fall into this category. These are firms with well maintained locations, excellent services, which you probably have, and less – than average marketing, which you probably have.
You have wonderful value to offer your community, but not enough people know about it.
More families would buy from you, if only they knew the importance in pre-need arrangements.
The opportunity for improvement is in training and marketing.
I recently concluded a project with a cemetery group and the case study can be viewed……….
Lead procurement programs can be one to one or one to many. SCI does one to many in their one to many using a VA Burial Benefits Briefing at local restaurants.
I will be arming you with different ways – digital, and good-old fashioned face-to-face presentations – to communicate with prospects one to one or one to many.
One-on-one consist of communicating with prospects by phone, email, postal mail, and in person.
One to many is communication to prospects in seminar setting in person or webinars using digital technology.
Instant revenue growth is based more on quality leads rather than the quantity of leads. Better qualified lead programs trumps non-qualified leads 10 to one.
Best of all some of our lead programs are no money required. Give us a call and see if we are a fit for each other. You don’t need money to grow your business. There are free or almost free lead programs and even some co-op advertising opportunities with similar non-competing businesses.
Create your own social media cemetery family using monthly newsletters by email. Moat everyone today has an email account so the cost is free or almost free.