written by Mr Preneed
It’s interesting in business. How so many problems come down to lead generation problems, which are essentially marketing problems. Marketing and sales problems. Selling pre-need funeral services is no different. And being prepared for the price question when it comes to selling pre-need funeral services is a great example of the valuable and actionable things you’ll learn here at evanfinal.wpengine.com; and that can have an extremely powerful and positive impact on your sales efforts. I’m going to cover this in more detail below, but first, I thought it might be useful for you to gain a little insight about evanfinal.wpengine.com.
One of the benefits of partnering with evanfinal.wpengine.com & Golden Considerations is that we can help you solve ALL of your pre-need sales and marketing problems for good. And the even better news is that we just don’t make this empty promise to you in the hopes that you will take our word for it, and decide on the spot to partner with us. We go to work every single day on a mission to prove our value to you and to make this work – both for you and for us. You can click here for some of our amazing client success stories. And keep in mind that literally eight out of ten of the top pre-need funeral service agents in the country are partnered with Golden Considerations.
How do we make this happen?
First, I think it’s important to provide you a little context about how all of this fits together…
Actually, it’s quite simple but important to point out.
Sellmorepreneed.com is a company devoted to the creation and delivery of an expert sales and marketing system designed specifically to help you sell more pre-need funeral services.
There are a myriad of ways in which we can help you achive this goal; and this mission begins through our partnership with Golden Considerations.
Golden Considerations is currently partnered with thousands of funeral professionals, financial planners, and elder law attorneys, which enables tens of thousands of families to plan and fund their funerals every year. For over 30 years, Golden Considerations has provided industry-leading expertise, expert pre-need consultation, and the most competitive funeral insurance and trust products available. No other company is better positioned to lead the industry through the explosive growth in the senior market. You can click here to learn more and ready some of our success stories.
Golden considerations is uniqe, because they were the first and only pre-need insurance provider who is partnered with multiple insurance carriers, not just one. When you partner with us here, you are no longer in a situation where you’re stuck offering the products and services from just one insurance carrier. We will work with you closely to figure out exactly what you need in order to serve your families in your local communities. And then consult with you on an on-going basis with the goal of setting you up in a customized way for your business. This is what ultimately allows you to serve your customers and families in the unique ways both you and they deserve.
As a leading example of this, one of the primary problems we can help you solve is your marketing & lead generation problem.
How do we know you have a pre-need marketing problem?
Well, we don’t know this for sure, but we do know form our experience that nearly 100% of our customers – both agents and funeral homes alike – stgruggle with this until they hire us to help them.
Here’s the BEST news about how we can help you with your pre-need funeral sales efforts!!
You don’t have to sign-up with us directly in order to find out if this is a good fit for you as an agent or for your funeral home. We are so confident we can help you, that we’re willing to spend as much time as necessary learning about your business, and then in setting-up a trial facebook marketing campaign utilizing our proprietary marketing system. The only thing you have to invest is a little bit of your time, and between $50-$150 in ad budget so that we can create customized ads to test and run in your local area so that we can truly see the opportunity that lies before you. And, of course, if we discover that we can’t produce these leads for you, the only thing you’ve lost is a little bit of your time and money. Don’t waste another minute or another dollar, contact us today to schedule your discovery call.
Why are we willing to do this for you? Because we know how well it works 9 out of 10 times, and have witnessed this transformation over and over again. In fact, in a recent example of this, we generated 30 new leads in a 2-week time period for one of our newest customers. A firm that has only been established in their local community for approximately two years, right alongside other competing firms who have been there much longer. That’s powerful stuff!
In fact, this created another immediate problem for the owner, which is the need for a sales and follow-up system that converts these leads to deals. We have now begun the work on this with him as well. I share this here, because I want you to know that we are here to help you with everything. This truly is a total business solution and we will work closely with you to identify and then take action on the most important pieces of your business so that you can make the most of your pre-need funeral sales efforts.
We know that if we can get that phone ringing enough, and help you build a pre-need sales and marketing system you can rely on, that you can relax.
Any great salesperson knows that people buy from you because they know you, like you, and trust you. The challenge is that trust is not built when you force ideas onto people who are not ready for them.
Especially when it comes to pre-need funeral services, you’ve gotta slow down. You’ve gotta provide the information people are looking for, even if they don’t know they’re looking for it yet. And you’ve gotta do it in a way that sets both you and those you’re serving up for a successful interaction.
Trying to create, let alone test this kind of campaign on your own is virtually impossible for the average funeral home owner or pre-need sales agent. The good news is that we’ve done all that for you already and the campaign I mentioned above is just one of hundreds of examples we could share with you about the results we create for our customers.
Now, before I finish this post, I do want to leave you with one real strategy for success so that you can walk away with something that will likely really help you. I also want to begin to gain your trust. Because if I can do that, there is no limit to your potential growth as a pre-need funeral sales agent. One of the pre-need elite.
Here’s just one quick example of the strategies we can show you, and that can have an exponential effect on your pre-need funeral sales efforts.
This point refers directly to that often dreaded question you get as soon as someone calls you on the telephone about your pre-need funeral services.
“How much does it cost?”
“Yes, Hello, I’m interested in setting up a pre-need funeral service for my mom. She wants to be cremated. And I’m just wondering, you know, how much does it cost?”
If you’re not ready for that question and you don’t have the pre-need funeral sales script I’ve shared with you below prepared in advance, this can become a real problem for you because suddenly, you’re in a situation where you’re on the defensive. You’re on your heels and the next words that come out of your mouth can literally make or break a stellar year of pre-need funeral sales.
What you want to do here is this…
Immediately put the focus right back onto the prospect.
Mrs. Customer, Mr. Customer. I’d be more than happy to answer that question for you, but I really have no idea how much it might cost you until I know more about exactly what you might be looking for.
…and then something I actually learned today that is pure gold!
You can then ask another question right away.
Are you looking for a flame cremation or non-flame cremation? …you could also say ‘traditional’ cremation or ‘aqua’ cremation.
The beautiful thing about a question like this, is that it’s going to force the prospect to consider something they were not expecting, or even aware of, and as a result, ask you a question about what those two things actually are.
I mean, inevitably, the response back from the person on the other end of the phone is gonna be,
Well, what is that?
The funeral home owner I was listening to today has actually developed this script himself and uses it daily and it’s absolutely beautidul because now they’re asking you a question; and that means that now you’ve started a dialogue. Now you’re building rapport and establishing trust.
As you begin building rapport, you can answer that question and then ask another one. Remember he or she who is asking the questions is the one that’s in control in any conversation. And inside this initial conversaton and any other sales conversation, you want to make sure that you stay in control. So something that you really want to get in the habit of when you’re selling pre-need funeral services or really selling anything else out there, is to answer the question and then ask another one.
So you answer the question about what flame cremation actually is. And then maybe you follow that up with,
Were you thinking about cremation or a burial or a full full-fledged funeral service?
And then, you know, the person can answer that question. And again, now you’re in a dialogue and you’re building rapport. So, so important. Especially over the phone, and especially in that initial conversation, not to get tripped up by the price question. Not to get tripped up by any other question that might catch you off guard, but to give the person the feeling that you’re there for them, and that you are truly interested and committed to serving them regardless of whether they choose you or not.
You’re no longer trying to force someting on them just to make a sale and move on to the next one. You’re now providing them all the information they need so they can make an educated decision.
And here’s where everybody goes wrong when selling pre-need funeral services.
Yes. It’s easy to make a grave mistake here, because your inititla reaction is often one of feeling like, well, geez, if I give away all the information and including my pricing, then they’re gonna have all that information and then they’re gonna go away and they’re just gonna shop it around. And then they’ll either pick one that’s better than mine, or cheaper than mine.
Actually, what happens when you do this right is something very different, and it’s quite amazing…
What is actually happnening is that you are giving the prospect the knowledge, which is power, and this is super valuable in a situation like this. Becaue now that person can go out into the marketplace and do their research; and you can work with the confidence that at least seven out of ten of these folks, and maybe even all of them, are going to come back to you.
Why? How?
Here’s the second part of this that is so valuable.
Now, in this scenario let’s just say the person on the other end of the line is saying,
Well, I promised my mom I would get pricing from three or four different places.
Now, instead of getting all worked up about that, especially after you’ve just spent a significant smount of time reviewing everything with this individual, you say,
Okay, that’s fine. I totally understand. And in order to honor your mom’s wishes and requests, you know, I encourage you to go out there and do that research, but here’s what I want you to keep in mind. Here are the things you need to know when you go to do that research.
And now you arm them with again, more information that makes them more knowledgeable so they can make a better educated decision about what to do next.
Just keep in mind. When you go to these other three places in town that are my competitors, you are going to get three different prices. So just be aware of that upfront. And that is because not every service option and every funeral business is the same. You’re simply not getting the same thing in every situation.
Another very important point to make here is this…
In this example, the funeral home owner who was sharing his strategy and expertise also mentioned that he felt like if he could spend a certain amount of time on the phone with a prospect, 15 to 20 minutes on the phone, that he had a pretty good chance, 70% plus chance of closing this business. If that number is accurate, and I believe in this case it actuall is, I think that’s really good. So, it’s good to keep that perspective. You’re NOT going to close everybody every time. In fact, as salespeople, we actually fail most of the majority of the time. But you will set yourself up for MORE success MORE if the time by working smarter in the ways I’m talking about here.
Because in reality, you and I both know that if try and hold back pricing information, or pressure the prospect into making an appointment when they’re not ready to do that yet, you might succeed some of the time, but along the way you’ll turn more people off who will NEVER want to speak with you again and end up losing more business than you gain in this manner.
Much of this, of course, can also be solved by better marketing and lead-generation systems and strategies and we will be getting into those here at evanfinal.wpengine.com very soon.
What happens seven out of ten times is that the prospect goes out and calls the other three funeral homes, and doesn’t get near the same experience in terms of the information that’s presented, and the confidence in which it is revealed. In this case, you have not bad-mouthed your competitors. Something you should NEVER do because it almost always works against you. What you’ve done instead is very subtly set them up for failure when it comes working and communicating with your competitors, because you’re competitors are not operating this way.
Inevitably, in this example, the funeral home owner interviewed said that typically about a half hour to 45 minutes later, the same person calls back and says,
You know you were right. I got three different prices. And boy, you know, none of these folks were as willing to engage in the conversation in the way that you did and really educate me and help me understand what’s going on.
The result is that the person feels a lot more comfortable with you, and they buy from you, because again, people buy from you when they know you, like you and trust you.
One last point about this that is very very important is to look for any opportunity to gain contact information from the caller. Offer them something that you can send – like a pre-need funeral service buyer’s guide you can create – or whatever it might be, so that you can follow-up if you don’t hear back from them and continue to market to them until they opt-out or become a buyer. Once again, you must do this carefully and time it just right, but if you build enough trust, and you ask at the right time and there is value in what you’re offering to send them, most people will happily hand-over their contact information.
If you’re interested in setting-up time for a more formal pre-need business and sales review, we would love to, we would love to speak with you in more detail. You can take the next step today and set-up your no pressure and no-obligation pre-need business review by clicking here right now.
Good luck out there!
-Mr Preneed