Selling Opportunities Come From Everywhere, part 2

If you work in-side-sales at a cemetery there are opportunities for additional sales in the most unlikely places.

I’m going to list 10 areas you can create a sale out of nothing without really trying.

Part one the first three opportunities:

1. Trolling for dollars
2. A strategy for covering funerals
3. Use a display 2-step postcard/brochure

We’re up to:

Opportunity Number Four

Walk-in 411 opportunities.  A common situation you might find yourself in is when people call in or drop in for information but nothing else.

Typically, most pre-need sellers will try to get the sale on the spot.  But, not all are successful in getting the sale.

What do you do next?

How about putting those people into your follow-up program?

If they still haven’t purchased?

Put them into your Stay-in-touch program.

The worst thing you can do is nothing or forget all about it.

Opportunity Number Five

JV opportunities.  Make Funeral Director your new best friend.

Let me share a secret with you.  Many times the Funeral Director hears things during the at-need arrangement.

What they hear are family/friends bringing up the thought of pre-planning.

Most funeral directors will give that information to you as long as you treat the family well.

For the cost of lunch or other inexpensive bribes you can make friends with funeral directors and they’ll ultimately be your new best friend.

Opportunity Number Six

Ask for referrals.  There are numerous ways to get referrals and numerous opportunities through out the at-need process.

Take out a pencil and note pad and make a flowchart of all the steps involved with an at-need arrangement.

Look for additional opportunities to get referrals at each step of the process.

Next time we’ll cover Opportunity Number Seven

Happy Selling!

David…

P.S.  Click here for part one.

P.S.  Click here for part three

 

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