What Is A Pre-Need LEAD?
I have an acronym I use for leads. It is a simple strategy for the only three things you can do with a lead.
The acronym is GIT and I’ll explain it in part two.
But, first, what is a lead?
When talking about Pre-Need Selling a lead is someone who:
- doesn’t own arrangements (funeral/cemetery)
- open to discussing
The “open discussion” part requires you to talk about the bigger picture. Some kind of book, pamphlet, guide, emergency planner, whatever name you want to call it.
The advanced planning guide needs to cover more than just final arrangements. The planning guide should be thorough enough to encompass many other items outside of funeral/cemetery arrangements.
You can tell the prospect that the planning book allows you to write down about 90-95% of all the information needed so if there is a death those left behind will know what to do and where to start beyond the final arrangements.
“My job is to get this book to mature families in the area…Does that make sense?”
It is important to understand that individuals you speak with are suspects. Once you make contact with a suspect your only mission is to determine if you have a lead by asking two questions.
Does the person own cemetery/funeral arrangements?
Is the person open to discussing?
Please understand that I’m not looking for people interested in purchasing a grave or casket.
There aren’t many folks who wake up one morning with a great desire to purchase a grave space.
I want to know if they are open to discussing thru the planning guide. The planning guide is incorporated in the presentation.
Take a deeper look at your so called “leads” and determine if they own or don’t own arrangements and open to discussing.
If your lead meets the above criteria you have a LEAD. If not, you don’t.
Next time, part two, what are the only three things you can do with a lead?