Why you should sell pre need?

August 4, 2017 by  

This question has been coming up more and more.  Why should you sell pre need today as opposed to anything else you could sell?  Well, if you don’t know, I’ve been in this business for 18 years.  When I first got into the business the internet was barely there and email wasn’t used much and most thought of on-line stuff as free-bies.

In 2005 we used a little bit of email.  By 2010 email had become very popular for moving info and following up with prospects.

Now, we use most any means of communication from texting, to messaging, to email, to phone, to facetime, to facebook, Instagram, twitter, and more.

Heck, there’s a lot we use now and something very interesting is happening out there.

We aren’t using as much FACE-TO-FACE interactions.  The reason I mention this is because selling pre-need is very much an interactive process.  If there isn’t an app to buy I’m sure there will be shortly.

This presents challenges and opportunities.

When you consider “who” the market is currently, face-to-face is alive and well.  If you get caught up in the younger generation you might be wasting your time selling preneed.

So, here’s a couple of tips to get your started.

First, the average age someone might consider pre-planning is about 45 years old.  There are a variety of reasons for this I won’t get into but here’s the take-a-way.  That age group or older is likely to meet with you in person.  The younger ones, not so much.

Second, no app or facetime or any other technology out there can replace in-person interaction.  There’s a host of things we take for granted when meeting someone in person.  There’s facial expressions, hands, body, voice inflection, and a host of other things that allow us to adjust to the situation.

Third, If you’re working with a couple you’ve got to have both of them present during the presentation.  The idea behind pre-planning is to make the decisions now so the loved one left behind doesn’t have to.  If there’s a significant other involved its counter productive to not have that person included because one of the two will have to make arrangements.

Both making the decision together and not alone helps ease the burden off loved ones and it also tells each other what they wanted… because when it comes right down to it…

We want to do what our loved one would have wanted.

And, we preplan because we love someone.

Happy Selling!

David…

P.S.  It takes a lot of work to get in front of a couple to present your product.  Be sure and check out the catalog page above as preneed scripts will help you with the most important thing yet … your presentation.

Selling Pre-Arrangements is a soft sale.  It’s all about the presentation.

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