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| Jason Murphy, Director of Family Services, Sunset Funeral Home |
It really is our biggest season, isn't it?
We all spend a lot of time, money and effort during Memorial Day weekend, which is why it is important to track and analyze your return on investment after the weekend is complete.
Have a staff wrap-up meeting with everyone who worked the
cemetery during Memorial Day. Gather a list of things that worked and things
that didn’t quite go to plan. Fix anything that needs immediate attention, and
put the list in a safe place for next year. You’ll already be a step ahead when
planning for 2016.
Did you create a sales goal for Memorial Day leads? First,
figure out if you reached the short term goal that was set and reward your
staff accordingly. In fact, you should reward them in some way no matter if
they reached the goal or not. They did work the entire holiday weekend for you!
For the leads that haven’t been closed, make sure to game plan on how these
leads will be followed up within a timely manner. Discuss possible scripting
that may help your sales staff get the leads back in the door. Follow up is
extremely important as most of the sales will come from leads obtained over the
weekend and not sales made during the weekend.
Lastly, make sure to share your results from the weekend with
the rest of the staff. Acknowledge all of the hard work from your staff members
and get the other staff engaged and interested in what the cemetery staff does
for Memorial Day. Communicating what worked and some sales numbers will spark
conversation and interest from all of the employees.
This article originally appeared in Modern Memorialization, Trigard Memorials' weekly electronic newsletter featuring information for the funeral industry. Sign up for your free subscription at http://www.trigard.com/thursdays.
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