Do you believe in what you sell?

Drew Edwards,
General Manager,
Sunset Funeral Homes

Have you been to a national convention lately? Have you noticed that you see fewer companies with big upright granite displays, and more companies offering cremation products?

A few weeks ago, I had the opportunity to spend an afternoon discussing product offerings with a couple of my colleagues. We talked about everything from memorials, cremation trinkets, and the “gimmicks” that companies are coming up with now with the rise in cremation. So many outside companies have worked their way into the memorialization industry in hopes of getting a piece of this multi-billion dollar industry, I have to wonder if it is even worth offering them to every customer that walks through the door?

Even though I think many of the products have a place in this industry, we can’t give families so many options to choose from. Instead of overwhelming the customer, it is important that we find products that we believe in. Whether it is a bronze memorial or a cremation rock memorial, you have to believe in what you sell.

Don’t fall for the myth that everyone is looking for the cheapest. History has proven that this is not the case. If you want to expand your selection, call your vendors and see what is working in other markets. We don’t need to reinvent the wheel. All we need to do is believe in ourselves, our products and this wonderful industry. If you believe in yourself, the customer will believe in you and in turn, trust you to care for their family.

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.