3 things every cemetery sales person should know

Jason Murphy,
Director of Family Services,
Sunset Memorial Park

When you add a new member to your cemetery sales team, there's a lot to teach. Most of the time they will be coming from another industry. So, where do you start?

I always start training by emphasizing our cemetery's rules and regulations. It is important that every sales staff member understands these from day one, in order to make sure that they are selling products that fall within the guidelines of the cemetery. 

Obviously, product knowledge is a large part of sales training. This includes everything from the different options you offer to the processes for how each item is produced.

Lastly, you should spend a large amount of training time on the sales presentation. Nothing should ever seem scripted in a presentation, even though training with scripts is a great tool to help new sales staff to learn the verbiage and techniques without sounding like a robot.

What else is on your new staff training list? Email your ideas to marketing@trigard.com. You may seen them in a future newsletter. 


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.

The merry, merry month of May

Jason Murphy,
Director of Family Services,
Sunset Memorial Park

The month of May is a busy time of year for any cemetery manager. Mother's Day and Memorial Day bring more foot traffic to your cemetery than any other time of the year. It presents a huge opportunity to showcase your cemetery's unique qualities and increase sales. But, how do we make sure we are getting the most out of these opportunities?

The answer is simple: be prepared. You should already be brainstorming promotions that can be implemented during this time to encourage visitors to purchase property. If you don't think visitors are thinking about buying, keep in mind that if someone is visiting a loved one in your park, there is a good chance they will want to be with their family down the road.

Another thing to keep in mind during the May holidays is your staff. They are the individuals who spend their holidays with the families that you serve, instead of their own. Consider a bonus program to keep them motivated and to show your appreciation.

May is quickly approaching, but it is not too late. There is plenty of time to make a plan to enhance the experiences of both your visitors and staff during Mother's Day and Memorial Day.


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.

Spring into the community

Are you currently getting involved with your local community? Spring is just around the corner, or so

Jason Murphy,
Director of Family Services,
Sunset Funeral Home

we hope, and it is the perfect time of year to start planning your spring and summer  events.

One great and easy way to attract people to your cemetery is to host ice cream socials. In the summer months, you can offer free ice cream, musical entertainment, friendly conversation and prizes. It provides a great social atmosphere and lifts some of the heavy hearts visiting the cemetery. This type of event also allows you to meet the members of your community, create a connection on a more informal level and add to the value your community already sees in you and your staff.

I would like to challenge you to get out of your office and be proactive in your community. Host fun events within your area and get to know the people you serve.
 
To discuss event ideas, email me at jasonm@sunsetfuneralhome.com. Or even better, I’d love to hear what you’re already doing. Email me the events you look forward to in your cemetery each year.

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.


Product highlight: New cremation memorials

Trigard Memorials' new 12" x 12" cremation memorials allow for in-ground interment in a footprint much smaller than traditional cremation memorials - and at a price much lower than you may be paying now. Let us show you how to expand your cremation options while putting hundreds of dollars into your pocket.
 
Come see it for yourself at the ICCFA Convention and Expo from April 8-11, 2014 in Las Vegas.
 
Call Customer Service at 800.798.4900 for details and pricing.

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.


Design tip of the week
 
If there is a large amount of text on your memorial or plaque, please send us a Word document or email with the text so we may copy and paste it into the layout. It helps minimize the chance of typos during the design process.

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.