Friday, September 25, 2015

Staying proactive during the winter

Jason Murphy,
Director of Family Services,
Sunset Memorial Park
With fall upon us and winter right around the corner, sales people tend to become a bit anxious about a lack of productivity during this time of the year. As Director of Family Services, it is my job to make sure our sales staff doesn’t buy into that belief. Our goal is to always maintain or increase our sales during the colder months of the year. Here are some tips that may help your firms do the same.
  1. Prepare and schedule community seminars and events during these months. We like to schedule our events at local restaurants and provide free meals or snacks to those in attendance. Most of the time, the cold weather does not prevent the general public from missing a free meal. This will allow you to get your sales staff in front of a large group during the months where walk-in business is low. 
  2. Another idea is to plan some fun holiday-related events at your location. Whether it is inviting the public to decorate some Christmas ornaments, or hosting a cookies and apple cider event in the fall, you will be surprised with how many people will attend.
  3. Schedule appointments in the homes of families you serve. During the winter months, many elderly people don’t want to risk driving to the funeral home or cemetery office to meet with a sales rep. So, take that cancellation opportunity away from your clients and go to them. Bad weather is one of the biggest reasons and excuses for salespeople during these months. So, not only are you giving them a better opportunity to close the sale, but you are also keeping them more accountable at obtaining their sales goals.  
No matter if your business is a vault dealer, a funeral home or a cemetery, by utilizing some or all of these strategies, you will be surprised at how successful your cold season months become. In 2014, we had our largest sales month in December, so I know for a fact that these techniques work. Now, give them a try.

This article originally appeared in Trigard Tuesdays, our weekly electronic newsletter featuring information for the funeral industry. Sign up for your free subscription at

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