Preneed
Gary O’Sullivan, arguably one of the best and most respected preneed professionals in the death care industry, has this to say about preneed referrals…
“Referrals can be one of the greatest assets to you. Referrals are the one thing that can - without a doubt - increase your average sales.
Referral sales historically are always high. The reality is that people that are sold as a result of a referral - are always a higher volume sale.”
So how can you combine the greatest lead source - referrals - with a simple, easy to use system, while still having a personal touch? Sound impossible?
Actually it is not! By using the power of a greeting card company - Send Out Cards - and specially created campaigns (a series of pre-written scripts sent out at various intervals) for preneed, you can automate your “keep-in-touch” strategy that will very softly “ask for the referral” with a series of greeting cards.
Don’t worry, these are not electronic cards that are sent over the Internet. These are physical, high quality greeting cards that are sent to your client families or prospects, in your own handwriting, with your own signature, and with an actual postage stamp on the envelope. Oh, I almost forgot to tell you, all of this in under 2 minutes!
Here is the script for the campaign that was just sent out!
Card 1: Thank you for your business - (Immediate)
Dear ,
I just wanted to thank you for making your pre-arrangements with ABC Family Funeral Home.
I hope that your advance planning has brought you the sense of security and peace of mind that comes with knowing that everything is as it should be. You will be receiving your certificate in the mail shortly and you can place that with the other documents regarding your pre-arrangements.
Please let me know if there is anything else that I can help you with - I am always here to help. My phone number is (212) 555-1212.
Sincerely,
“Your Advance Planning Consultant”
Card 2: Ask for the Referral - # 1 - (30 days)
Dear ,
I just wanted to send you a quick note. You probably feel that since making your pre-arrangements with us, you have alleviated some of the burdens that would be place on a family when someone dies.
Many families that we have assisted have asked us to do the same for other members of their family and friends. If you know someone who would benefit from making their arrangements in advance - like you have - please pass on my name and phone number. I would be happy to talk to them or send them some materials with no obligation on their part.
We take seriously the trust and confidence you have placed in us. Please let us know if I can be of further assistance. My phone number is 555-1212.
Sincerely,
“Your Advance Planning Consultant”
Card 3: Touching Base - (90 days)
Dear ,
I was thinking of you the other day and thought that I should send you this nice card. I hope all is well and please let me know if there is anything that I can help you with. My phone number is 555-1212.
Sincerely,
“Your Advance Planning Consultant”
PS: Don’t keep me a secret.
Card 4: Ask for the Referral - # 2 - (200 days)
Dear ,
I sincerely hope that all has been well with you since we last corresponded. From time to time, we like to contact families we have helped make their pre-arrangements and see if they want to update anything or if they or their friends would like additional copies of our Estate Planning Guide. This valuable booklet has always contained a checklist of all important documents, their whereabouts, and other pertinent detailed information.
If you have any other family members or friends that would like information about pre-planning we have information packages or some very helpful information on our website at www.YourFuneralChapel.com - or as always they can call me directly at 555-1212.
It is my pleasure to continue to serve you, please let me know if there is anything that I can help you with.
Sincerely,
“Your Advance Planning Consultant”
Card 5: Touching Base - # 2 - (330 days)
Dear ,
It was about a year ago that we met to record your wishes ahead of time. I hope that everything is o.k. and please let me know if there is anything that I can help you with. My phone number is 555-1212.
Sincerely,
“Your Advance Planning Consultant”
PS: Don’t keep me a secret.