If you’ve watched your sympathy sales decline over the years, take heart: With some out-of-the-box thinking and top-level service, you can improve your sales and strengthen ties this summer with local funeral homes.
To set yourself apart, think big, said Jody Brandenburg, of Hardage-Giddens Funeral Homes in Jacksonville, Florida, and a speaker last year at the Society of American Florists’ annual convention in Amelia Island.
“Instead of offering traditional sympathy ‘pieces,’ think about pitching a comprehensive décor package,” Brandenburg said.
The local florist he depends on most often has for several years offered “turnkey” service. “We call and set the parameters,” and the florist takes care of all the details, including flowers and plants but also table linens, etc. “We trust them, and we know that they will deliver something that is beautiful and meaningful to that individual’s life,” he said.
Put into Action: The same shop also understands one of the biggest trends affecting memorial services today — personalization. “Show your funeral home you have imagination and courage” by meeting with a director and bringing samples or pictures of your most innovative and customized work, Brandenburg said.
Read more tips on how to best use the summer to streamline processes, train staff and increase sales. Click here for more tips on building (or re-building) ties with local funeral directors?