As so often happens in my world I’ve had some real life and/or businesses experiences or discussions in the last week or ten days that has made me think about Death Care.  And, specifically to today’s article, about how the acquisition solicitation of client families to choose your specific Death Care operation for their services has both changed . . . and in some cases stayed the same.

 

Here’s three items that I experienced in this short period of time that has caused me to make these reflections:

1. Heard a sermon at church titled “The Price of your Device“.  The sermon dealt with how often and for how long we use our mobile devices in today’s world.  As you might expect, the sermon encouraged us to use our devices less and enjoy the world around us more.  In a nutshell, however, the sermon also told me that if you are looking for clients — they are spending a lot of time online so that is a good place to prospect for future families.
2. I visited, as I do from time to time, with two CEO’s of technology companies working to help funeral homes and other Death Care providers in many aspects of the work they do.  These discussions really drove home the point to me that as we move into the future technology companies may become retail Death Care providers best friends and alllies.  I learned of lots of places where they are hoping to help your business in ways that you probably have not even thought of yet.
3. I received a text from a mentor of mine, Danny Jefferson, about the value of a handshake.  It reminded me that the “old-style” of acquiring customers is still alive and well and that personal interaction is still one of the best and well-received customer acquisition tools.

 

My experience has taught me that all one does at his business, whether it is how the facility or funeral coach looks or staff friendliness, or how the company conducts a service has some bearing on future client acquisition.  And, I believe that customer acquisition should be top of mind at all times and conducted not only with an all hands on board policy but a philosophy that customer acquisition should be welcomed as is the name of the old Clint Eastwood movie in an “Any which way you Can” strategy.

 

However, I think I am correct when I say that teaching the value of preneed and letting future Death Care consumers know and learn about those values might be the the most efficient way to build one’s future business thereby increasing its value.  A retail Death Care business needs to pursue any, and all, avenues of lead generation to find those with preneed interest.

 

Technology is here to help in that realm.  To that end I’ve recently learned of streaming company OneRoom and their preneed pathways through the live streaming of your existing services.  OneRoom has the ability to prompt those who may be watching a livestream of one of the services your funeral homes is conducting about their interest in preneed.

 

Here’s what Deacon Marc Nestorick, with the Catholic Funeral & Cemetery Services of the Archdiocese of Denver says about OneRoom’s program according to a quote on the OneRoom website:

“When individuals watch a service and experience the reality of loss, they often realize the importance of pre-planning their own arrangements.  OneRoom allows guests to say, ‘hey, I’m interested in pre-planning’, that provides us with the avenue to follow up with them and help them.”

According to statistics on the OneRoom website, the average livestream is watched by 30 guests of which about 1/3 of them are in the local market and possible potential preneed clients.  OneRoom further notes that about 2% of this number click on the preneed options during the livestream.

 

2% doesn’t seem like a large number until you do the math and realize what it could do for building the case volume at your funeral home.  Here’s the math for a 150-call firm that streams all of its services.  That 2% totals 30 inquries from local consumers and my experience as a preneed agent for over 15 years tells me that the overwhelming majority of preneed appointments deal with the preneed plans of two lives (husband and wife).  That brings the number to 60 potential lives.

 

And, if you can follow through and write those 60 lives into preneeds that is not only 60 commissions that come to your funeral home annually but an additional 60 services in the future.  Continuing to do that year in and year out will add 60 annual services to a 150 call funeral home and turn that 2% rate into an annual increase of 40% over the 150 calls you were doing.

 

Now, not every inquiry will be a 2-policy client (husband and wife) and not all inquiries will purchase a preneed policy.  But, in a world where you are looking to increase business “Any which way you Can“, can you afford not to pursue these leads?

 

I’m “Old-School” and understand that service, friendship, being kind, and a warm handshake all add up to building the volume of one’s Death Care business over time.  But, I’m also “New-School” enough to understand that bringing my information to where people are at, such as on mobile phones, will reach people with whom I don’t have the opportunity to give that “handshake” and help in building my business “Any which way I Can”

 

To learn more about OneRoom and their streaming services click here.

More news from the world of Death Care:

• Social Security Survivors Benefits for Children.  Social Security Advisory Board
• Ferndown funeral business is growing.  Dorset View (United Kingdom)
• Matthews (International) expands investment in Freespace with ASRS purchase.  Evertiq (Sweden)

 

Enter your e-mail below to join the 3,201 others who receive Funeral Director Daily articles daily

“A servant’s attitude guided by Christ leads to a significant life”