List the 3 Reasons a Family Should Do Business With You!
At the end of the 12 Biggest Mistakes teleseminar, Mike challenged all listeners to list the 3 reasons why a family should do business with you. Remember there has to be a “Client Family Benefit” for each feature or differentiating factor that you list.
Client Family Benefit Formula:
[Your Feature / Your Differentiating Factor] + “and what this means to you is” + [client family benefit]
Download the Worsheet: Client Family Benefit Creator
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Leave A Reply (2 comments So Far)
Fred Fergerson
1304 days ago
1. We are the only family owned and operated FH in this area. That means, that your loved one won’t be taken care of by strangers.
2. We have been here since 1826. What that means to you is, as we were here in the past we’ll be here in the future (very important when considering pre-need arrangements).
3. Other FH’s may be less expensive but you’ll never regret calling us. Once we serve a family they stay with us and become part of our family.
Howard Beckham
1298 days ago
I think the first thing you need to ask when some one calls and ask for the price for your services is something like: “Certantly, thank you for you call. May I ask if you have suffered a loss, or are you making future plans?”….
if for the future I refer them to our preneed counselors if they are available….if an at need situation…I first express or condolences and assure them that we have our staff and facilities at their service…”how can we help you through this difficult time?” I have found that if I can develope a rapport, even in a brief exchange, I can then find out a little about what the family wants or needs and brief explain how we coan help them with these. Many families at this point will change the question from what is you price to “what do need to do to have you help us?”
I like to find out about what they need and then I try to let them know how we can solve their problems. If they ask abut our facilities, our crematory, or whatever, I am happy to explain that we are a full service facility and can help them with their situation.