September 2020

Page A15 SEPTEMBER 2020 FUNERAL HOME & CEMETERY NEWS S ec t i on A Arrangers say, “no one is asking for virtual arrangements,” but they don’t even know to ask! Consider those who are afraid to attend or unable to travel. You need to tell them you can arrange remotely. And that doesn’t mean by phone. When you only talk to one family member, they have to explain the value to the rest of the family. They never do that as well as you can. From at-need to pre-need, you must be as good virtually as you are in your arrangement room. MKJ Marketing’s Virtual Arrangement System will ensure your success. How do you build empathy on Zoom? How can you make arrangements in one hour? How do you bring up FTC regulations and show merchandise? What about visual ways to establish credibility and show service options? If you can’t meet with everyone, virtually or in person, they will find another company that can. Or worse yet, default to a low-cost, online cremation service. At that point, you have just cut yourself out of the picture. You wouldn’t exclude a family member during arrangements, yet funeral homes and cemeteries are doing just that. When you make arrangements by phone or with just a fewmembers of the family, they are likely to opt for limited or minimal services. IF YOU CUT FAMILY MEMBERS OUT OF ARRANGEMENTS, YOU MAY CUT YOURSELF OUT. ©2020 MKJ Marketing CONTACT US FOR A FREE DEMO  888-655-1566 • ADVANCEU@MKJMARKETING.COM BOOST YOUR AVERAGES AND BUILD YOUR BRAND WHILE HELPING FAMILIES ONLINE UNIVERSITY BY