Do You Have A Method For Selling Additional Product Offerings?

I know you don’t think of yourself as a salesperson and I don’t want you to. I ask this question because it is one of the most common questions I get asked when I am consulting with funeral companies (vendors).

They want to know “what is the best way for me to get funeral directors to offer my product to client families?”. Every funeral director is different, even directors in the same firm. Each arranger has their own ‘pitch’ (hold the criticism) and most can recite it on the spot when asked. So how do you choose what additional items you are going to offer families? I know it might mean relearning a new ‘pitch’, but it has to happen sometime, right?

So I ask you to answer this simple question:

What is your method for selling additional products to go along with the funeral service?

1. I go through each offering individually with them
2. I send them to my website so they can choose what they want on their own
3. Merchandize in my showroom and allow clients to walk around to see what resonates with them
4. I do not personally sell any additional products besides casket/urns or items for the service itself

Please share below.