When a family calls your funeral home asking about having a memorial service for a loved one who was cremated elsewhere, you might feel like you’re getting the consolation prize. You didn’t cremate or bury the deceased so it’s easy to think you didn’t “win the call”
But in reality, this call is a tremendous opportunity. They’re coming to you for the event—something that can be much more valuable to the family in the long run. Here are four key points to keep in mind.
1. Memorial Services Drive Revenue
A well-planned memorial service often generates significantly more revenue than a simple cremation. Families may need event planning assistance, a venue, attendants, catering, printed materials, video tributes, and floral arrangements. Your role is to help them plan and conduct a meaningful memorial service which also increases your bottom line.
2. Showcase Through Personalization
This is your chance to showcase how your funeral home can create a unique and personalized event. Offer upgrades like celebrant services, custom urn displays, tribute videos, or live-streaming for out-of-town guests. Families who have already used a low-cost provider for the cremation will be very impressed by your capabilities.
3. Building Long-Term Relationships
Even if they didn’t use your funeral home for cremation, this family now has a direct experience with your services. If you provide a thoughtful, stress-free memorial, they’ll remember you. This can lead to future business when other family members pass away or when they need preplanning services.
4. Impressing the Guests
One of my very successful clients tells me that their number one source of new business is from people who have previously attended a service at their funeral home and were very impressed. Every memorial service, whether you handled the disposition or not, is an opportunity to impress the guests and is therefore a tremendous marketing opportunity.
Conclusion
Instead of seeing these calls as a loss, recognize them as a major business opportunity. A family inquiring about a memorial service is looking for expertise, guidance, and support. By offering a well-planned, personalized experience, you not only gain immediate revenue but also build trust for the future.
