How to Sell a Cremation Urn
The Process of Selling Urns to Grieving Familes
There are two types of urn purchases; the urgent need for a burial or memorial service and the family who thinks "let's take our time to find the perfect urn."
When you are making funeral arrangements with a family that has opt for cremation you want to be prepared to share your knowledge about urns.
I have seen urn display rooms in a various ways. You can display the urns in their own private selection room with or without the arrangement table, or you can display urns in the showroom with the caskets.
Should Our Urns Be Showcased On Their Own or With Caskets?
I recommend creating a separate room for cremation all together. Place the cremation caskets and the urns in one room, people who choose cremation prefer not to be in a room of full-size burial caskets.
You should have at least a dozen urns available on display. The more urns you can carry on display, the better chance of a sale for urgent need.
Separate the urns by purpose; scattering urns, wood urns, bronze urns, artisan urns, and specialty. Within each purpose of urn there should be 3 levels of pricing: high, medium, and low. Place the middle priced urn in plain view, within eye level.
Once the family informs you of their plans for the urn, you can direct them to the appropriate selection of urns. When you enter the room with the family, give them a brief introduction and tell them about the history of the room or building.
You want to make your customers comfortable and feel confident with you. First, you want to talk about all of the urns in a generality. Give them a run down on what they are and what purpose each cremation urn serves.
Be sure to pick up the urns and show them the parts of the urn, talk about the sealing mechanisms, and show them where the screws are located.
Urn Choice - Making Sure Your Customer Understands All Entailed
It's important to talk about the product you are selling in detail. Once you see the family feels comfortable and they start to talk about specific urns and they may begin to ask each other "what do you think?" That is a signal for you.
Ask them if they would like some time alone to discuss. This gives the family their own time; it's a decision that doesn't need added pressure.
If the family isn't happy with your selection or they are having a difficult time deciding on an urn, find out what their preferences are, do they prefer wood, bronze or natural urns? Offer them time to browse through a display book to and explain to them about other choices.
The Cremation Urn Has Been Chosen! Now what?
Once the family selects an urn explain to them about engraving options, shipping times and other details. Let them know that you will provide the service for transferring ashes into the urn; people are usually relieved to hear that.
You want their urn purchase to be a quality experience they do not regret but one to remember. An urn may go through many adventures and be viewed by many people, it up to you to make it personal and memorable.