You may have received an email from Mike Kubasak today his Price Shopper program. In the holiday spirit, I thought that I should share with you a SECRET TIP that you can use the next time you get a Price Shopper that will INSTANTLY build RAPPORT and CREDIBILITY with the caller – even if they want to *Think About It* – because the more COMFORTABLE they feel with you the more likely they will choose your funeral home over your competitor.
This STRATEGY can be done at the beginning or the end of the call – make sure you read both scenarios…
At the Beginning of the Phone Call as you introduce yourself…
“Hello, my name is Robin. I understand you want information about funeral costs. I will be happy to provide that information for you. Do you have a pen and some paper handy? Ok, first just jot down this number: 250-686-4576. It is my cell phone number and I wanted you to have it just in case we get cut off or if you need to contact me later for more information you can reach me directly, once again it’s 250-686-4576.”
At the End of the Phone Call if they are not making a decision right now…
Robin says: “I understand that you are just gathering information right now and I just want to let you know that if you have any other questions, you may call me at anytime. Here is my cell phone number – 250-686-4576 – if questions come up when you are discussing things with the rest of the family. Once again it’s 250-686-4576.”
So the SECRET TIP is giving the caller your CELL PHONE NUMBER.
What does giving your cell phone number accomplish?
It helps BUILD RAPPORT and TRUST (Mike has a complete section on rapport building in his Price Shopper Secrets program).
You see, you can’t just say “TRUST ME” you have to “EARN TRUST” and by offering to give the caller your cell phone number – something that most people only give to their closest friends – you are DEMONSTRATING TRUST!
Now you might be thinking, I really don’t feel comfortable giving my cell phone to a stranger? But I am guessing that over the last couple of years there has been an occasion or two where you have given your cell number to a client family and maybe you give it to them on a regular basis. So why not treat the price caller like a client family – isn’t that the GOAL anyway – to have them as a CLIENT FAMILY?
Let me know your successes with the Price Shopper Cell Phone Tip. It’s free to try and if it doesn’t work then stop offering it but you will be amazed how the tone of the conservation will change after applying this Trust Building Strategy.
If you want more Price Shopper Secrets take Mike up on his CRAZY OFFER below. I helped Mike put the course together and it is packed with tips and strategies that you can share with your entire staff and also use for FUTURE TRAINING and STAFF MEETINGS.
Plus, he has a 100% Results-Based GUARANTEE- so if you don’t win more pricing calls, you don’t pay!
You can order it here: http://www.priceshoppersecrets.com/cell/
I wish you all the best for 2010 – especially more calls!
…Hepp
I get a lot of questions from funeral home owners about how they should advertise their funeral homes. The main reason why these questions come my way is that they are dissatisfied with the results they get from their current advertising. Most of the time the reason why they are not getting the results that they want is that they are advertising like they are a huge, national company (because those are the ads that we see everyday).
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