7 Tips to Help a Family Select a Burial Vault

Having a conversation with someone who is grieving the loss of a loved one isn’t easy. Information must be gently presented in a clear, concise manner so they can process what is being communicated.

Funeral directors and cemetery employees who work directly with families have a unique set of challenges. They must possess a broad range of skills and strong interpersonal abilities to meet the demanding requirements of the job.

A funeral director’s title suggests that their primary function is to conduct funerals but this profession also involves meeting with families, preparing the remains of loved ones, making transfers, and so much more.

A cemetery salesperson’s responsibilities are equally diverse and typically entail scheduling services, helping families pick out grave spaces, as well as finalizing memorialization selections.

Another integral part of both careers is presenting merchandise, including burial vaults. This isn’t a simple task as most people don’t fully understand the critical role a vault plays in terms of protection and aren’t aware of all the personalization options that are available.

Trigard recognizes that juggling a multitude of tasks can be cumbersome and our goal is to be a partner in your success. With the assistance of some of the most talented and experienced professionals in the industry, we have put together a list of best practices for presenting burial vaults.

Whether you are looking for a few new ideas or wanting to refine your technique, you have come to the right place.

Below you will find 7 tips to help a family select a burial vault (also known as an outer burial container).

1. Start the Conversation During Arrangements

Provide families with a brief overview of a vault’s protective qualities during the arrangement conference while you have everyone’s undivided attention. This is also the ideal time to give them a copy of the outer burial container price list.

Families tend to scatter rather than gather once inside a selection room. Maximizing the time spent with all the decision makers in one place will help them stay focused once inside the room.

If you are employed at a funeral home or cemetery that has products displayed in the same space you meet with families, it is wise to begin the burial vault discussion while everyone is still seated.

2. Set the Expectation

Those of us in the industry are accustomed to being around funeral products. It is easy to forget that others may not be as comfortable as we are in a selection room.

Setting the expectation for what a family will see when they enter the room can make the experience seem less intimidating and minimizes the likelihood they will be overwhelmed by all of the merchandise.

Expressing that your goal is to ensure they find a vault that meets their needs and financial preferences will also put them at ease.

3. Carry a Full-Size Burial Vault

At least one full-size burial vault should be on the showroom floor to give families the best possible visual.

Consumers in general are more inclined to purchase a product they can see in person, even if it’s a little more expensive than what they planned on spending. Having said that, the vault on display should ideally be priced at, or just above the targeted price point.

Showing a high-end unit may be tempting but it’s less likely to sell and could be a deterrent to some families. A low-end unit, on the other hand, may sell too frequently and lead to declined sales averages.

4. Provide a Visual of a Full Graveside Setup

Full size products should be accompanied with informative graphics that depict the graveside setting. This paints the entire picture and leaves nothing to the family’s imagination.
An illustration or picture of a complete setup also plants the seed that the vault is the main focal point of the service.

Families will be more apt to select personalization options knowing their selections will be front and center for all to see and appreciate.
When possible, locations with limited space should have multiple graphics.

5. Don’t Cut Corners

Avoid taking shortcuts when talking about vault types, styles, and features.

While a family shouldn’t be inundated with facts and figures, never assume they aren’t interested in a particular product or option. Doing so can result in the loss of potential sales, and more importantly, could upset a family that realizes they weren’t offered something.

Exterior paint colors, metal accents, Appliqués®, and all other personalization options need to be part of every presentation. These are just some of the enhancements that can trigger fond memories and start those left behind on a path to healing.

Families should know about products that can be incorporated into the service as well. Trigard’s Healing Tree®️ burial vault, for example, allows guests to participate in the ceremony. After a special poem is read, they can say their goodbyes as they take a Memory Ring® keepsake.

6. Utilize Technology

Take advantage of the digitized tools available to you. Most families are accustomed to technology and to a certain extent, expect it to be part of their purchasing experience.

Digital product representations are especially beneficial to funeral homes and cemeteries that operate out of smaller buildings. A high-quality image shown on a generous size screen will give families a realistic view of a vault when seeing the actual product is not possible.

Locations that offer Trigard burial vaults can use Trigard Connect, our cloud-based burial vault builder tool. This interactive platform allows families to see different styles of burial vaults and experiment with personalization combinations.

7. Tell Don’t Sell

Think of yourself as more of an educator or presenter than a salesperson. Adopting this mindset makes it easier to build rapport and create trusting relationships with families.

Part of this approach is taking the time necessary to explain that a burial vault is lined, sealed, and warranted so an informed, empowered decision can be made.

Going on to share that the vault is visible at the graveside will emphasize the value of its aesthetics without being overly aggressive.

And finally, highlighting the features and benefits and showing how products differentiate from one another at various price points should be a staple in the presentation.

Overall, this direct approach is very effective yet doesn’t put pressure on a family.

Thanks for What You Do

While the presentation of merchandise is a crucial part of ensuring that a family is satisfied and well-informed, we at Team Trigard realize that you didn’t get into this profession to solely present burial vaults.

As funeral service professionals, we are all looking for ways to lessen the stress and burden on our clients during what is often one of the darkest times of their lives. Helping a family pick a burial vault is just one of the ways that helps ease the burden.

My hope is that you have gathered some bits of advice from this article that will allow you to offer outer burial containers in a new light.