a simple guide to developing a marketing plan

Now that we are entering the final quarter of the year, most companies in the funeral service are working on next year’s marketing plans. As you move through this process, it’s a great time to ask (and answer) some key questions about your company and its operations.
A solid marketing plan assembles all of a company’s marketing objectives into one comprehensive plan. While each company has a unique set of goals, the overreaching aims for most firms are to increase business and, in doing so, grow revenues, profits and market share. Here are a number of questions to ponder as part of the marketing plan development process.

1. Have your analyzed your competition?
   You can learn a lot by taking an objective look at your competitors, their operations and their marketing efforts. Now would be a great time to take a long, hard look at what your competition is offering. You might be very surprised at what you find.
   
   
2. What is your customer’s experience?
   Happy families are loyal customers. Make the customer experience easy, enjoyable and convenient. When you do that successfully, they will use your firm and promote your company to others in the community. Evaluate every step of the customer’s journey once they contact your firm and work toward creating a customer experience that is unparalleled in your market. Remember, the little difference makes all the difference.
   
   
3. How is your firm perceived in the community?
   Discover what your reputation is and whether your “brand” matches your intention and perception. Talk to customers and prospects. You might discover a shortcoming that needs to be addressed or better yet, learn about a strength that you were not aware of.
   
   
4. What, if any, changes or trends have emerged in your marketplace?
   Research the CANA trends and make sure your services are still meaningful and relevant. Assess current customer needs and pain points, and make a plan to address them in your marketing messages. Look for growth opportunities in new marketplaces when appropriate.
   
   
5. What did you do well last year, and where do you need to improve?
   Some marketing plans are left on the shelf and not followed. In addition, even when implemented, some programs do not generate the expected results. In that case, it’s important to evaluate the components of each campaign, including the messaging, medium and the delivery. Ask for input from all team members to get a better understanding of what needs to change in the future.
   
   
6. What strengths do you need to leverage and protect as well as what weaknesses must you address?
   Figure out what you are doing well and make plans to make them even stronger. At the same time, take an honest look at where you and your staff fall short. Outline a plan to make this shortcoming a strength.
   
   
7. What opportunities can you exploit and what threats should you plan to mitigate?
   If you are in contact with other CANA members, find out what new services or products they offer and have had success with. Conversely, find out what regulations they are faced with in their states and communities – as it’s only a matter of time until they may find their way into your market.
   
   
8. Is your vision and mission clearly acknowledged and understood throughout your company?
   Without a succinct and easily expressed mission, it is unlikely that everyone will be united and be able to work together in a collaborative way to reach the outlined company’s goals. Find ways to remind the staff (and inform your families) about the vision through things like signage throughout the firm.
   
   
9. Do you have well-defined strategies to drive your marketing initiatives?
   Take a look at what products and services you plan to offer, how they will be priced, where you will interact with family and what you will communicate with them. Each of these is crucial in providing the backbone for the tactics and activities included in the marketing plan.
   
   
10. Is your messaging customer-centric?
    Today’s savvy families can spot a marketing pitch a mile away. Personalize messages to customers based on their pain points, needs and interests, and deliver them in a way they like. Successful companies create tailored, relevant communications based on customer preferences that highlights a key point of difference.
    
    
11. Is your marketing plan written, known and supported throughout the organization?
    While the vision, mission, goals, strategies and tactics are important components of any solid marketing plan, they are not enough. Make sure your plan includes a budget, schedule, assignment of responsibilities and a method of monitoring and evaluating plan performance. Share the plan and get buy-in and then fine-tune the plan throughout the year.

As you answer these questions, your marketing plan will begin to unfold. Start by focusing on the big picture and then define the specific strategies and tactics necessary to accomplish your goals. When strategy and tactics in your marketing plan work in tandem as they are executed, your company can efficiently and effectively reach its goals and enjoy success.

---

Joe Weigel put attendees though their paces at CANA's 100th Annual Cremation Innovation Convention on July 26, 2018 at the Fort Lauderdale Marriott Harbor Beach Resort & Spa in Session 2 • Marketing Boot Camp 101: You Must Start with the Basics, to acquire the core skills of a marketer to improve your firm’s overall competitiveness and increase revenues, receive a solid grounding in the tools, techniques and approaches used in a plan.

This article appears in The Cremationist Vol. 54, Issue 3 — CANA Members can log in to see this and more articles from our quarterly publication. Not a member? Consider joining your business to access tools, techniques, statistics, and advice to help you understand how to grow the range of services and products you can offer, ensuring your business is a good fit for every member of your community – only $470!

With a wide range of valuable networking and educational opportunities, the CANA Convention featured sessions that examined the last 100 years of CANA conventions and growth in cremation, evaluated where businesses are today, and focused on the next 100 years by providing strategic and practical information for long-term success. Missed it? You can access Joe's full presentation recording and all other speakers' wisdom on our Learning Management System. View session descriptions and pricing here: gocana.org/CANA18.
​
Save the Date for CANA's 101st Annual Cremation Innovation Convention in Louisville, Kentucky July 31-August 2, 2019.

---

Joe Weigel is currently principal and owner of Weigel Strategic Marketing. a communications firm focused on cremation and the funeral profession that delivers expertise and results across three interrelated marketing disciplines: strategy, branding and communications. You can visit his website at weigelstrategicmarketing.webs.com. He also can be reached at 317-608-8914 or [email protected].