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Franchise Sales Best PracticesDo’s, Don’ts & More
Presented by Paul Segreto CFE, President & CEO, Franchise FoundryMay 6, 2013
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Here’s What We’ll Cover Today
- Earning the right to close more franchise sales to qualified candidates by utilizing a proven four-step approach - Share, Interact, Engage, Call-to-Action. - Dealing with today's sophisticated and technologically advanced candidates - utilizing technology is not only essential, but paramount to achieving a competitive advantage.- Understanding the necessity of a seamless transition from the virtual world to ground zero of the franchise sale - consistent messaging is key!- Wandering aimlessly through the disclosure danger zone - turning potential hot-spots into sales hot-buttons.- Reducing time-gaps to increased franchise sales - knowing what to do, and when.- Mining for qualified franchise sales leads from current sales pipeline - truly a gold mine to future franchise sales.
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Earning the Right to Close
• Share• Interact• Engage• Call-for-Action
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Today’s Franchise Candidates
• More educated• More sophisticated• More technologically advanced
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Today’s Franchise Candidates
• More educated• More sophisticated• More technologically advanced• More cautious• More diligent• More anxious
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Today’s Franchise Candidates
• More educated• More sophisticated• More technologically advanced• More cautious• More diligent• More anxious …than ever before!
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Today’s Franchise Candidates
• Expect and command brands to utilize technology– Advertise– Promote– Communicate
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Virtual World to Real World
• Virtual World – Social Media– Portals– Online Press– Search
• Real World– Telephone– Email– In-person
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Virtual World to Real World
• From Candidate to Franchisee– Share– Interact– Engage– Call-to-Action …Consistent Messaging is Key!
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Virtual World to Real World
• Virtual World – Social Media– Portals– Online Press– Search
• Real World– Telephone– Email– In-person
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Disclosure Danger Zone
• Turning hot-spots to hot buttons!– Know the Franchise Disclosure Document (FDD)• Use it as a sales tool
– Understand Financial Performance Representation• FPR / Item 19
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Knowing what to do… and when!
• Reducing time gaps• Assigning homework• Giving control of the
process• Closing the sale
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Mining for Gold
• Qualified candidates right under your nose– Ideal candidate profile– Ideal forum to…• Share• Interact• Engage• Call-for-Action
…Earn the Right!
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Earn the Right… And Make it Happen!
• Share• Interact• Engage• Call-for-Action
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Earn the Right… And Make it Happen!
• Share• Interact• Engage• Call-for-Action