international lead generation john p. hayes, ph.d. president & ceo homevestors of america, inc
TRANSCRIPT
International Lead Generation
John P. Hayes, Ph.D.President & CEO
HomeVestors of America, Inc.
Who Do You Want?
• Master Licensee?• Unit Licensee?• Education?• Financial Status?• Language?• Business Experience?• Cultural Experience?
Where Do You Find Them?
• What do these prospects read?• How do they search for opportunities?
• Do they attend expos?• Do they respond to brokers?• Do they attend trade missions?
Tell Your Story Professionally
• Get it in print – Articles placed by PR agencies– Articles generated by media relationships
– Use Advertorials• Capture it on video• Place it on your Web site
Rely On Franchise Media• Read all the publications• Get familiar with lead generation Web sites
• Introduce yourself and your story to writers and editors
• Advertise in the best of these media
Hire International PR Counsel
• With international contacts and experience
• U.S. PR Counsel must have international experience and contacts
• Hire in-country
Meet The Brokers
• Find out who’s selling franchises for international franchisors
• Brokers must work in-country• Hire in-country
Use Government Agencies• Trade Missions
– IFA sponsors 2 each year– 2008: Australia and Asia
• Franchise Partner (Gold Key) Program– Requirement for U.S. Commercial Services
– Contact Export Assistance Centers– Visit: http://www.export.gov/eac/index.asp
• Commercial Services in Other Countries
Your Brand Generates The Best Leads
• Create opportunities for existing franchisees to find new franchisees
Join Trade Associations
• IFA, BFA and others• Ask for their assistance• Ask for referrals for brokers, Web sites, PR agencies, etc.