Franchise Sales Best Practices - Do's, Don'ts & More!
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Transcript of Franchise Sales Best Practices - Do's, Don'ts & More!
Franchise Sales Best PracticesDo’s, Don’ts & More
Presented by Paul Segreto CFE, President & CEO, Franchise FoundryMay 6, 2013
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.
Earning the Right to Close
• Share• Interact• Engage• Call-for-Action
Today’s Franchise Candidates
• More educated• More sophisticated• More technologically advanced
Today’s Franchise Candidates
• More educated• More sophisticated• More technologically advanced• More cautious• More diligent• More anxious
Today’s Franchise Candidates
• More educated• More sophisticated• More technologically advanced• More cautious• More diligent• More anxious …than ever before!
Today’s Franchise Candidates
• Expect and command brands to utilize technology– Advertise– Promote– Communicate
Virtual World to Real World
• Virtual World – Social Media– Portals– Online Press– Search
• Real World– Telephone– Email– In-person
Virtual World to Real World
• From Candidate to Franchisee– Share– Interact– Engage– Call-to-Action …Consistent Messaging is Key!
Virtual World to Real World
• Virtual World – Social Media– Portals– Online Press– Search
• Real World– Telephone– Email– In-person
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
Knowing what to do… and when!
• Reducing time gaps• Assigning homework• Giving control of the
process• Closing the sale
Mining for Gold
• Qualified candidates right under your nose– Ideal candidate profile– Ideal forum to…• Share• Interact• Engage• Call-for-Action
…Earn the Right!
Earn the Right… And Make it Happen!
• Share• Interact• Engage• Call-for-Action
Earn the Right… And Make it Happen!
• Share• Interact• Engage• Call-for-Action