How to Franchise - Franchise Sales

How to Franchise – Franchise Sales

Posted on 31st March 2011 in Franchise

What do you do when the franchise sales lagging? How do you respond? Do you blame the economy for the sale of your primary? Do you blame your sales? Are you looking for reasons outside of your sales process? There is not necessarily the one word answer to the questions, but I want to go through a number of recommendations and strategies to help. There are a number of fields to assess the franchisee, including directing the flow, process qualification, sales representative, franchise broker, review and monitor the sales pitches, franchise sales software programs, today the discovery, the proper exposure, follow up, and go to closing. Let’s look at each one individually.

1. Lead Flow – “. What do I look like flow directing” The obvious and most important to ask when selling low, if the flow down here to lead us to evaluate why. What is the current way of marketing your work? Portal What are you on? If you exhibit at trade shows? Are your marketing messages are appropriate for the current franchise sales environment? Have you made recent changes, and monitored the effectiveness of these changes? It is important to remember that you do not want to do a total make over as well as you will most likely change too many variables and can not determine what caused the increase in sales leads and ultimately improve your franchise.

2. Lead Qualification – This is an important way to process your sales. What do you do to meet your prospective franchisee? Are you sticking with your needs and do not reduce your standards? Have you been monitoring the sale of the franchise you have to say? This is important in the sales process to keep on your program, otherwise you end the day the discovery of a franchise sales and meeting with people that just waste your time candidate.

3. Franchise Sales Person – The next step is to assess who is in the place of your sales department. If you are a young franchise owner, who is the founder of the company’s best sales. No one can sell with the same enthusiasm and charisma that the creator has. If you have people in place to assess whether they are selling is the right person. What percentage of closing them? If they do, let them go and find someone else. It can be difficult, but it will hurt more if they can not sell your franchise and the company suffered because of it. You’ll also want to examine how those selling the franchise you are compensated. Usually you will want to have a small base or draw with a good fee structure for motivating them to sell.

4. Franchise Brokers – Often times the broker selling the franchise idea came while working with my clients, whether or not they should use this as a source of power. As a core value, my suggestion is to not use the franchise sales brokers because they tend to take most of the cost of your franchise, you will need, and they have a conflict. However, using brokers as a supplement to the sales team in your home is something worth considering. Again, when choosing a broker you will want to be very careful where your company is working to quickly and pull the plug if there are no results after 6-9 months.

5. Review and monitor sales pitches – One of the best ways to help your sales force is to review and monitor their sales calls. Make sure you comply with the law before the hearing to call them or make recordings because there are many countries that have special rules. This is a great way to find out what people are saying and you are actually more important to help them improve. It is as raw as it gets and allows you to fully dissect the performances and sales skills. Very often you will find that the franchise of your sales people have strayed rather far from the policy. Like walking in the sale, it seems that the more you stick to the policy that you do better.

6. Franchise Sales Software – What software program or a sales monitoring system you use? Do you have one? If you do not, you need to get one ASAP! You should be able to manage your franchise sales and franchise sales person from your company. There are many types of CRM and sales software programs are relatively inexpensive, including Salesforce.com, ACT, Access, gold mines, and many others. I usually recommend that you work with the program “off the shelf” software, because they are cheaper and more people know how to fix it. If you have a franchise selling software programs that you utilize the full capabilities? Run some diagnostic on your current sales process to ensure maximum utilization. This makes the sales process easier and help the people you sell franchise franchise sale again!

7. Discovery Day – Are you doing the day the discovery? Are you presenting the best from your business to your prospective franchisee? Are you sure that in the days of the discovery that you bring to your business when they are busy and open? Are you sure you experience the prospect of high? Remember, buying a franchise is an emotional purchase. Franchisee means you are “in love” with you, your company, business, or whatever. We want prospective franchise buyers have a great experience and came away with a “good feeling.” It is too often overlooked in the process. Reevaluate what you are doing for days your findings. If you do not have any day of the discovery, make sure you add them in

8. Transparency and accurate 14-day Cooling Off – Remember to properly disclose your franchisee. Get autographs, sign-off, and everything that should be considered when preparing the Uniform Franchise Disclosure Document for your prospective franchisee. Always make sure you have your UFDD the most current forms and in accordance with your rules and the federal states. Remember to follow the 14 day cooling off period where you can not accept deposits, signed the contract, or do anything that might indicate the sale after the initial disclosure document presented. This is an important aspect of the franchise sales process and your prospect will consult with their attorney, CPA, banker, friends, family, etc. This is your opportunity to ensure that this is a potential buyer that you are interested in bringing to your franchise system.

9. Follow-up – After qualifying, phone calls, and today the most difficult part is finding the next. You must remember to follow up with your prospects. Further actions are often times where you can hear the truth about what your prospects think. You need to check how often and what you say in your franchise sales follow up. This is the key for the agency to follow quality procedures to help your long-term franchise sales.

10. Go to Close – If you do not ask you will not receive. Make sure you always ask for sales. This is important! There is no longer in the case of the sale if you do not ask if they are ready to move forward with signing a paper and cut a check. If this is your first sale or you are new to the process, does not act sick of asking sales. Repeat to yourself: “I will ask for the sale, I will ask for the sale, I WILL ASK FOR THE SALE!”

As we have discussed the franchise sales process is full of detail, hard work and perseverance. This is a rewarding and enjoyable experience full of high emotion for you and your prospective franchisee. Remember that the key to selling the franchise was able to say “no” to someone who does not fit with your organization. If someone is a problem early in the sales process, they may be a problem as the franchisee. Learn to say “No” and the grant or grant a franchise to the right person to help you out significantly as you continue developing your franchise company. I also would suggest that often it is difficult to perform brain surgery on your own when reviewing your sales process and you may want to seek out negotiation. Remember, the key to selling a franchise is an option, option, option as these people be “married” to you for 20 years into the future, so choose wisely.

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