Franchise Sales Best Practices - Do's, Don'ts & More!

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Presentation to Franchise Brokers Association about franchise sales best practices. Monday, May 6th

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Franchise Sales Best Practices - Do's, Don'ts & More!

  1. 1. Franchise Sales Best PracticesDo’s, Don’ts & MorePresented by Paul Segreto CFE, President & CEO, Franchise FoundryMay 6, 2013
  2. 2. Here’s What We’ll Cover Today- Earning the right to close more franchise sales to qualified candidatesby utilizing a proven four-step approach - Share, Interact, Engage, Call-to-Action.- Dealing with todays sophisticated and technologically advancedcandidates - utilizing technology is not only essential, but paramount toachieving a competitive advantage.- Understanding the necessity of a seamless transition from the virtualworld to ground zero of the franchise sale - consistent messaging iskey!- Wandering aimlessly through the disclosure danger zone - turningpotential hot-spots into sales hot-buttons.- Reducing time-gaps to increased franchise sales - knowing what todo, and when.- Mining for qualified franchise sales leads from current sales pipeline -truly a gold mine to future franchise sales.
  3. 3. Earning the Right to Close• Share• Interact• Engage• Call-for-Action
  4. 4. Today’s Franchise Candidates• More educated• More sophisticated• More technologically advanced
  5. 5. Today’s Franchise Candidates• More educated• More sophisticated• More technologically advanced• More cautious• More diligent• More anxious
  6. 6. Today’s Franchise Candidates• More educated• More sophisticated• More technologically advanced• More cautious• More diligent• More anxious…than ever before!
  7. 7. Today’s Franchise Candidates• Expect and command brands to utilizetechnology– Advertise– Promote– Communicate
  8. 8. Virtual World to Real World• Virtual World– Social Media– Portals– Online Press– Search• Real World– Telephone– Email– In-person
  9. 9. Virtual World to Real World• From Candidate to Franchisee– Share– Interact– Engage– Call-to-Action…Consistent Messaging is Key!
  10. 10. Virtual World to Real World• Virtual World– Social Media– Portals– Online Press– Search• Real World– Telephone– Email– In-person
  11. 11. 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
  12. 12. Knowing what to do… and when!• Reducing time gaps• Assigning homework• Giving control of theprocess• Closing the sale
  13. 13. Mining for Gold• Qualified candidates right under your nose– Ideal candidate profile– Ideal forum to…• Share• Interact• Engage• Call-for-Action…Earn the Right!
  14. 14. Earn the Right… And Make it Happen!• Share• Interact• Engage• Call-for-Action
  15. 15. Earn the Right… And Make it Happen!• Share• Interact• Engage• Call-for-Action
  16. 16. Thank You!(832) 534-8498psegreto@FranchiseFoundry.comand on Twitter... @PaulSegreto

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