Franchise Sales
The franchise recruitment process is not just about closing the deal. It's about finding the right fit for both candidate and brand. Learn how to move your franchise prospects and candidates through your sales process to determine if there’s a match. To achieve this, you'll need the right team. Find out how to evaluate your franchise sales and development team, and best practices for pay, incentives, and commissions to attract and retain top sales talent and meet your development goals.
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We asked James R. Walker, Chief Development Officer at The Johnny Rockets Group, how his company is using technology to identify, reach, and track prospects. Here's what he had to say.
- Kerry Pipes
- 3,845 Reads
Objective: Candidate gains insights and understanding of the opportunity from owners. Review the results of your candidate's conversations.
- Steve Olson
- 3,402 Reads
We asked Chris Cheek, chief development officer at Toppers Pizza, what role diversity plays in his brand's recruitment and development process. Here's what he had to say
- Chris Cheek
- 2,593 Reads 15 Shares
Stories are the basis of human communication and decision-making. We use stories to relate to one another and make sense of the world around us.
- Joe Mathews and Thomas Scott
- 4,323 Reads
Everyone knows the names of the most popular business books and the gurus who wrote them: Peter Drucker, Tom Peters, Ken Blanchard, Jim Collins... you know the list.
- Eddy Goldberg
- 3,246 Reads
Now's the time to start pre-closing your prospect. As franchise pros stress, "The best close starts with the opening!" This is the most opportune time to set expectations and take control through leadership.
- Steve Olson
- 3,071 Reads
The face of America's franchise owners is changing. In the traditional franchise model, the franchisee purchases a brand and follows an operator's manual.
- Jennifer Tucker
- 13,101 Reads 1,014 Shares
This meeting with your prospective candidate is the most important step in the recruitment process. It's your first real "date," the one that determines whether you two have what it takes for a serious relationship.
- Steve Olson
- 3,041 Reads
Most young franchisors have their sales executive initially screen and pre-qualify prospects.
- Steve Olson
- 7,643 Reads 8 Shares
The foundation of your successful selling program starts with your sales process.
- Steve Olson
- 8,795 Reads
Best-selling business author and trainer Zig Ziglar once said, "People don't buy drills, they buy holes."
- Thomas Scott and Joe Mathews
- 7,617 Reads 2 Shares
Franchisee validation is driven by three factors. The first is unit-level economics. Are franchisees' financial returns meeting their expectations?
- Joe Mathews
- 4,762 Reads
What you don't know, you can't measure. And what you can't measure, you can't improve!
- Steve Olson
- 3,549 Reads 94 Shares
Franchise Performance Group has been studying and creating franchise sales "tipping points" since 2002. In this e-book we identify and explain the 10 Keys to Creating a Tipping Point.
- Joe Mathews
- 3,532 Reads 100 Shares
Getting the most from your advertising spend is more important than ever. These 9 tips can help you become more effective at choosing where you place your ads - and how to evaluate the results.
- Steve Olson
- 4,605 Reads 262 Shares
This is the first of a three-part series on how to optimize your franchisee conventions.
- Evan Hackel
- 8,183 Reads 1 Shares
As a bootstrap franchisor, there certainly are ways you can gain public attention through your own personal efforts.
- Steve Olson
- 5,578 Reads 31 Shares
Jersey Mike's has developed a recruitment system that's strong on speed, efficiency, and good communication, says Brian Sommers, vice president of franchise development for the Manasquan, N.J.-based franchisor.
- Debbie Selinsky
- 5,806 Reads 708 Shares
Franchise shows were the champions of recruitment during the 1980s and early 1990s. Franchisors effectively sold owners throughout the U.S. by "working the circuit" 40 weeks a year.
- Steve Olson
- 4,276 Reads 81 Shares
For many franchisors, the traditional advertising vehicles - portals, print advertising, PR, and broker networks - do not appear to be working as effectively as they were five years ago.
- Joe Mathews
- 10,221 Reads 1 Shares
Last year the headline on our Annual Lead Generation Survey story in Franchise Update magazine read: "Adapt or Die."
- Eddy Goldberg
- 5,582 Reads 225 Shares
Who is your ideal franchise buyer? Let's begin with knowing your market.
- Steve Olson
- 5,480 Reads 1 Shares
Try a few of these selling tips to sharpen your process and accelerate your inquiry-to-close cycle.
- Steve Olson
- 6,814 Reads 389 Shares
What are you doing to create a compelling, response-driven recruitment website for your brand?
- Franchise Update
- 6,158 Reads 517 Shares
The Annual Franchise Development Report (AFDR) from Franchise Update Media Group is a comprehensive research guide to sales and lead generation performance in franchise recruitment.
- Franchise Update
- 5,077 Reads 24 Shares
The good news for franchise recruitment is there are key lead generation sources that will work to various degrees of success.
- Steve Olson
- 5,606 Reads 121 Shares
The rapid increase in social media channels has provided new opportunities to build relationships with promising franchisee prospects, but it also has brought new levels of confusion, uncertainty, and a feeling of overload.
- Franchise Update
- 7,444 Reads 154 Shares
Unit-level economics. This single key is the greatest predictor of a franchisor's future success!
- Joe Mathews
- 5,042 Reads 1,023 Shares
Core values are today's "X factor" in franchise development. To succeed in this business, franchisors must effectively position their concept in the marketplace, offering compelling benefits to both customers and potential franchise buyers. By creating a dynamic culture you'll add a powerful dimension to your brand, which can catapult your organization beyond the competition.
- Steve Olson
- 3,606 Reads 15 Shares
Distinguish your franchise by knowing what creates steadfast customer loyalty to your brand. Franchisees profit from this consumer connection, which drives repeat business. At American Advertising Distributors I capitalized on our point of differentiation by arming our retail clients with marketing intelligence that was superior to any other service at the time, producing more successful campaigns for their businesses. I bragged to prospective franchisees about our powerful corporate research and development, which was instrumental in our 82 percent customer retention rate. Our retail market craved expertise for building their businesses, and our system delivered the goods beyond their expectations. We had raving customers who championed our brand because we provided them what they wanted.
- Steve Olson
- 3,319 Reads 1,023 Shares
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