February 2014 Archives
Professional Franchise Selling - How to Get Comfortable with Discomforting Questions
Posted by Joe Caruso | Category
Franchise selling is hard and it takes sustained effort for franchise sales professionals to get the job done. Franchising by nature of the transaction has a long sales cycle and a lot can happen to your prospects in a 60 day plus timeframe. Most of which are out of your control. I think we agree having a well designed franchise sales funnel process is an essential part of an effective franchise sales program. Qualifying inquiries at the top of the sales funnel. Getting the steps in the right order. Making certain the steps are engaging for your prospects. Writing theHow to Sell More Franchises By Reducing Your Leads
Posted by Joe Caruso | Category Sales
I once took over a franchise develeopment department where the sales team was getting 5000 leads a year. The sales team was very proud of that 5000 lead number and so was the CEO of the company. We were popular with people inquiring about our franchise offering. And it seemed we were especially popular with just about every franchising web portal out there. In franchising we tend to use the terms lead and inquiry interchangeably and most of what we call leads are really inquiries. And that's okay as long we understand we can't sell to an inquiry until they4 plus 4 More Ways for Improving Your Franchise Sales Closing Ratio
Posted by Joe Caruso | Category Sales
I previously wrote an article "How to Quit Having Discovery Days & Sell More Franchises". I suggested you come up with a new and better name for "Discovery Day". Here is what you need to do before and during your "New Name Discovery Day". If you are like most franchisors you carefully track your closing ratios. And the sale closes soon or just after you have met your candidates at your corporate office. Here's what you should know about your candidates well before meeting day. How many. Financially qualified for the number of units they plan to develop. Where: AreaAre You Making these Mistakes trying to Sell Franchises Faster?
Posted by Joe Caruso | Category Sales
Many franchisors announce great plans to expand. Yet, the same franchisors have a lead to close sales cycle greater than 90 days. There is a good scientific reason for this - the commitment process takes at least that long to take hold. Executives in franchise companies then get frustrated by the length of the sales cycle. The reality didn't meet their expectations of success. (Credit to Jessie Kay Graphics) And so, they will instruct their franchise sales teams to shorten the sales cycle. They'll ask "How come we can't close these franchise sales faster"? Why does it take as long8 Easy to Do LinkedIn Franchise Selling Secrets Guaranteed to Work
Posted by Joe Caruso | Category
Yes I know. You sell franchises. Your leads are delivered to you. But you want social media - in particular LinkedIn to be a source of great and cheaply found new franchisees? You and everyone else! And that's unlikely to happen for your franchise. You have all the social media buttons on your franchise recruitment website. You put out press releases all the time. You have automated your distribution of your releases, blogs and articles. So why aren't the leads flowing in from all that effort? Your brand is out there, however you and your people are not. Let's faceCategory Archive
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