Why You Won't Sell Franchises at the International Franchise Expo in June 2014

Posted by Joe Caruso  |  category Lead Generation

Some will have the following at the International Franchise Expo -

• The biggest baddest trade show booth.
• An expensive video presentation for attendees to watch.
• Really cool branded trinkets & tchotchkes.  
• An on-site kitchen to feed the masses & all your competitors.
• Attractive models to invite people into you selling space.

Those Franchisors won't Close any Deals.

None of those things really make a difference if you don't have a franchise trade show lead capture and follow up plan.

I know this works.  Because I have done it many times.  And so can you.

Instead Do This and Collect More Leads.

• Spend the money on the badge scanner.
• Have a trade show team of 3 people 
• No chairs - Never sit in your own booth and franchise buyers won't use them anyway
• Do pay extra for the under-carpet padding to save your energy
• Rent a 10x10 or 10x20 booth in a good spot & ask who your neighbors will be
• Have a nicely branded professional booth, but no need to go overboard 
• Have an expert trade show "elevator pitch" that tells people 3 things and gets you 1 important answer -
• What we do?
• Where we're developing?
• How much we cost?
  • Is this the kind of investment you're interested in?
• Tell your interested franchise leads what happens next
• We'll send you more information 
• I will call you next week after the show
• Have a post trade show show 3 step email mini-drip campaign
• Email #1 - Great to meet you at the show
• Email #2 - Here's the information I promised to send
• Email #3 - Here's what we will do next

Franchise trade shows are for lead generation only.   Stay in touch with these leads.

Successful franchise sellers know this.

They save the selling for qualified franchise-buyers.

Because they have franchise sales process that works.

You can't close a franchise deal at the trade show so why try?

You need to keep in touch with the lead you just collected, have a look here how to do it, it will only cost you $350/month.

Tags: How Many Franchise Leads am I Going to Get?

March 26, 2014 12:55 PM