What do you do when the franchise sales lagging? How about comments? Do you blame the economy for Your low sales? Do you blame Your sales person? Whether you're searching for reasons outside of your sales process? There is not necessarily a single word answers to these questions; However, I would like to walk through some of the suggestions and strategies to help. There are a number of areas to evaluate the franchise to lead flow, including qualifying process, sales representatives, franchise brokers, review and monitor the sales, franchise sales pitches for software programs, day of discovery, disclosure, follow-through, and go for the close. Let's look at each of these one at a time.
1. Current clear Presides and the most important thing to ask when selling low, "what my lead flow looks like." If the lead flow down Let's evaluate why. Whether your marketing path while working? Portal what you on? If you exhibit at trade shows? Whether your marketing message is appropriate for the current franchise sales environment? Do you make new changes and monitor the effectiveness of this change? It is important to remember that you don't want to do a total make over as well as You will most likely be changed too many variables and cannot determine what caused the increase in leads and ultimately improve Your franchise sales.
2. Lead Qualification – this is way important to your sales process. What do you do to qualify prospective franchisees? Are you sticking to your needs and not lowering your standards? Do you have to monitor what has been said Your franchise sales people? This is important in the sales process to keep it for your program, if it is not, you finally have a day of discovery and prospective franchise sales meetings with people that just waste your time.
3. Franchise Sales people-the next step is to evaluate people who have in place to run Your Sales Department. If you are a franchisor's young, the best sales person is the founder of the company. No one can sell it with passion and charisma that the creator has the same. If you have sales people at re-evaluate if they are the right person. What percentage of closing them? If they do not, let them go and find someone else. It may be difficult, but it will hurt even more if they can't sell Your franchise and the company suffered because of it. You will also want to check out how Your franchise sales people are being compensated. Usually you will want to have a small base or draw with a great Commission structure to motivate them to sell.
4. Franchise Brokers - Often the idea of franchise sales broker arise when working with my clients, whether or not they should use it as a resource. As a core value, my recommendation is to not use a franchise broker sales because they tend to take large chunks of Your franchise fee, all you need, and they have a conflict of interest. However, utilizing the broker as a supplement to in-house sales team You is something worth considering. Once again, when choosing your broker will want to be very careful about the company you work with and quick to pull the plug if no results after 6-9 months.
5. Review and Monitor Sales Pitches-one of the best ways to help your sales team is to review and monitor their sales calls. Be sure to comply with the legal requirements before listening to their calls or make recordings because there are many countries that have special rules. This is a great way to find out what is actually said to be the person you are and more importantly to help them improve. It is as raw as it gets and it allows you to actually dissect the presentation and sales skills. Very often you will find that Your franchise sales person has strayed a bit far away from the basics. While walking in the sale, it seems that the more you stick to the basics the better you do.
6. Franchise Sales Software. What kind of software program or a sales monitoring system do you use? Do you have one? If you don't do this, you need to get one ASAP! You should be able to manage Your franchise sales person and your company's franchise sales. There are various types of CRM and sales software program that is rather inexpensive including Salesforce.com, ACT, GoldMine, Access, and many others. I usually suggest that you work with "off the shelf" software programs because they are cheaper and more people know how to fix it. If you have a franchise sales software program you utilize the full capacity? Run some diagnostics on your current sales process to ensure the maximum utilization. This makes the sales process easier and help Your franchise sales people sell more franchise!
7. Discovery Days-do you do a day of discovery? Whether you are presenting the best of your business to Your prospective franchisee? Do you ensure that in these days of discovery that you take them into your business when busy and open? Did you make sure your prospects a quality experience? Remember, buying a franchise is an emotional purchase. It means a franchisee you will be "in love" with you, your company, business, or whatever. We want a candidate for franchise buyers have great experience and come away with a good feeling. " It is too often overlooked in the process. Re-evaluate what you're doing for your invention. If you don't have any day of discovery, make sure that you add them in.
8. Proper Disclosure and a 14-day Cooling-Off. Remember to properly disclose Your franchisee. Get a signature, sign-off, and everything that needs to be considered when presenting the Uniform Franchise Disclosure Document to the prospective franchisee. Always be sure to have Your in the form of UFDD's most current and will comply with State and federal regulations. Remember to compliant with 14-day quiet period where you cannot accept deposits, signing contracts, or do anything else that could show sales after the initial disclosure document is presented. This is an important aspect of the sales process as a franchise prospect you will consult with their lawyers, CPAS, bankers, friends, family, etc. This is also your chance to make sure that these are the prospective buyers who are interested in bringing to Your franchise system.
9. follow-up – after qualifying, phone calls, and the next day finds the hardest part. You have to remember to follow up with your prospects. The follow-up is often 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 to instituting follow-up procedures, the quality of Your franchise sales to help long term.
10. Go to close-if you don't ask you won't accept. Make sure you always ask for a sale. This is very important! Nothing else in terms of the sales process if you do not ask whether they are prepared to move forward by signing the paper work and cut the check. If this is your first sales or you are new to the process, no act disgust asking for the sale. Repeat to yourself: "I am going to ask for the sale, I would ask for the sale, I would ASK FOR THE SALE!"
Monday, June 2, 2014
How to Evaluate the Franchise
Subscribe to:
Post Comments (Atom)
0 comments:
Post a Comment