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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2015 AFDR highlights: Franchisors set annual sales goals. Learn what the brands that exceeded their goals last year did right.
- Eddy Goldberg
- 4,209 Reads
2015 AFDR highlights: Website mystery shopping of nearly 150 brands reveals most franchisors have a long way to go to excellence; social channel usage still lacking.
- Eddy Goldberg
- 5,125 Reads 34 Shares
2015 AFDR highlights: Responses by franchisors to qualified mystery shoppers who submitted inquiries through their websites reveal that much room for improvement remains.
- Eddy Goldberg
- 3,797 Reads
2015 AFDR highlights: Measuring cost per lead and per sale. How well are you tracking these critical metrics?
- Eddy Goldberg
- 5,002 Reads 60 Shares
5 ways to build your franchise sales team to match your stage of growth
- Steve Olson
- 4,863 Reads 18 Shares
2015 AFDR highlights: Multi-unit franchisees' favorite places to find new brands.
- Eddy Goldberg
- 4,399 Reads 40 Shares
Top 10 trends in franchise lead generation, from the Franchise Performance Group, points the way to increased franchise sales in 2015.
- Thomas Scott and Joe Mathews
- 13,639 Reads
Part 5, the final installment of this serialized e-book by Joe Mathews on how to create a buyer-centric franchise sales process, examines deal pacing and managing emotional engagement.
- Joe Mathews
- 5,496 Reads
Effective closing skills are critical in the franchise sales process. Learn how to develop them in yourself - and your team.
- Steve Olson
- 5,074 Reads 4 Shares
Last issue we discussed the first of the three key selling skills involved in effectively selling new franchises--and how they apply in good economies and bad.
- Steve Olson
- 5,255 Reads 2 Shares
In previous issues of this newsletter, we've covered many components and aspects of The Six Steps to Selling Success from Steve Olson's best-selling book "Grow to Greatness," a guide to building and sustaining a successful franchise brand.
- Steve Olson
- 7,721 Reads
Feeling butterflies in personally uncomfortable situations is a human condition. We all know and have experienced this.
- Steve Olson
- 4,086 Reads 1,023 Shares
Executive review committees typically are composed of senior franchise executives who review a candidate's qualifications before granting them a franchise.
- Steve Olson
- 4,740 Reads 15 Shares
Discovery Day is show time! Whether you have one franchise or a thousand, this special event propels your sales process to a crescendo.
- Steve Olsen
- 3,867 Reads
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
- 4,666 Reads
Objective: Candidate gains insights and understanding of the opportunity from owners. Review the results of your candidate's conversations.
- Steve Olson
- 4,181 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
- 3,380 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
- 5,320 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
- 3,986 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
- 3,787 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
- 16,167 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
- 3,812 Reads
Most young franchisors have their sales executive initially screen and pre-qualify prospects.
- Steve Olson
- 8,697 Reads 8 Shares
The foundation of your successful selling program starts with your sales process.
- Steve Olson
- 10,220 Reads
Best-selling business author and trainer Zig Ziglar once said, "People don't buy drills, they buy holes."
- Thomas Scott and Joe Mathews
- 8,617 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
- 5,804 Reads
What you don't know, you can't measure. And what you can't measure, you can't improve!
- Steve Olson
- 4,351 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
- 4,658 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
- 5,542 Reads 262 Shares
This is the first of a three-part series on how to optimize your franchisee conventions.
- Evan Hackel
- 9,439 Reads 1 Shares
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