Do these six things faithfully and you will have a killer franchise selling machine. For the 5 Most Fascinating Stories in Franchising, a weekly report, click here & sign up.
Every end of year you ask your franchise sales team how many franchise deals will they close next year. And they tell you a number.
Almost always the number is higher than the previous year and you believe them, or at least you want to believe them.
Your team is being optimistic. They want to do well and they want to please you.
But you might end up blaming them when the results don't happen and you will consider making personnel changes. About every 18 months, a franchise sales director is terminated.
It's no secret that franchise sales teams have high turnover and you can chalk some if it up to a bad hire here and there. But in my experience that's not the reason why most of the time.
The turnover happens mostly out of frustration. You fire under-performers or they quit because they know they are failing. You find a new person and cycle repeats itself. Every 18 months.
Stop being set up for disappointment and having to get a new team, every 18 months.
You can do something about it now to make things better for this year.
Here is how to do something different? Try improving on one of these dimensions.
Confirm your team actually follows your franchise sales process - You will be surprised at what you learn.
Find the leaks in your sales funnel - Where are your franchise candidates losing interest & dropping out?
Rebuild your franchise sales process - Most processes have too few or the wrong steps to match your prospects timing and decision making.
Become expert at using your franchise sales CRM software - You need to be great at it so you can coach your team and know what's happening.
Read everything out loud that you are sending out to prospects from your auto-response to closing letter - These emails & letters have changed over-time and need fixing.
Listen to your franchise sales scripts - They have to make sense to prospects and your sales team or they won't use them or work.
You will get more sales out your team and your disappointment will vanish.
