March 2014 Archives
It's Easier to Ask Forgiveness than It is to Get Permission.
Posted by Joe Caruso | Category Sales
Changing things for the better requires an element of risk. After a large reorganization of a major QSR franchisor I worked for, I ended up with greater responsibility and not enough resources. We had a set way of doing things - lots of procedures & steps. And that was fine when we had more people. But not now. I also had a new boss. He wasn't actually new to me. Reporting to him was new. (My old boss took an "early retirement" as part of the reorganization.) I had been with the QSR just over two years. The new responsibilitiesWhy 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 CollectFire Your Franchise Sales Team
Posted by Joe Caruso | Category Sales
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. It's no secret that franchise sales teams have high turnover and you can chalk some if it upSelling Franchises to Great Operators Who Will Fail You & You Will Feel Awful for It
Posted by Joe Caruso | Category Operations
The best franchise recruitment selling is about getting new franchisees who have both talent and capital to develop your concept. If you've been selling franchises even for a short time I will bet you have met the proverbial great operator or applicant with the ideal background to be franchisee in your system. And not only you like them they love your brand, franchise concept and company culture. They are a fit. It's a match made in heaven with the sun, the moon and the stars almost aligned. But the prospective franchise buyer is a little "light" on the capital. TheyCategory Archive
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