April 2014 Archives
Make a Franchise Sale on the Phone - 6 Can't Miss Questions
Posted by Joe Caruso | Category Sales
It's harder than ever to get your franchise candidate on the telephone. You and I both know you can't sell a franchise until you have further qualified the franchise candidate for your offering. And that means engaging in dialogue with your interested prospect. You can try to let your franchise recruitment website and high powered CRM do the heavy lifting. But that would be a mistake. Your top of the funnel inquiry process should result in a franchise candidate having a telephone call with you. Done right franchise buyers will be asking you when would be a good time forWhy Your Franchise Leads Refuse to Talk with You
Posted by Joe Caruso | Category Sales
The Franchise sales process has changed since I began over 20 years ago. Back when I started out, people interested in franchises used the telephone to inquire and request information. Because they saw our ads in the Wall Street Journal or some other important franchising magazine. We talked to them and sent our info packets out through the mail or UPS NextDay. The sales process had begun. But, today franchisors are building costly & elaborate franchise recruitment websites. They give probable purchasers glossy franchise brochure PDF downloads. They use higher-powered full-blown & expensive CRMs to move the probable purchasers throughBring Out Your Dead
Posted by Joe Caruso | Category Sales
Remember - "Bring out Your Dead? Well, you might be killing your leads too early, too. In the early 1990s, I was in charge of US development for a top QSR franchise. At that time we relied on targeted marketing by DMA (Designated Market Area), trade shows and the display advertising to attract attention to our franchise offering. Ours leads came in by telephone, brochures & applications were mailed and the follow up was telephone and FAX machine. We were very good at managing our prospective franchisee pipeline using a basic CRM and Excel. We tracked conversion, diligently followedCategory Archive
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