How To Recruit Better Candidates And Close More Franchise Sales Seminar

Who Should Attend: Franchise Executives, Salespeople, Internal Legal Staff, Area Developers, Master Licensees, Sub-Franchisees and any staff who take part in the process of recruiting and selecting franchisees.

How You Will Benefit From This Seminar: This seminar is designed to help you grant franchises to qualified individuals and groups who believe they can achieve their personal and business goals by:

• Fully, completely and consistently implementing our operating systems[s],

• Enhancing our valued Brand,

• Creating and keeping VERY satisfied customers,

• Working cooperatively with the other Strategic-Partners,

• Helping us build market share,

• Willingly and enthusiastically participating in all aspects of our relationship, especially

• Our Performance Improvement Resources.

Over the years, we have repeatedly shown that having a proven system, and then consistently adhering to it, is the most important factor of all in “sales force” productivity. Is it time to streamline your “Franchise Sales

Process”? If so, this seminar is important for you.

Topics Covered:

Franchising as a Business Strategy

• What franchising is

• Why companies franchise

• Why franchising is today’s most successful business strategy

• Understanding the difference between granting a franchise license and selling franchises

Market Development Strategy and Plan

• What a market development plan includes

• How to grow in an efficient, orderly way and what growth strategy to use

• How to create and use a market development plan Franchise Sales System

• Function of the Mission Statement

• Role of the franchise sales representative

• Seven components of a franchise sales system

• Creating value during every candidate contact

• Measuring results

• Candidate evaluation questions

Promotion

• Proven sources for generating qualified leads

• Five promotion strategies that find better candidates

• Designing and implementing a franchisee referral program

• How to determine your franchisee profile

• How to improve the design and effectiveness of your promotional pieces

• Develop an internet strategy for lead generation

Qualifying

• Using your franchisee profile to qualify candidates quickly, efficiently and inexpensively

• How to make sure you stay in control

• Identifying “tire kickers” immediately

• How to get more applications returned

• Using Qualification Specialists to improve your response rate

Interviewing

• Choosing the right format: one-to-one, group or seminar

• Preparing for the first face-to-face meeting

• Elements of an effective presentation

• Presenting your concept in terms of the candidate’s needs, wants and desires

• Establishing candidates’ “need to know” before you “tell” about your concept

• Communication between you and the candidate

• Key signals that tell you to stop “presenting”

• How and when to use emotion

• Keeping candidates interested after they’ve made their decision

• How to present the offering circular and license agreement as non-negotiable documents

Closing the Franchise Sale

• The “Seven Question” close

• Improving your results with the “M2000 Decision-Making Checklist”

• Structuring an effective Discovery Day (corporate visit)

• Using operations manuals to build value