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News Paper Magazine Exhibition Direct mail Mouth to mouth publicity Personal contacts. Company brochures/ handouts Sales Process • Qualify financially • Built rapport • Find Need • Create desire Why Franchise take your Brand? • Creditability • Transferability of Knowledge • Specialist • Years of Experience • Brand Name • Management Backup Franchise Profile • Age & health • Location • Background • Experience • Financial Status • Past Success & Failures • Character • Profile in the community Before Advertisement for Franchisee enquiry, following points should be Important • Make a good story about brand • ROI • Bankers Accreditations • Lawyers Accreditations • Find USP • Design Questionnaires • Team member should aware about job profile and very well trained. • Leaflets • Brochure- 3 types • Profile form • • • • • • • •
Telephone Enquiry • Ask- How he/she gets your reference? • Which paper? • How you find advertisement i.e. design, text matter, position, page etc? • Ask personal question like name, address, phone no. etc. • Present service / business? • Who will go to handle Franchisee? • Source of Income? • Tell story So it will create your control, if inquiry came through mail then send above question to him and if you get satisfied answer then send him story and after that in first meeting handover him profile form. First meeting with prospect • Meet & grit • Purpose/ agenda of the meeting • Ask the questions • Franchise opportunity • About Brand • Story Meeting Documentation • Brochures, Leaflets • Profile • Disclosure documents Fix Next Appointment. Second meeting with prospect • Get the filled application • Ask the question about brand. • Discuss with prospects about his experience, financials, driving force & deposit. This you can do while going through his profile. • After reviewing profiles & discussion, handover franchise agreement, Bankers accreditations, lawyers accreditations and take his signature that he received all documents. Fix Next Appointment. Third meeting with prospect • Financial condition of prospect check completed prior to meeting • Also cross verification about reference given by prospects should be completed. • Give detail information about brand; understand prospects view, planning etc. • Discuss about investment part Fix Next Appointment Fourth meeting with prospect • Ask the questions about brand.
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Once again review his application Review finance Review legal issues
Fix Final Appointment • Take signature on all documents i.e. franchise agreement, bankers’ accreditations, lawyers’ accreditations etc. • Complete the payment transaction as per Brand rules. • Confirm training and commencement dates. From second meeting to final meeting step by step inform him about support given by the brand. • Ongoing support • Initial training • Head quarter induction training • Store opening assistance. • Management Information System (M I S) • Store visits • Monthly franchise meetings While signing franchise documentation is very important • Fees- One time / deposit • Royalty • Advertisement policy • Terms of terminations • Investment required • Financial projection • Area restriction Why Prospect approach us? When you release advertisement in the paper, magazine or web site, after reading your information, requirement he will judge himself and then approach to the Brand. At that there will not any live communication between prospect & Brand, so while making advertisement for franchisee requirement, use good story which prospect can understand and correlate easily. After first meeting give him brochure which contains story and brief information about the Brand. After second meeting give him another brochure where you can put experience of other franchisee, commitment about Brand etc. After third meeting give detail information about Brand, rules & regulations, testimonials, financials, dos & don’t etc. So make sure that your copy writer has to be professional as well as understand the prospects mind set and emotions. Franchisee selling means one to one interaction, share emotions. Once you get control on it then it will very easy to achieve the goal.
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COMPREHENSIVE INDUCTION TRAINING – OPERATIONAL Initial handholding with the franchise which includes store opening and first 2 weeks of physical support. A designated team focused on business development for the franchise Opportunity for franchisees to contribute their knowledge and suggestions to marketing initiatives and program. M.I.S. and monitoring process in place to assist the franchisee’s success. Ongoing operational training programs in place. Ultimate team management program that trains equips and encourages franchisee to bigger, greater leaders. These type of franchisee often take up opportunity to become master franchisee or even part of the franchisor company (if qualify) Build a system that assist to find the real needs of your franchisee. Initiate program outside of the normal operations of the business to connect with your franchisee network. Fun day with franchise family Discuss with him about investment Commit to assisting poor & needy as a corporate initiatives Let franchise catch your vision and passion for others. Give them the privilege to contribute with you by both their heart & money. Some few important points to remember 7 must Strategic Marketing 1. Direct mail 2. Educated their customers 3. Consistent advertising program 4. Public relations 5. Personal contacts 6. Web site & electronic media 7. Company brochures Consistent advertising program through which educate the target customers. The no. 1 reason for long term business success & failure. 1. Standardize core communication tools (phone, advertisement, brochures, websites etc.) 2. Develop simple rule of communication, repeated training. Key areas of skill to forever improve your business 1. Consistency and discipline is the key. 2. One hour per week can transform your business if its proactive tather than reactive. The power of goals
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Goal increase results because they focus on results. Review your goals every 12 weeks. 3 P’s - Planning, Policies and Procedures You must plan ahead, create policies and conduct regular training to cement them in your daily operations. Strategy vs. Tactics 1. Tactical approach work harder 2. Strategic approach work smarter 3. Strategy means long range plan, ultimate position like to be achieved. 4. Tactical- Daily efforts to make sales Mastering the telephone- Is everyone in your company trained to use the phone effectively? Average sales person give up after 2 rejections and we know that it takes 8.4 attempts to get Yes! The best Franchisee recruitment manager does not sell the franchisee, they select the franchise. Study shows that people have short memories. The lower the level of follow up, the lower level of respect, referrals & loyalty from your clients. 7 steps to every sale 1. Establish rapport 2. Qualify- establish the need 3. Build value 4. Create desire- benefits 5. Overcome objects 6. Close the sale 7. Follow up Master level skills 1. Perfect sales attitude 2. Time management 3. Strategic skills 4. Telephone skills 5. Sales skills 6. Follow up skills 7. Presentation skills All skills require repetitions and coaching to reach master level of skills. A spaced repetition is the key to master level skills. Strategy 1. Finding strategy 2. Winning strategy 3. The keeping strategy All the promises made will now need to deliver is - the keeping 4. The Grow strategy- Franchisor focus should on helping franchisee business. 5. Exit Strategy. Important points
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Proper documentation Research Process standerdisation Relation management Duplicating the system Share the vision with employees as well as franchisees Right system in right place.
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