Franchise Update Magazine Issue II, 2012 | Page 41

Franchiseupdate I ssue I I , 2012 

Grow Market Lead

In addition to her coning.) After pre-qualifying
out about Sport Clips. At the end of the
prospects and completing
windows is a request for a single-page versational style, Barber
the application and nonconfidential profile. They can fill it out says she takes a “very real”
disclosure agreements, she
and submit it, and the sales rep covering approach with prospects.
begins the educational
the territory they live in contacts them “I’m not here to paint a
rosy picture. Running a
process, setting the first
that day or the next,” he says.
appointment time for goLori Merrall, national director of bakery is hard work, and I
ing through the six secfranchise sales at Scottsdale, Ariz.-based want them to have a comtions of the virtual broMassage Envy, says that for speed and plete and realistic picture
chure. Those one-hour
efficiency her company relies on a good of what it’s like. If having
appointments are usually
franchisee-oriented CRM system. “It’s a heard that, they decide it’s
set up five days apart. Befast world today,” she says. “That’s why not for them, then that’s a
Lori Merrall
tween se