Franchise Update Magazine Issue II, 2013 | Page 69
Grow Market Lead
It’s closing
time
BY STEVE OLSON
Quick-Start Recruitment
Training
Y
Six tips to step up your success
ou’ll recruit franchisees much
faster if you initially understand, prepare, and engage
the best methods for selling
franchises. Foremost is learning to lead
qualified candidates through an effective sales and closing process. Just as
critical is to capitalize on these six oftenignored techniques that can jump-start
your success!
1) Visit with franchisees. Franchisees are a wealth of information, encouragement, tips, successes, anecdotes, and
experiences for the new sales person.
Sharing owner stories is powerful with
buyers as they are most interested in
your franchisees—not you! They want
to know how your franchisees are doing,
the victories and challenges they face.
Calling and visiting with your current
owners is a must. Remember, prospects
believe the franchisee running the business more than they believe you, the
sales person.
2) Shop the competition. As in any
business, if you don’t know what your
competitors are doing, you’ll flounder
in ignorance. Contacting direct and indirect competition is smart business, and
quickly provides marketing intelligence
you can apply in your sales presentations.
For instance, emphasize your outstanding training programs if you discover
other franchises can’t match the extensive
startup support and coaching you deliver.
Shopping a competitive sales exec,
Hal, paid off big-time for me when recruiting franchises for American Advertising Distributors. When I had prospects
who wanted to check out our competition, I graciously referred candidates
to Hal. You see, I discovered he was my
best sales person. He was a nice, older
gentleman, but hard-of-hearing, yell-
ing when he spoke to me as a potential
buyer. It was obvious Hal struggled to
close any deals. He really appreciated
the prospects I sent him for comparison
shopping. I really appreciated his help
in closing more deals for me.
3) Role-play for refinement. Most
sales people dislike role-playing. It’s not
fun, especially when starting out. But
it’s a money-producing technique that
instantly forces you to better prepare,
practice, and present your franchise op-
Shortcut selling is
losing deals in today’s
market for quality
buyers. Invest the
time and recruit
the right way. It will
earn you additional
thousands in royalty
fees and brandbuilding benefits.
portunity. Contacting prospects without
receiving the benefits of role-playing can
unnecessarily cost you franchise sales
you can’t afford to lose.
4) Shop yourself. Ralph Ross, a
former boss and mentor, taught me
the self-learning process of recording
my sales calls so I could listen to the
playback and perfect each step of my
sales presentation. If you are a new or
seasoned sales person wanting to polish
your skills, this feedback process really
works! It’s a “Berlitz” approach to faster
learning. Record your conversations until you feel comfortable with your prospect conversations. Next ask your boss
to listen and comment on what you are
doing well, and for suggestions where
you can sharpen your selling skills. If
you make the effort to engage in this
self-improvement exercise you can rise
to the top a lot faster. Try it if you dare!
5) Learn one step at a time. Don’t
attempt to learn the sales process all at
once. Solely focus on the first step until
you get it right; then concentrate on the
second and successive steps. Only after
you successfully pre-qualify an inquiry,
receive your first application, and book
the prospect for a follow-up interview is
it time for you to dive into total preparation for the next stage of the process.
This vertical learning by segments will
provide greater clarity of the recruitment journey as you move from step to
step. It’s the “Swiss cheese method” of
poking holes one at a time, rather than
trying to swallow a huge chunk all at
once. Franchise selling takes time, practice, and feedback to master the details,
variables, and nuances within each stage
of the process.
6) Contact your worst leads first.
First impressions are everything in franchise recruitment. If a qualified candidate
ready to buy has contacted two other
brands and wants to know about yours,
you’d better have your act together. I
worked with a young food franchisor
who immediately tried selling some
promising referrals. What a disaster! The
founder was “shotgunning” information
at these prospects. When I asked him to
share relevant information about these
once-interested candidates, he couldn’t
respond since he hadn’t yet learned how
to listen, probe, and qualify. If you are
a first-time recruiter, practice on your
weakest suspects first. Use these inquiries as your training ground.
So get growing now! Shortcut selling is losing deals in today’s market for
quality buyers. Invest the time and recruit the right way. It will earn you additional thousands in royalty fees and
brand-building benefits. n
This article is an excerpt from Amazon.com
best-seller, Grow to Greatness: How to
Build a World-Class Franchise System
Faster by Steve Olson. For ordering information, go to www.growtogreatness.net.
Franchiseupdate I ssue I I , 2013
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