Franchise Sales Best Practices - Do's, Don'ts & More!

Franchise Sales Best PracticesDo’s, Don’ts & More

Presented by Paul Segreto CFE, President & CEO, Franchise FoundryMay 6, 2013

Here’s What We’ll Cover Today

- Earning the right to close more franchise sales to qualified candidates by utilizing a proven four-step approach - Share, Interact, Engage, Call-to-Action. - Dealing with today's sophisticated and technologically advanced candidates - utilizing technology is not only essential, but paramount to achieving a competitive advantage.- Understanding the necessity of a seamless transition from the virtual world to ground zero of the franchise sale - consistent messaging is key!- Wandering aimlessly through the disclosure danger zone - turning potential hot-spots into sales hot-buttons.- Reducing time-gaps to increased franchise sales - knowing what to do, and when.- Mining for qualified franchise sales leads from current sales pipeline - truly a gold mine to future franchise sales.

Earning the Right to Close

• Share• Interact• Engage• Call-for-Action

Today’s Franchise Candidates

• More educated• More sophisticated• More technologically advanced


• More educated• More sophisticated• More technologically advanced• More cautious• More diligent• More anxious


• More educated• More sophisticated• More technologically advanced• More cautious• More diligent• More anxious …than ever before!


• Expect and command brands to utilize technology– Advertise– Promote– Communicate

Virtual World to Real World

• Virtual World – Social Media– Portals– Online Press– Search

• Real World– Telephone– Email– In-person


• From Candidate to Franchisee– Share– Interact– Engage– Call-to-Action …Consistent Messaging is Key!


• Virtual World – Social Media– Portals– Online Press– Search

• Real World– Telephone– Email– In-person

Disclosure Danger Zone

• Turning hot-spots to hot buttons!– Know the Franchise Disclosure Document (FDD)• Use it as a sales tool

– Understand Financial Performance Representation• FPR / Item 19

Knowing what to do… and when!

• Reducing time gaps• Assigning homework• Giving control of the

process• Closing the sale

Mining for Gold

• Qualified candidates right under your nose– Ideal candidate profile– Ideal forum to…• Share• Interact• Engage• Call-for-Action

…Earn the Right!

Earn the Right… And Make it Happen!

• Share• Interact• Engage• Call-for-Action

Thank You!

(832) 534-8498

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and on Twitter... @PaulSegreto

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Franchise Sales Best Practices - Do's, Don'ts & More!

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Transcript of Franchise Sales Best Practices - Do's, Don'ts & More!