Claim OwnershipFranchise Sales Secrets Podcast
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The Franchise Sales Secrets Podcast offers episodes bi-weekly to bring you tips, techniques, and strategies to help you unlock the secrets to succeeding in selling more franchises, more consistently. With informative interviews, stories, and ideas, you'll hear real advice on what it takes to succeed in today's competitive sales environment.
56 Episodes
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In this episode, I discuss roles three through seven of the seven roles that all great franchise developers utilize in the franchise development process. This is in continuation of part one of this episode.
In this episode, I discuss the seven steps of the franchise development process and the first two of the seven roles that all great franchise developers utilize in franchise development. I cover roles three through seven in part two of this episode.
In this episode, I discuss eight important questions to help you evaluate how well your franchise offering stacks up next to your competitors and show you how to make your franchise the clear choice when presenting your brand.
In this episode, I talk about eight signs that you have a great connection with a franchise candidate on the way to a sale. This is something you should carefully evaluate after each call to make sure that you are on the right track for helping franchise candidates understand everything about the franchise concept and how its support will take away their worries, fears, and concerns.
In this episode, I talk about how the two main obstacles to selling franchises today and how you can help a franchise candidate critically think about what they want as they consider starting a business. Position your franchise as a way that they can better face a challenge they're facing in their lives - specifically, how a franchise can help them save money with a proven model so they can build a sustainable business while making money with proven, established revenue streams. Candidates have a reason they are talking with you. Have it be your goal to have the franchise candidate leave every conversation you have with them feeling better about their day and their hope for the future as a business owner to deal with the challenges they are facing than they did prior to coming into contact with you.
In this episode, I outlines the four things that increase resistance at the beginning of any interaction with a franchise candidate, how you can avoid making those mistakes, and the five critical elements that must be a part of your approach in the franchise discovery process.
In this episode, I break down the seven questions that you must know the answer to about your franchise candidate before you start presenting the details of your franchise. We talk about why the approach is so critical in the franchise discovery process and how the analogy of how a ship approaches the shore should inform the way you approach and talk with any franchise candidate. Knowing how to enhance these critical elements will help you build better trust and get to the essence of what is important to the candidate in the franchise they choose to investigate and ultimately start.
In this episode, I break down the four main types of franchise candidates who will explore your brand, how to identify whether they are more open or closed in how they approach what they do (in other words, are they relationship-oriented or task-oriented in how they go through your discovery process), and why learning how to read and understand behaviors in candidates will help you cut through to what matters most to them so that you can be more successful in helping others find the right business to start.
In this episode, I share eight ways that you can make the price of your franchise fee irrelevant to your franchise candidates as you build more value.
In this episode, I talk about five key things to remember about building relationships before the sale and nine tips to help you better present your franchise brand while creating buying desire and excitement.
In this episode, we talk about how you can overcome the 4 R's of resistance in selling franchises. There are four obstacles that people have when you introduce a new idea to them. In this episode, I talk about how you can overcome them to set yourself up for success as you go through the discovery process with new franchise candidates.
In this episode, I talk about the key to successfully promoting your franchise so you can flood your discovery pipeline with candidates who are ready to buy your franchise now and six ways in which you can put your marketing and sales focus where it belongs.
In this episode, I share four things you need to have confidence in about your brand and that franchise candidates should feel about you and your brand before you can make the sale. I also share four BIG questions you should ask yourself if your sales are struggling right now with your franchise and what you can do to get your sales results back on track.
In this episode, I talk about four things that increase resistance when you first start talking with a franchise candidate and the five critical elements that must be a part of your initial conversation with a franchise candidate to build excitement around your brand. Ignore these approach elements at your own peril. The best franchise candidates know how to eliminate fear and build excitement about the franchise concept they present to their candidates. This episode shows you how to do it correctly.
No one likes to lose a sale. When franchise candidates sometimes say no (especially after you've invested weeks and months with them), you have to stay positive and get back on track. In this episode, I share nine things that all franchise developers and brokers should do when they don't make a sale and tips to raising overall franchise sales performance and specific ways that you can make the most of adversity, discouragement, and difficulty as you get back on track with your next franchise candidate.
In this episode, I cover seven reasons why franchise candidates aren't buying today and the attributes that all top franchise developers possess that help them make the sale more consistently.
I recently had a conversation with a franchise candidate who was overwhelmed with too many choices. He had recently been laid off from his job and his franchise broker kept putting new concepts in front of him week after week. By the time I talked with him, he had already met with a dozen franchisors and read through five FDDs. He was completely overwhelmed. On top of that, he was seriously worried about how he was going to provide for his family. He was scared, overwhelmed, and not sure what to do. Even though he had initially expressed interest in starting a franchise, by being completely overwhelmed, he wasn't able to understand what he was looking at and felt overwhelmed by fees and fears. This happens more often than it should. In this episode, I want to talk about why too many choices confuse candidates at the point when they are ready to make a decision. This influences whether or not they will say yes to your franchise. If they are overwhelmed or confused, the decision to buy your franchise is always delayed. Being thoughtful about how you present choices and limiting choices to one or two translates into more sales instead of giving franchise candidates the option to choose (which lengthens out the sales cycle and often doesn't lead to the franchise sale anyway with the candidate exclaiming, "I just can't choose." In this episode, I talk about how to focus your marketing and sales efforts to limit choices once you know what they are most interested in and to remember, to always keep the sales process simple and focused.
In this episode, I discuss ten common obstacles that mediocre franchise developers struggle with that limit their sales success. You can be a much more effective franchise developer by knowing what these obstacles are and avoiding them as you work with franchise candidates through your discovery process on the way to the sale.
In this episode, we talk about critical roles and the sequence that franchise developers must go through in order to make the sale. Specifically, we talk about four ways that franchise developers shortcut and ultimately sabotage the sales process and how they can avoid those mistakes, build trust, and get the sale.
In this episode, I discuss the difference between process training and event training in helping you and your franchise developers increase your franchise sales. I discuss six major reasons why franchise developers don't work to improve their sales skills and what can be done to turn this around. I also discuss five ways you can avoid going with the flow and change direction as the economy continues to shift and change. This discussion will help you see where you are going and give you the vision to get better results now.
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