Tag Archive
Are Emotionally Engaged Buyers Really What You Want?
Is creating an emotional bond or emotional engagement really what you’re after when working with prospective candidates who are interested in your franchise? If your job function is in franchise sales you’ll probably say “Yes”. If you’re a CEO you’re likely thinking “No?”. The nature of the franchisor-franchisee relationship is complex and must begin with a proper alignment of expectations if you want to achieve long-term viability.
Symptoms vs Problems
Quite often we speak with franchising executives about the challenges they’re facing. During these conversations, one subject that is commonly broached is the challenge surrounding franchise sales/development. Many times what the organization’s leadership is explaining to us are symptoms of a problem, but they’re looking for a solution that only treats this symptom. The reality [...]
Fundamentals: Are You Effectively Managing Lead-Flow?
In the spirit of posting helpful information that has real-world applicability, I’ve put together a short video demo of effectively managing lead flow. This clip deals with managing incoming or reactive lead flow, as opposed to proactive lead generation. Sophisticated franchise companies will have multiple lead generation campaigns in place, at all times, and in [...]
Franchise Development – Best Practice Is Enterprise 2.0
Developing and awarding quality franchises is a challenge. With so much competition quality franchisees are getting harder to find. Ironically, most of the development approaches used today, despite many changes in technology, prospects and available methods, are based on old paradigms of professional selling. There is a real opportunity for those who want to embrace [...]