How to Get Franchisee- Inquiries

• Web site & Electronic media.

• News Paper
• Magazine
• Exhibition
• Direct mail
• Mouth to mouth publicity
• Personal contacts.
• Company brochures/ handouts
Sales Process
• Qualify financially
• Built rapport
• Find Need
• Create desire
Why Franchise take your Brand?
• Creditability
• Transferability of Knowledge
• Specialist
• Years of Experience
• Brand Name
• Management Backup
Franchise Profile
• Age & health
• Location
• Background
• Experience
• Financial Status
• Past Success & Failures
• Character
• Profile in the community
Before Advertisement for Franchisee enquiry, following points should be Important
• Make a good story about brand
• ROI
• Bankers Accreditations
• Lawyers Accreditations
• Find USP
• Design Questionnaires
• Team member should aware about job profile and very well trained.
• Leaflets
• Brochure- 3 types
• Profile form
 • Agreement

Telephone Enquiry
• Ask- How he/she gets your reference?
• Which paper?
• How you find advertisement i.e. design, text matter, position, page etc?
• Ask personal question like name, address, phone no. etc.
• Present service / business?
• Who will go to handle Franchisee?
• Source of Income?
• Tell story
So it will create your control, if inquiry came through mail then send above question to
him and if you get satisfied answer then send him story and after that in first meeting
handover him profile form.
First meeting with prospect
• Meet & grit
• Purpose/ agenda of the meeting
• Ask the questions
• Franchise opportunity
• About Brand
• Story
Meeting Documentation
• Brochures, Leaflets
• Profile
• Disclosure documents
Fix Next Appointment.
Second meeting with prospect
• Get the filled application
• Ask the question about brand.
• Discuss with prospects about his experience, financials, driving force & deposit.
This you can do while going through his profile.
• After reviewing profiles & discussion, handover franchise agreement, Bankers
accreditations, lawyers accreditations and take his signature that he received all
documents.
Fix Next Appointment.
Third meeting with prospect
• Financial condition of prospect check completed prior to meeting
• Also cross verification about reference given by prospects should be completed.
• Give detail information about brand; understand prospects view, planning etc.
• Discuss about investment part
Fix Next Appointment
Fourth meeting with prospect
• Ask the questions about brand.
 • Once again review his application
• Review finance
• Review legal issues

Fix Final Appointment

• Take signature on all documents i.e. franchise agreement, bankers’ accreditations,
lawyers’ accreditations etc.
• Complete the payment transaction as per Brand rules.
• Confirm training and commencement dates.
From second meeting to final meeting step by step inform him about support given by the
brand.
• Ongoing support
• Initial training
• Head quarter induction training
• Store opening assistance.
• Management Information System (M I S)
• Store visits
• Monthly franchise meetings

While signing franchise documentation is very important

• Fees- One time / deposit
• Royalty
• Advertisement policy
• Terms of terminations
• Investment required
• Financial projection
• Area restriction

Why Prospect approach us?

When you release advertisement in the paper, magazine or web site, after reading
your information, requirement he will judge himself and then approach to the Brand. At
that there will not any live communication between prospect & Brand, so while making
advertisement for franchisee requirement, use good story which prospect can understand
and correlate easily. After first meeting give him brochure which contains story and brief
information about the Brand. After second meeting give him another brochure where you
can put experience of other franchisee, commitment about Brand etc. After third meeting
give detail information about Brand, rules & regulations, testimonials, financials, dos &
don’t etc.
So make sure that your copy writer has to be professional as well as understand the
prospects mind set and emotions. Franchisee selling means one to one interaction, share
emotions. Once you get control on it then it will very easy to achieve the goal.
 COMPREHENSIVE INDUCTION TRAINING – OPERATIONAL
• Initial handholding with the franchise which includes store opening and first 2
weeks of physical support.
• A designated team focused on business development for the franchise
• Opportunity for franchisees to contribute their knowledge and suggestions to
marketing initiatives and program.
• M.I.S. and monitoring process in place to assist the franchisee’s success.
• Ongoing operational training programs in place.
• Ultimate team management program that trains equips and encourages franchisee
to bigger, greater leaders.
• These type of franchisee often take up opportunity to become master franchisee or
even part of the franchisor company (if qualify)
• Build a system that assist to find the real needs of your franchisee.
• Initiate program outside of the normal operations of the business to connect with
your franchisee network.
• Fun day with franchise family
• Discuss with him about investment
• Commit to assisting poor & needy as a corporate initiatives
Let franchise catch your vision and passion for others. Give them the
privilege to contribute with you by both their heart & money.
Some few important points to remember
• 7 must Strategic Marketing
1. Direct mail
2. Educated their customers
3. Consistent advertising program
4. Public relations
5. Personal contacts
6. Web site & electronic media
7. Company brochures
 Consistent advertising program through which educate the target customers.
 The no. 1 reason for long term business success & failure.
1. Standardize core communication tools (phone, advertisement, brochures,
websites etc.)
2. Develop simple rule of communication, repeated training.
 Key areas of skill to forever improve your business
1. Consistency and discipline is the key.
2. One hour per week can transform your business if its proactive tather than
reactive.
• The power of goals
 Goal increase results because they focus on results. Review your goals
every 12 weeks.
• 3 P’s - Planning, Policies and Procedures
You must plan ahead, create policies and conduct regular training to
cement them in your daily operations.
• Strategy vs. Tactics
1. Tactical approach work harder
2. Strategic approach work smarter
3. Strategy means long range plan, ultimate position like to be achieved.
4. Tactical- Daily efforts to make sales
• Mastering the telephone- Is everyone in your company trained to use the phone
effectively?
• Average sales person give up after 2 rejections and we know that it takes 8.4
attempts to get Yes!
• The best Franchisee recruitment manager does not sell the franchisee, they select
the franchise.
• Study shows that people have short memories.
• The lower the level of follow up, the lower level of respect, referrals & loyalty
from your clients.
• 7 steps to every sale
1. Establish rapport
2. Qualify- establish the need
3. Build value
4. Create desire- benefits
5. Overcome objects
6. Close the sale
7. Follow up
• Master level skills
1. Perfect sales attitude
2. Time management
3. Strategic skills
4. Telephone skills
5. Sales skills
6. Follow up skills
7. Presentation skills
All skills require repetitions and coaching to reach master level of skills. A
spaced repetition is the key to master level skills.
• Strategy
1. Finding strategy
2. Winning strategy
3. The keeping strategy
All the promises made will now need to deliver is - the keeping
4. The Grow strategy- Franchisor focus should on helping franchisee business.
5. Exit Strategy.
• Important points
1. Proper documentation
2. Research
3. Process standerdisation
4. Relation management
5. Duplicating the system
6. Share the vision with employees as well as franchisees
7. Right system in right place.