Mastering the Franchise Sales Discovery Process and Converting Leads

As a franchisor, there's nothing more important that onboarding qualified franchisees that are a good fit and are going to grow your brand. Having a drilled-down franchise sales discovery process is crucial... Too many brands and emerging franchisors are missing out on opportunity because they haven't developed the right franchise sales closing processes, presentations, and discovery days. Lisa Welko, CFE of @Lisa Welko takes us through the process franchisors can take - from initial calls and presentations to discovery days and closing deals.
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[@entrepreneurskickass]

*Read Full Article:* www.franchiselawsolutions.com/learn/grow-your-franchise/franchise-sales-discovery-process-and-converting-leads

[@daviscfisher]

7 touches - that is accurate. Great point. Sales is a PROCESS & those that don't fully understand that fact, will struggle in any sort of sales.

[@entrepreneurskickass]

Agreed!

[@bloodhoundhomeinspectors2523]

This is excellent! Thanks for the info Charles and Lisa! One thing I'm wondering is where sending a Caliper/Personality Test (if you recommend one at all) and official Franchise Application (that allows us to run credit checks) fits into the journey. Because I imagine we wouldn't want to send too much at once, i.e. sending the above items AND the FDD at the same time. Thanks again and looking forward to the next videos! ~ James

[@entrepreneurskickass]

Thank you for the comment! Definitely do not want to overwhelm the candidate with everything on top of the FDD. If you are going to run a credit check, that would come at a later stage of the franchise sales process after your team has decided to award a franchise but before you communicate your decision to the franchisee candidate. Not sure if we recommend a personality test, but rather use your business instincts - especially when you have an in person discovery day and dinner to get to know them. Has to be a win-win relationship on both ends.
We are creating a workbook and checklist for the sales process and would be glad to send it over when it's published!