A conversation with Renuka Salinger, Vice President of Franchise Development for Camp Bow Wow® In any given year, fewer than 20,000 people in the United States become franchisees of one of the 3,600 franchised business. With the incredible rise in the amount of information available online, using a well-thought out web strategy to attract qualified […]
There is an old saying among old psychologists, “How you do anything is how you do everything.” Assuming this is at least somewhat true, we took the top 10 characteristics they say create a happy marriage and examined how these same characteristics create a top-notch franchisee recruiter.
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The Internet has changed how people buy. But has it changed how you sell? Harvard Business School faculty member Frank Cespedes and automobile marketing and technology thought leader Jared Hamilton penned an article in the March 16, 2016, Harvard Business Review titled “Selling to Customers Who Do Their Homework Online.” They pointed out how self-directed […]
Paul Pickett, franchise recruitment expert and Chief Development Officer for Wild Birds Unlimited, dropped a million-dollar nugget at this year’s IFA. In a panel largely dedicated to how to generate more leads, Pickett made an offhand comment that in an ideal world he’d like to generate only 20 leads to recruit 20 franchisees. He […]
During a franchise sales panel discussion at the IFA Convention several years ago, I watched former IFA Chairman and PostNet CEO Steve Greenbaum actively engage in a robust back-and-forth dialogue with a member of a panel. At the end of the exchange, Greenbaum proclaimed to the room, “I got my idea. I just paid for […]
Banks say they want to lend, yet many franchisors say they can’t get loans for new franchisees. Here’s how FPG bridged the gap. Financing is an obvious and ongoing concern for franchisors and franchisees. With the financial collapse of 2008, lenders stopped lending as franchisees, franchisors and other companies likewise stopped borrowing. Like other businesses, […]
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This year’s International Franchise Association theme summed up a pressing problem that has been hamstringing the franchise industry throughout the recession and beyond: franchisors, especially franchise development executives and recruiters, have been slow to adapt their practices to meet changing and more self-directed franchise buyer behavior.
FPG / Franchise Development Trends, Franchise Lead Generation, Franchise Sales and Lead Generation, Latest Blog Posts / franchise sales, franchise sales advice, franchise sales consultant, franchisor sales consulting / 2 comments
The four places to look if you want to create a franchise sales breakthrough By Joe Mathews Want to create a breakthrough for franchisee recruitment results for your franchise company? Let me start by defining the phrase franchisee recruitment breakthrough. Breakthrough, by definition, is an unpredictable result. Here’s an example: if in year 1 you recruited 10 franchisees, […]
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Why yesterday’s successful lead generation strategy is tomorrow’s failure At its annual Sales and Leadership Conference, Franchise Update reported a milestone development that could forever change the way franchisors generate leads. For the first time in the history of the Franchise Update’s report, the top lead sources for new franchisees were referrals with the “internet” […]
In today’s tough economy, many franchisors are signing fewer franchisees than previous years and solid leads are tougher to come by. Every new franchise candidate appears precious. Franchise recruiters therefore feel a tremendous amount of “deal pressure” to bring more candidates across the finish line. This pressure often seeps into their recruitment process and taints […]