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.
The performance gap continues to widen between companies that adapted to the new franchise buying behavior and companies that cling to old tactics Disruption is the New Normal By Joe
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
The Franchise Leadership and Development Conference kicked off its 16th year in Atlanta with the highest attendance it’s had since the recession — indeed, one of the highest attendance levels in its history. More than 200 franchise brands sent staff and executives to learn and share best practices. The conference remains our most recommended event for anyone in franchise development.
Peter SheahanKeynote speaker Peter Sheahan, CEO of ChangeLabs and a well-known business author, opened with this quote: “The world is changing – so must you.” The world of how franchise candidates buy businesses has already changed. We are starting to see hard evidence that what worked for franchisors in the past 20 years has become failed strategy in today’s franchise buying world.
Here’s what can be done to help more new franchise systems succeed By Joe Mathews and Thomas Scott Talk to any number of franchise brands at the IFA Convention with
Why one metric over all others makes all the difference By Thomas Scott and Joe Mathews Nearly 27 million people used Healthcare.org, the government’s new health insurance exchange website, during
In a franchise investment, the more a franchise candidate can relate a brand’s story to the one they have in their head, the more open they are to having conversations with franchisee recruiters, learning more and eventually making a decision to purchase. The biggest trend for 2014 and beyond is that simply bombarding franchise candidates with ad copy bullet points is a poor way to tap into this hidden desire to relate. Candidates make decisions in “story form” not in “bullet form.” Companies that most effectively articulate a detailed, interesting and helpful brand story will do better at increasing franchise candidate engagement and thus increase the number of franchisees they recruit.
6 Huge Mistakes Franchisors Make When Outsourcing Franchise Sales Organizations that specialize in outsourced franchise sales are springing up faster than ever. Many franchisors think that focusing on until-level economics
If you aren’t closing leads from portals, it’s time to change your tactics Franchisors have a love-hate relationship with franchise portals. Once the most popular source for franchise leads, portals
How you should prioritize your franchise lead generation spends to find more buyers It’s that dreaded time of year again. It’s time for the franchise sales team to face the
Professional Storytelling provides content that potential franchise leads crave. Quick, close your eyes and try to recall a business mailing, magazine advertisement or online banner ad that you’ve seen in