Identify the perfect franchise for you! Take our short quiz Take our free franchise quiz!
Identify the perfect franchise for you! Take our short quiz Take our free franchise quiz!
Identify the perfect franchise for you! Take our short quiz Take our free franchise quiz!

How Fran Dev Teams Can Become Hyper Efficient In Their Prospecting Efforts

Time is the only resource we never get back.

And in franchise sales, you should only spend that valuable resource with candidates that you have a real chance of closing.

It’s not unlike the human resources world. Once a job is posted, hiring managers and recruiters can receive dozens if not hundreds of resumes. Maybe thousands, if that company offers free beer as a perk.

That’s why hiring managers have no choice but to disqualify early and often. It’s a huge savings in time, money and stress.

The same process applies to salespeople. If you don’t measure twice and cut once, assuring that your candidates are qualified to own a franchise from the get go, you will run out of time before you’re able to close deals.

Rob, one of our clients who’s spent his entire career in franchising, has learned how to be hyper efficient in his prospecting efforts. He was telling us how there’s not enough time in the day to track down and jump on the phone with every lead that comes in, so he depends on a strong filtering system:

“Before I'm really going to talk to a potential candidate, they have to fill out a lot of information, check a lot of boxes and offer personal details so they’re qualified in a real way. Franchise development people should only use lead sources that use that kind of filtering process, rather than some algorithm scraping a whole bunch of resumes and spitting out a thousand names.”

How strict is your filtering process? Are you using the best technology to become hyper efficient in your prospecting efforts?

FranchiseHelp has spent three decades innovating and iterating on our quiz filtration system. Back in the nineties, sadly, there were only a handful of lead generation portals in franchising. We saw an opportunity to become the first to introduce lead matching through quizzes.

By combining data science and automation, we were able to develop an innovative and personalized platform. One that helps franchise development professionals only focus on the leads that have the highest probability of closing.

Of course, our lead generation technology is merely one tool in your arsenal of sales solutions to help you run a lean and mean operation. Here are a few others to consider:

  1. Text Messaging. FranFunnel is the franchise industry’s first text messaging solution designed to make you more effective at qualifying prospects and scheduling appointments. Their platform sends a custom text message instantly, as soon as one of your new leads is submitted. Talk about speed to lead! You don’t even have to be awake to efficiently follow up with potential franchise owners. Sure beats trying to set appointments with leads manually on your cell phone in the middle of the night.
  2. Digital Discovery Days. PetWellClinic recently expanded to Florida in one of the biggest franchise deals of the year, announcing the signing of a 23 unit franchise development agreement. What’s interesting is, they did this entire deal during a pandemic, primarily virtually, using their video conference technology to connect prospective franchisees with existing franchisors and developers. Proving that you don’t even have to sit down next to a candidate in person to showcase value. That’s incredibly efficient, and if your brand isn’t offering that kind of digital, white glove service, you might be missing out.

These are the types of tools guaranteed to qualify, and in many cases disqualify, your franchise candidates early and often. Tech like this is fast, affordable, easy to use, and critical for tightening up your lead filtering process.

Sure beats an algorithm scraping a bunch of resumes and spitting out names!

Scott Ginsberg is Head of Content for FranchiseHelp. He actually enjoys answering robo calls in the middle of the night.

Choosing Between a Product and a Service Franchise

There are basically two types of businesses that can be offered by an individual. They can offer Products to their customers which are tangible goods meant for the customer's consumption or they can offer them Services which are intangible and work to make the life of the consumer easier and more convenient. With technologies advancing rapidly and the global demands of consumers changing there is a very thin line dividing the service and product segment of the consumers demands. An example of this can be the purchase of a car from an auto dealer. The dealer not only offers the vehicle at a competitive rate but now has to offer different services as well, such as financing options, after-sales services, ready documentation and other non- tangible services. This kind of merging has made it very difficult to draw a clear line as to the service and product industry but for the sake of argument we will consider a theoretical perspective where you have to choose a traditional product franchise or a service franchise.

Searching for the Best Franchises for Minorities

Many franchises incentivize minorities to join their systems. As president of the World Franchising Network Rob Bond puts it, these franchises "grease the skids" on behalf of minority candidates because they see value in promoting diversity among their franchisees. On account of a still-languid economy, however, many franchisors' approach has changed significantly in recent years. As Bond explains, “African Americans and Hispanics were being aggressively recruited five years ago to fill vacancies.” But today most franchisors are more concerned with trying to grease the skids for foreign investors with significant piles of investment capital.

Top 10 Industries For a Recession: Is Your Industry On The List?

No matter what's going on, people still get sick and injured. Some studies have also shown that healthcare needs increase during recession due to the associated stress.