Your Franchise Sales Process, “FSP”, dates back to the early 1990’s — especially if you are awarding franchises instead selling a franchise.
In the early 1990’s, we had:
- Land lines for phones. “Smart” phones had an answering machine, but most people answered their calls.
- You used a fax to send a written document.
- Email was restricted to people who had University accounts.
- People read newspapers, looked for jobs and new businesses in the classifieds of the newspapers.
Prospects who inquired about your franchise were easy to get a hold of.
Now, almost 30 years later, we have:
- Cell phones which automatically block many callers and send them to voice mail.
- Faxes are obsolete, unless you are working in a hospital.
- Spam filters at the ISP level and local mailbox level prevent most unsolicited email from reaching your target.
- The reach of newspapers has been severely curtailed.
Prospects who inquire about your franchise are very hard to get a hold of — if you are just using 1990 technology.
So, how does your FSP need to adapt? Here are new better practices you want to be adopting.
- What are new methods of lead generation?
- Why are portals increasingly expensive and ineffective?
- What can your franchise sales team do to get more scheduled calls from prospects?
- Why your prospects won’t fill out your online application.
- Can your FSP be automated? Will it help?