Continued from page 1
Step 5-IMAGINE YOURSELF CONVERSING WITH EXACTLY THE TYPES OF PROSPECTS YOU SEEK
If you could talk with your ideal prospects right now, what would you like to find out about them? How would you introduce yourself? What questions could you ask to put them at ease? Would you listen more than you speak? What would you be listening for? What would you want them to know about you and your business? Preparation is good!
Step 6-BE A CONVERSATION STARTER
People love to talk about themselves! Ask some "open ended" questions. Listen to their responses. Listen some more. Now listen behind words for what is not being said. It's great to come from a place of curiosity. What can this person teach you? What connections might you have? What commonalities of experience? Is this someone who might be a good fit for your business? How can you move this new relationship from acquaintainship to partnership?
Step 7-MOVE IT FORWARD
If you're feeling good about this prospect...go for it! When you're comfortable in your own skin, and obviously excited about your business, you'll inspire your prospects to want to learn more. Just be yourself. Share what inspired you to join your franchise company. Tell a fun story about how you got started. Be clear about what it is that makes your business special to you...and then move relationship forward by inviting your prospects to take next step.
Step 8-WATCH FOR THE 'MAGIC CLICK'
As you're conversing and moving through process, check in with how you're feeling about this person. Are you on same wave length? Do you speak same language? Is conversation flowing...or stagnant? What can you do to enliven connection? Go ahead and do it!
Step 9-GUIDE YOUR PROSPECT THROUGH THE DISCOVERY PROCESS
Invite your prospect to 'try you on'...by inviting them in for a personal meeting. Be prepared to excite and inform them on Discovery Day. Nurture your new connection. Help them to meet others in your franchise organization and to get their questions answered. Be sure they get to watch you interacting with your team-mates...allow them to see comradeship you feel for one another. Set a realistic timeline for discovery. Send them home with a smile and an eagerness to be awarded your franchise.
Step 10-BE READILY AVAILABLE TO THEM EVERY STEP OF THE WAY
Keep in touch with your prospects consistently. Even if they're not returning your phone calls, it's not over until they say, "no". When you sense a concern, meet it head on. Allow yourself to be easy to find and easy to work with. Go to bat for them when you can...and when you can't, let them know that. Return their calls promptly. Follow up diligently. Remain optimistic. Move through quarter expecting best. Be person that stands by their side as they move from prospect to franchisee. Celebrate with them at your next annual conference!
SO HOW MUCH FUN IS THIS?
Franchise sales professionals get more opportunities than most to connect with good people, form new relationships, create partnerships, and help people to grow and prosper in a business suited just for them!
We are fortunate to be in a position to share success of franchising business model with exactly right people!
Until we meet again...Happy Selling!
Flo Schell,EdM,is Founder of Franchise Coaching Systems and has been featured in Success magazine and The Wall Street Journal.She is the former Vice President of Franchise Development for Sylvan Learning Systems. Sign up for free newsletter, "The Future of Franchising" at www. FloSchell.com. Contact information: Phone: 732-528-4385; E-mail: mycoach@FloSchell.com.
Copyright 2005, all rights reserved.