Why Women are Rocking Franchise Sales

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According to Forbes magazine, more women are buying franchises than ever before and at the same time, women are making huge inroads into franchise development and company leadership.

Many of our role models in the franchise space are women and we see increasing numbers of younger women turning to entrepreneurship and franchising in particular. To discuss this topic, we invited two recruiters we admire to join us: Jennifer Benjamin, VP of Development for Lennys Grill and Subs and Kim Robinson, VP of Development for Aamco Transmissions and Hybrid Repair. We’ve worked with both of these top performers at several brands and have a lot of respect for the way they approach their work.

David Sparks, our CDO, is fond of saying ‘The best way to sell is simply not to sell’ to explain why so many, mostly male, salespeople oversell and push too hard. As franchise buyers have changed dramatically, getting younger and bringing with them new expectations of the sales process and the salespeople, we believe these two guests have some valuable insight into what drives franchise sales results.

Listen in!

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If you manage franchise salespeople who handle organic, non-broker leads, how often do you hear passionate feedback from them that leads from a particular source are poor quality? That leads from a particular source have no money, are not qualified, are just kicking tires, ect?

Is this feedback REALLY accurate or is it a narrative the salesperson builds to rationalize their behavior and results in the process. Tracking and managing lead sources, costs and sales progression is critical. What isn’t critical is sharing this information with salespeople real-time.

“Hiding the Lead Source stops salespeople from introducing a negative narrative into sales conversations and forces them to work every lead the same way, increasing sales performance” – Thomas Scott, CEO Brand Journalists

Want to jumpstart lagging sales? Consider hiding the lead source from the notification the salesperson gets. This does two things:

1. Forces the salesperson to respond to each lead in a uniform way – there is no way for them to cherry pick leads and they give the same level of attention to each person, regardless of lead source.

2. It keeps the salesperson from sabotaging their own results by dragging in mental baggage about the lead source into the conversation. Baggage that keeps them from responding quickly, shortens the conversations, limits followup and positions them poorly to get maximum results in the sales process.

Listen in as David Sparks, CDO of Brand Journalists and I talk about how to use this controversial sales management tool. David hides his own lead sources and as a result, produces 2-3 times the sales results from the same number of leads other recruiters use.

Enjoy!

What This Is:

Missed the 2019 Canadian Franchise Association Conference?

You missed one of the best Franchise Development panels I’ve heard in a long time. We recorded the discussion in front of a packed room so you can listen in. Canada has 1/10th the population of the US but has 25% as many franchise systems. In fact, the 1250 franchise systems in Canada now make up the 12th largest industry in Canada and that industry is growing at a faster pace than the already face paced US franchise industry.

Franchise development isn’t that different in Canada
Here’s the topic and speakers on this panel:

Chairman’s Choice: Tips, Hacks, Advice, Strategies and Lessons Learned to Fuel Your Franchise Development
Panel Moderated by:
John DeHart, Nurse Next Door and LIVE WELL Exercise Clinic, Chairman of the CFA

Panelists are:
Mike Skitzki, Fran Worth
Thomas Scott, Brand Journalists
Gary Prenevost, Frannet
David Sparks, Brand Journalists

Why Women are Rocking Franchise Sales

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Franchise Sales Hack – Why You Should Hide Lead Source From Your Salespeople

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CFA Panel Discussion on Franchise Development Hacks and Strategies

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