Why Most Franchise Sales Plans Fail - and How to Fix Yours

"This is where it starts. You need a franchise that is profitable, that offers a product or service people can get excited about. Look at your franchise disclosure document and the revenue reported in item 19. This is important for people buying a franchise; for many, it's the first thing they look for. A critical part of sales is the sales process; everyone has one, but not everyone has one that makes sense or is used consistently."

"Your website can be your top lead producer. The more educated a prospect is, the more likely they are to buy. Your website should tell your business story in a clear, engaging way, but always with the focus on your customers and how you help them. Every element should lead the reader to the decision that this franchise business is just what they're looking for - now, how do they get in touch to learn more?"

Building a strategy for selling a franchise requires a clear blueprint that moves from gathering leads to closing deals. Profitable franchises with compelling products or services attract buyers, and revenue figures in the franchise disclosure document, especially item 19, matter to prospects. A consistent, well-understood sales process must be adopted by everyone and include reliable channels for attracting convertible leads. Brand websites often produce the most leads, followed by trade shows, targeted advertising, and public relations. Websites should educate prospects, tell the business story with a customer focus, and guide readers toward contacting the franchise to learn more. Trade shows provide face-to-face opportunities to convert prospects.

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