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Who needs a franchise sales process?

A franchise sales process is the documented path a candidate and franchisor follow from first inquiry through final award decision. If you are selling franchises, managing franchise leads, working with brokers, or trying to improve close rates without creating compliance problems, you need a process that is clear enough for your team to follow and flexible enough for real candidates.

A clearly defined sales process provides everyone involved—the prospect, the sales team, and the leadership team—with a clear understanding of what to expect as they navigate the mutual evaluation process.

Frankly, any company involved in franchise sales should have a franchise sales process that is well-documented and establishes roles and expectations from the outset.

What does a process entail?

Each brand has its own needs, and each lead source needs to be met where they are to be properly nurtured through the mutual evaluation. However, all franchisors will generally find their process to follow these steps:

The sequence is simple to describe and difficult to execute well: qualify the candidate, review the program, guide validation, and close only when both sides have enough information to make the decision.

  • Pre-Discovery/Qualification
  • Discovery/Program Review
  • Validation
  • Closing

Beyond Sales

A franchise development process is not just about selling franchises. A well-constructed process guides both the development professional and the prospective candidate through a mutual evaluation, as efficiently as possible while ensuring that all parties are fully informed.

It provides multiple opportunities for a candidate to gracefully self-select out, so that, while our most important job is to not sell a franchise to individuals who do not align with our brand, most of the time the prospect gets to the “no thank you” phase without having to be outright rejected.

Getting to the Next Level

If you are ready to bring your franchise sales and development process to the next level, let’s connect.

We can help you map what is happening now, identify where prospects are stalling or disappearing, and build a process that gives your team better control without turning franchise sales into a script.