Creating successful unit growth, value and profitable franchisees – it’s the Holy Grail for franchisors. And to get there, first and foremost, we need to succeed in delivering a successful franchise sales program. Yet, more often than not, we see franchisors faced with the challenges of generating and following up with qualified leads, and when franchisors fail to sell (or sell to the wrong people!) the franchise system can fail. In fact, as President and Chief Development Officer of Franchise Dynamics, the leading provider of outsourced franchise development solutions, one of the biggest problem areas we see in franchising is not just about selling units, but rather, selling to the right people.
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