SETTING CLEARLY DEFINED GOALS
Whether you are making your first call to a Jantize America Area Develeloper canidate, doing follow-up work, at a seminiar, or attending a trade show, you must have clearly defined goals. Without these GOALS, you'll be like a boat without a rudder...sure, you'll chug and steam your way around, but it will be in circles, and you will never reach your destination.
Each activity must have a starting point, a mid-point, and end.
MAKING THAT FIRST CALL TO A PROSPECT
What is the real objective here?
Is it to sell a franchise? No.
Is it to find out if they want to buy ? No.
Is it to explain everything about your franchise to them? No.
Look back on all the "first" calls you've made to Jantize America prospects, and what has been the outcome that consistently leads to a sale? (Its very simple, so don't think too hard on this)
The consistent outcome of that first call that ultimately resulted in a sale was that you got to speak to that prospect a second time.
So, if that "outcome" leads to sales, why not set that as your sole (ONLY) goal for the first call.
What does it take to speak to that person again?
What's the magic ingredient?
Only one thing: ATTITUDE.
CREATING THE RIGHT ATTITUDE
The right attitude will always revolve around your knowing and believing in your heart of hearts that it is in your prospect's best interest to buy what you have to sell and that is a Jantize America Area Developer Franchise.
That "knowing and believing" (or the lack thereof) attitude can make an 85% difference in bottom line results. Do you know the concept of Jantize? Do you believe in the concept?
So if you go into that first call knowing and believing there will be a second call because the prospect needs that second call, there will be one. How do you "sell" that second phone call? You don't. Let the prospect create the need for you to call.
Creating a need
Its a waste of your Jantize America prospect's valuable time to make a lot of "smalltalk" during your initial call. (This is after you’ve qulified the procpect)
You are calling for a very specific reason-to set up that second call and here's all you know going into that first call:
(1) Neither one of you know enough about Jantize America or each other to make any decisions.
(2) They (your prospects) are in search of "something". Is it a business, a franchise, freedom, time, or family
(3) You also know and believe that Jantize America could be of great benefit to them and others they will affect.
(4) You also know by now that prospects will procrastinate over the simplest of decisions. So, ask these questions:
A) Are you looking for a business opportunity in a stable and growing industry that can provide you with long term security? (Pause)
B) Do you know enough about area developers or Jantize America master franchise business to totally eliminate it from consideration? (Pause)
3) Doesn't it make sense to invest a little time to find out so that you don't make a mistake by not considering it? (Pause)
Let me send you some info. Whats your email.
Set a time and date to call me back fo rth 2nd call or meeting.
Friday, April 1, 2011
Tuesday, March 8, 2011
FINDING THE BUYING MOTIVE
FRANCHISE SELLING TIPS: # 12
(FINDING THE BUYING MOTIVE)
The heartbeat and brainwaves of a franchise prospect during the sales cycle look like an electrocardiogram...lots of peaks, and yes, lots of valleys. A professional approach to sales will require that you play a very active role in the direct management of those peaks and valleys. Part of your P & V management will include an understanding of buying motives...or "why people buy". Prior to that discussion, though, it's important to discern when the high points and low points occur for your prospect in the cycle.
Really "High Points" occur at only a few places:
(1) When the individual first considers the purchase of a franchise;
(2) When they sign the agreement.
The balance of the time may be spent in a variety of "Low Points":
(1) When they receive and look at the "disclosure" and "franchise agreement";
(2) When they call existing franchisees and don't get the kind of validation you had hoped for;
(3) When their friends tell them they're nuts to even consider it!
You must be in "sync" with your candidate's highs and lows, acknowledge their existence, and fully understand "why people buy" to effectively manage the sales cycle.
There are only 6 reasons why people will ultimately buy anything:
1. DESIRE FOR APPROVAL: Buying and owning a franchise will create a lot of approval from "peers"- which provides the franchise owner with feelings of affection. Ask: "What would your friends/business associates think if you owned this franchise?"
2. PLEASURE: Comfort, fun, good attitude, happy. Ask: "It would be very enjoyable for you to own this franchise, wouldn't it?"
3. PRIDE: This comes from a desire to possess -which is basic greed! Ask: " Owning this franchise would be a feather in your cap, wouldn't it?"
4. PROFIT OR GAIN: Making money...a universal agenda. Ask: "Would the kind of return you anticipate from this investment help your financial picture?"
5. AVOIDANCE OF PAIN: People will go to great lengths to protect themselves from pain. Ask: "This franchise has the ability to give you what you need right now, doesn't it."
6. FEAR OF LOSS: The most important buying motive of all: Security. Ask: " How will you feel if this location is not available tomorrow?"
MANAGE THE SALES CYCLE BETTER THROUGH UNDERSTANDING "WHY" THEY BUY!
(FINDING THE BUYING MOTIVE)
The heartbeat and brainwaves of a franchise prospect during the sales cycle look like an electrocardiogram...lots of peaks, and yes, lots of valleys. A professional approach to sales will require that you play a very active role in the direct management of those peaks and valleys. Part of your P & V management will include an understanding of buying motives...or "why people buy". Prior to that discussion, though, it's important to discern when the high points and low points occur for your prospect in the cycle.
Really "High Points" occur at only a few places:
(1) When the individual first considers the purchase of a franchise;
(2) When they sign the agreement.
The balance of the time may be spent in a variety of "Low Points":
(1) When they receive and look at the "disclosure" and "franchise agreement";
(2) When they call existing franchisees and don't get the kind of validation you had hoped for;
(3) When their friends tell them they're nuts to even consider it!
You must be in "sync" with your candidate's highs and lows, acknowledge their existence, and fully understand "why people buy" to effectively manage the sales cycle.
There are only 6 reasons why people will ultimately buy anything:
1. DESIRE FOR APPROVAL: Buying and owning a franchise will create a lot of approval from "peers"- which provides the franchise owner with feelings of affection. Ask: "What would your friends/business associates think if you owned this franchise?"
2. PLEASURE: Comfort, fun, good attitude, happy. Ask: "It would be very enjoyable for you to own this franchise, wouldn't it?"
3. PRIDE: This comes from a desire to possess -which is basic greed! Ask: " Owning this franchise would be a feather in your cap, wouldn't it?"
4. PROFIT OR GAIN: Making money...a universal agenda. Ask: "Would the kind of return you anticipate from this investment help your financial picture?"
5. AVOIDANCE OF PAIN: People will go to great lengths to protect themselves from pain. Ask: "This franchise has the ability to give you what you need right now, doesn't it."
6. FEAR OF LOSS: The most important buying motive of all: Security. Ask: " How will you feel if this location is not available tomorrow?"
MANAGE THE SALES CYCLE BETTER THROUGH UNDERSTANDING "WHY" THEY BUY!
Tuesday, June 29, 2010
Jantize America is actively pursuing an Area Developer Franchisee for Nashville, TN market.
Jantize America Franchise is expanding through our Area Developer Franchise Concept. The concept is structured in a way that the Area Developer acts similarly to a Regional Franchisor of their territory.
This opportunity is ideal for those with a successful track record in sales and management. The opportunity is designed around a development model which includes the selling and development of unit franchises in a specified territory. You will operate your business during regular business hours in a professional business environment. You will be selling Jantize America unit franchises in your territory and assisting the franchisees in the development of their business.
Area Developers have multiple revenue streams:
• Sales & Marketing Fees: by securing contracts to be serviced by Unit Franchisees.
• Selling Unit Franchises: receive a portion of franchise fees.
• Shared Royalties: receive shared royalty in your area.
• Securing Contracts: for additional services serviced by preferred partners.
• Equipment and Supply Sales: to your franchisees and clients.
The Benefits of our Industry:
• Growing Industry: commercial cleaning is a rapidly growing industry and experts project it to reach $155 billion in 2015.
• Recession Resistant: commercial property owners and managers always need to keep their properties clean, so the industry is often described as "recession resistant".
• Demand for Services: the U.S.Bureau of Labor Statistics reports that a professional cleaning specialist will be the fastest growing occupation in the nextdecade.
About Jantize® America
With offices in Charlotte, Greensboro, and Raleigh, NC; Springfield, MA; Hartford; Greenville SC; ; Tampa; Detroit; and now Philadelphia, Jantize® America currently has more than 157 units and 9 Area Developers, also known as Master Franchises, operating in seven states.
For over 20 years, Jantize® America has serviced the offices, shop floors, retail spaces and restaurants of America, and offered franchisees the opportunity to achieve career fulfillment by owning and operating their own businesses. For additional information visit www.jantize.com
This opportunity is ideal for those with a successful track record in sales and management. The opportunity is designed around a development model which includes the selling and development of unit franchises in a specified territory. You will operate your business during regular business hours in a professional business environment. You will be selling Jantize America unit franchises in your territory and assisting the franchisees in the development of their business.
Area Developers have multiple revenue streams:
• Sales & Marketing Fees: by securing contracts to be serviced by Unit Franchisees.
• Selling Unit Franchises: receive a portion of franchise fees.
• Shared Royalties: receive shared royalty in your area.
• Securing Contracts: for additional services serviced by preferred partners.
• Equipment and Supply Sales: to your franchisees and clients.
The Benefits of our Industry:
• Growing Industry: commercial cleaning is a rapidly growing industry and experts project it to reach $155 billion in 2015.
• Recession Resistant: commercial property owners and managers always need to keep their properties clean, so the industry is often described as "recession resistant".
• Demand for Services: the U.S.Bureau of Labor Statistics reports that a professional cleaning specialist will be the fastest growing occupation in the nextdecade.
About Jantize® America
With offices in Charlotte, Greensboro, and Raleigh, NC; Springfield, MA; Hartford; Greenville SC; ; Tampa; Detroit; and now Philadelphia, Jantize® America currently has more than 157 units and 9 Area Developers, also known as Master Franchises, operating in seven states.
For over 20 years, Jantize® America has serviced the offices, shop floors, retail spaces and restaurants of America, and offered franchisees the opportunity to achieve career fulfillment by owning and operating their own businesses. For additional information visit www.jantize.com
Saturday, June 12, 2010
FRANCHISE SELLING TIPS: # 11 TOO MUCH OF A GOOD THING?
I accompanied by my wife, we set out recently to buy a new car to replace the one she uses. We visited a Nissan dealer for the Quest, a Chrysler dealer for a Dodge Caravan, and a Honda dealer for the Odessy.
In all dealerships we indicated we wanted a new vehicle to replace ours that has 100,000 miles on it, said we were cash buyers, and were "just looking around and gathering information". In all three instances, we left the dealerships and no one had asked for our name or phone number.
Were there so many prospects that we just "slipped through the cracks"?
Part of the dynamics of sales has to do with careful planning, managing, and decision making regarding "what to do with your leads/prospects/candidates". What we witness happening among many brokers today is paralleled by the experience detailed above. Many brokers have too many prospects, and this may be causing a serious problem.
What to do? Start out by doing a little math:
You need to figure out and know exactly how many leads per month (average) you have generated over the past 12 months. You also need to calculate how many "applications" or "requests for consideration" you have received over that same 12 month period.
Next, determine how many leads it takes to get to one application. If you are like most brokers, it is going to be somewhere between 1/40 to 1/100.
If you have a sales staff that is "flying through leads" like there is no tomorrow looking for 6" putts and lay-down sales, your company is really suffering as a result.
Here is the only way to solve the problem:
IF YOUR RATIO IS 1 "APPLICATION" FOR EVERY 50 "LEADS",
YOU NEED TO RAISE THE BAR TO THE NEXT LEVEL.
ASSIGN YOUR LEADS IN GROUPS OF ONLY 25, AND REQUIRE
AN APPLICATION OUT OF THAT GROUP BEFORE THEY
GET ANY MORE LEADS.
Here's what will happen on an immediate basis:
(1) Much more care will be taken with each individual inquiry;
(2) Your sales staff will have to learn to be more productive;
(3) Your "application" ratio will be cut in half; (
4) Your sales will accelerate. Isn't this what you really want?
In all dealerships we indicated we wanted a new vehicle to replace ours that has 100,000 miles on it, said we were cash buyers, and were "just looking around and gathering information". In all three instances, we left the dealerships and no one had asked for our name or phone number.
Were there so many prospects that we just "slipped through the cracks"?
Part of the dynamics of sales has to do with careful planning, managing, and decision making regarding "what to do with your leads/prospects/candidates". What we witness happening among many brokers today is paralleled by the experience detailed above. Many brokers have too many prospects, and this may be causing a serious problem.
What to do? Start out by doing a little math:
You need to figure out and know exactly how many leads per month (average) you have generated over the past 12 months. You also need to calculate how many "applications" or "requests for consideration" you have received over that same 12 month period.
Next, determine how many leads it takes to get to one application. If you are like most brokers, it is going to be somewhere between 1/40 to 1/100.
If you have a sales staff that is "flying through leads" like there is no tomorrow looking for 6" putts and lay-down sales, your company is really suffering as a result.
Here is the only way to solve the problem:
IF YOUR RATIO IS 1 "APPLICATION" FOR EVERY 50 "LEADS",
YOU NEED TO RAISE THE BAR TO THE NEXT LEVEL.
ASSIGN YOUR LEADS IN GROUPS OF ONLY 25, AND REQUIRE
AN APPLICATION OUT OF THAT GROUP BEFORE THEY
GET ANY MORE LEADS.
Here's what will happen on an immediate basis:
(1) Much more care will be taken with each individual inquiry;
(2) Your sales staff will have to learn to be more productive;
(3) Your "application" ratio will be cut in half; (
4) Your sales will accelerate. Isn't this what you really want?
Monday, May 17, 2010
FRANCHISE SELLING TIPS: # 10
OBJECTIONS
OBJECTIONS ARE SOMETHING PROSPECTS USE TO CONVINCE YOU TO MOVE ON TO THE NEXT PROSPECT...
Wouldn't it be nice if you could select just the candidates that you wanted to work with, and that they would all be what we call a "lay down" sale?
We've all had these...those prospects that just can't live without our franchise, and who never ask any tough questions, and who never pose an "objection". They just lay down and beg for you to "sign them up".
Unfortunately, with a lot of increased interest in franchising, there are a plethora of "prospects" out there looking for opportunities and, the tendency among too many franchise salespeople is to hurry up and get through the list to find the lay downs...
UNTIL YOU LEARN HOW TO EFFECTIVELY DEAL WITH OBJECTIONS, YOU WILL CONSISTENTLY LEAVE AT LEAST 70% OF YOUR BUYERS ON THE TABLE.
What, then, is an "objection"? When you get one, is your prospect "objecting" to what you said, or to a particular part of your program? Of course not! It's not human nature to routinely disagree with information, facts, or figures.
What's really happening is that your prospect is saying: "Mr. Franchise salesperson, you have failed to build enough value in my mind regarding this particular point, I am confused, and I would like you to give me more information so that it becomes clearer in my mind."
Too often, defensive posturing and weak knees (lack of skill) on the part of the franchise salesperson results in the prospect exiting the sales pipeline. Too bad...Well, maybe the next one will buy...
FOUR STEPS: LISTEN, ASK, ISOLATE, ANSWER.
LISTEN: Listen very carefully to what your prospect said. Make absolutely
certain you understand exactly what was asked in the "objection".
ASK: Ask a question before you answer. "I'm glad you raised that question. Is there some reasonwhy this is a particular concern to you?". (Listen again)
ISOLATE: Respond by saying "Good, I'm glad you clarified that for me, now I understand."
Next, say "Before I answer your question, is this the only issue?" (Find out what else is on the prospect's agenda) Next, say "If we can handle this in a satisfactory manner, can we continue to move forward?" GET THIS COMMITMENT!
ANSWER: Relay your answer in the form of "benefits" to the prospect, and always use the word "you". "You will benefit by...you will gain....", etc. Remember, at this point, prospects only care about themselves and want to know
"What's in it for me?"
OBJECTIONS ARE SOMETHING PROSPECTS USE TO CONVINCE YOU TO MOVE ON TO THE NEXT PROSPECT...
Wouldn't it be nice if you could select just the candidates that you wanted to work with, and that they would all be what we call a "lay down" sale?
We've all had these...those prospects that just can't live without our franchise, and who never ask any tough questions, and who never pose an "objection". They just lay down and beg for you to "sign them up".
Unfortunately, with a lot of increased interest in franchising, there are a plethora of "prospects" out there looking for opportunities and, the tendency among too many franchise salespeople is to hurry up and get through the list to find the lay downs...
UNTIL YOU LEARN HOW TO EFFECTIVELY DEAL WITH OBJECTIONS, YOU WILL CONSISTENTLY LEAVE AT LEAST 70% OF YOUR BUYERS ON THE TABLE.
What, then, is an "objection"? When you get one, is your prospect "objecting" to what you said, or to a particular part of your program? Of course not! It's not human nature to routinely disagree with information, facts, or figures.
What's really happening is that your prospect is saying: "Mr. Franchise salesperson, you have failed to build enough value in my mind regarding this particular point, I am confused, and I would like you to give me more information so that it becomes clearer in my mind."
Too often, defensive posturing and weak knees (lack of skill) on the part of the franchise salesperson results in the prospect exiting the sales pipeline. Too bad...Well, maybe the next one will buy...
FOUR STEPS: LISTEN, ASK, ISOLATE, ANSWER.
LISTEN: Listen very carefully to what your prospect said. Make absolutely
certain you understand exactly what was asked in the "objection".
ASK: Ask a question before you answer. "I'm glad you raised that question. Is there some reasonwhy this is a particular concern to you?". (Listen again)
ISOLATE: Respond by saying "Good, I'm glad you clarified that for me, now I understand."
Next, say "Before I answer your question, is this the only issue?" (Find out what else is on the prospect's agenda) Next, say "If we can handle this in a satisfactory manner, can we continue to move forward?" GET THIS COMMITMENT!
ANSWER: Relay your answer in the form of "benefits" to the prospect, and always use the word "you". "You will benefit by...you will gain....", etc. Remember, at this point, prospects only care about themselves and want to know
"What's in it for me?"
Wednesday, April 7, 2010
Buy a cleaning franchise that offers a worthwhile training program
The commercial cleaning business is $128 billion industry. It is relatively recession proof and offers the opportunity to make an impact on your community.
Entering into an exciting cleaning service franchise can quickly turn to failure if the franchise provides insufficient training and a proven process.
Jantize America has established training programs. This is one of the top reasons for choosing a cleaning company franchise over starting your own business from scratch; the franchise has already developed a proven system and built the training that will help its franchisees succeed.
What you can expect in your Jantize training:
1. Cleaning franchise business model/methods and special cleaning products/equipment, software and sales/marketing/pricing services.
2. Expectations between cleaning franchise owner and the franchisor regarding all aspects of the business.
3. Customer service training for the cleaning service franchise.
4. Advertising and marketing support.
5. Training on bidding and job estimating training for cleaning service franchise opportunities.
Contact us today to learn more about the opportunities Jantize America can offer you.
Entering into an exciting cleaning service franchise can quickly turn to failure if the franchise provides insufficient training and a proven process.
Jantize America has established training programs. This is one of the top reasons for choosing a cleaning company franchise over starting your own business from scratch; the franchise has already developed a proven system and built the training that will help its franchisees succeed.
What you can expect in your Jantize training:
1. Cleaning franchise business model/methods and special cleaning products/equipment, software and sales/marketing/pricing services.
2. Expectations between cleaning franchise owner and the franchisor regarding all aspects of the business.
3. Customer service training for the cleaning service franchise.
4. Advertising and marketing support.
5. Training on bidding and job estimating training for cleaning service franchise opportunities.
Contact us today to learn more about the opportunities Jantize America can offer you.
Subscribe to:
Posts (Atom)