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Tips to Succeed at Franchise Expos

Written by: Mary Tomzack

Article Overview: Expos can offer fertile hunting grounds for franchisors. But there's a considerable investment required in terms of time, money, and effort. Make sure your investment pays off by checking out this list of tips.

Tips to Succeed at Franchise Expos

Expos can offer fertile hunting grounds for franchisors. But there's a considerable investment required in terms of time, money, and effort. Make sure your investment pays off by checking out this list of tips:

• People who go to franchise expos tend to be local. If you're not targeting franchise sales within a 2-hour radius of where the show is located, you're wasting marketing dollars.
• Polish your elevator pitch. The entire show staff should be ready with a clear 15-second soundbite about your company's concept. The best elevator pitch is complete, but has a "hook" at the end to keep the prospect interested.
• Don't invite preexisting prospects to a franchise show. Exposing them to all your competitors will only confuse them and have them second guessing their decision.
• Not all franchise shows are created equal. If you're trying a new show, talk to past exhibitors about their experience with the show. Most shows will pre-publish exhibitor lists, which makes it easy to locate people to talk to.
• Be ready with the answers. Practice with a friend who knows nothing about your franchise. Have them ask whatever questions come to mind. "Why should I buy your franchise?" is a question that you should answer with a slam dunk.
• An expo isn't a fire sale. Give your visitors room to breathe and time to browse. It's ok to smile and introduce yourself, but don't pounce.
• Network. Early in the show, when things are still slow, meet as many exhibitors as you can. Let them know what you're about (remember that elevator pitch) and show interest in what they're doing as well. It's surprising how many leads you can get from other exhibitors if you're open to it.
• Speak up. If the show has workshops, sign up to offer one. Lots of people prefer to learn more about companies by attending workshops. It's a great way to draw attention to your company.

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  10 Tips for Selecting the Best Franchise
  Top tips for franchise success

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Business Tips - How about: Tips for managers to handle employees more effectively? Tips on how to deal with difficult customers? Tips on how to deal more effectively with suppliers? The only three I have in mind right now, but will try to come up with something else. Chris
Re: Enticing Franchises - Top 9 List - All Franchise listed above are in millions of dollars. Do you have the list of Franchise in thousands
Re: Info for would be franchisers... - [quote="Sebastien":1d29sdv1]Like Franchise Times, Franchise Update is a very practical magazine. There is no blah blah, just straight facts that anyone in the franchise community can relate to. I just want to mention that all these magazines are NOT franchisee oriented. I mean these magazines are for franchise professionals. If you're looking to buy a franchise, you won't find much information in there. To answer your question, getting published in Franchise Times was fairly easy. I don't want to brag too much but I think I am known in the franchise industry. I was the marketing guy at Franchise.com for a few years before joining my new company, the World Franchising Network. So people know me and I have a very good relationship with Nancy Weingartner, the Managing Editor at Franchise Times. I was talking with her at the last Franchise Expo South in Miami and she mentioned she'd like me to be profiled. I was like "ok, sure!". I like this franchise executive profile thing in Franchise Times as it is rarely BS. People are usually really natural in there.[/quote:1d29sdv1] Thanks for the follow up Sebastien! And I can't say that I'm surprised that networking with the right people and managing your relationships with them properly are the keys to being published. I guess the old adage holds true of "it's not who you know, but who knows you" that's important.
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Re: Franchise Surveys - Another good tool to researching a franchise is to speak with their existing franchisees. This contact information is included in most Franchise Disclosure Documents. In order to get a Franchise Disclosure Document or FDD as it is often referred to, you will have to complete a basic franchise application. The franchisor will then usually provide you with the FDD at that time. Included in that book of information is a list of the existing franchisees, the contract, the investment information etc... This information is required by Federal Law to be disclosed to your prior to making a purchase. So be sure to do your research and start with the Franchise Documents to get the initial information.


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