Tips to Succeed at Franchise Expos
Tips to Succeed at Franchise Expos
• 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.
Tips to Succeed at Franchise Expos - To learn more about this author, visit Mary Tomzack's Website.
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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.
Tips to Succeed at Franchise Expos - To learn more about this author, visit Mary Tomzack's Website.
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John PowerJohn Power, founder of Biltmore Franchise Consulting, has extensive experience developing and marketing franchises and business opportunities. He has been in and around franchising for over twenty years. From 1980 through 1990 he conceptualized, organized, and developed the American Video Association. He grew AVA to 2,000 national members, before selling the company it 1990. It was later merged into another home video marketing company. From 2000 to 2005 he worked as a contract marketing and human resources consultant to several local and national companies. In 2005 Mr. Power began working as a franchise development consultant on a full-time basis. Since that time he has helped more than three dozen companies initiate and develop their franchising program. He notes that there are many companies interested in developing a franchise program, and who need his specialized assistance. Mr. Power is a “hands-on” franchise consultant. He said, “I am the ‘nuts and bolts’ person who tends to the details for my clients.” Mr. Power holds a B.S. degree with a major in Marketing. See: www.biltmorefranchise.com You may contact Mr. Power at: jpower@biltmorefranchise.co - Visit John Power's Website |
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Anne BarrAnne Barr has over 26 years experience in sales and marketing, six years as a franchisee. She has assisted over 367 business owners and purchasers to achieve their goals in career change, transition and exit strategy. She holds the designation of Certified Franchise Executive from the International Franchise Association, Certified Business Intermediary from the International Business Brokers Association and Board Certified Broker from the Texas Association of Business Brokers. Anne is active in professional organizations, networking groups and volunteers for non-profit entities. As owner/operator of four successful businesses, Anne has proven people skills and enjoys helping clients find the right "fit" in business ownership. Visit www.FranchiseOpportunitySpecialist.com for more information about me and my company. - Visit Anne Barr's Website |
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John BrennanJohn Brennan Ed.D. Dr. Brennan is President of Interpersonal Development, LLC, a training and development firm. Interpersonal Development has provided sales training and coaching to more than 3,000 sales reps from over 100 companies. A native of Australia, Dr. Brennan received his doctorate from the University of Rochester. His dissertation researched the effectiveness of Behavioral Modeling Technology in training people in interpersonal skills. While he has spent most of his career designing or delivering training, he was also a Vice-President of Sales of a training and development franchise with operations in 25 markets. Dr. Brennan has designed and delivered sales training in North America, Asia, Europe, Australia and the Middle East. He has been a guest speaker at numerous national and regional professional conferences. When Microsoft wanted Best Practices articles on sales for their web site, they called Dr. Brennan. The results are at http://office.microsoft.com/en-us/FX011387391033.aspx His firm’s clients have included Volvo, The Prudential, Merrill Lynch, Eastman Kodak, Gannett, Equifax Europe, the Economist Group and countless small businesses. - Visit John Brennan's Website |
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George LudwigGeorge Ludwig is a recognized authority on sales strategy and peak performance psychology. An international speaker, trainer, and corporate consultant, he helps clients like Johnson & Johnson, Abbott Laboratories, Northwestern Mutual, CIGNA, and numerous others improve sales force effectiveness and performance. Though it's George's strategies and processes that help corporations increase productivity and performance, it's his tremendous energy and dynamism that spark the transformation. Again and again, clients remark on his amazing ability to unleash human capacity and inspire men and women to break out of their comfort zones. The result is a whole new type of salesperson. His customized presentations teach achievers to make stunning advances in their lives. From helping salespeople realize cherished dreams to helping corporations exponentially accelerate revenue streams, George Ludwig leaves audiences and individuals empowered, emboldened, and clamoring for more. George is the best-selling author of Power Selling: Seven Strategies for Cracking the Sales Code and Wise Moves: 60 Quick Tips to Improve Your Position in Life & Business. - Visit George Ludwig's Website |
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Jay Kubassek(Jay's Full Bio: EvanCarmichael.com/jaykubassek) In five years, Canadian-born entrepreneur Jay Kubassek went from selling mufflers at a Midas franchise to revolutionizing Internet marketing with the 2004 launch of CarbonCopyPRO, a online marketing education company, now worth over $20 million with customers in over 160 countries.
As an independent film producer, his upstart film fund Aliquot Films is currently producing a films with Spike Lee and Abel Fererra (starring Ethan Hawke and Dennis Hopper.)
Jay's entrepreneurial spirit is irrepressible. He’s the owner of five companies, a professional speaker and trainer, international real estate developer/investor, extreme sport enthusiast and emerging philanthropist. Jay resides in NYC with his wife Jamie, son Milo and dog Cooper. Visit Jay's official website: www.JayKubassek.com - Visit Jay Kubassek's Website |
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