Hosting a Franchise Informational Meeting involves a process that is strictly followed by an approved "Franchise Seller" that is registered with the State. A meeting is not "Sales" but informational.
A franchise information meeting is exactly as it states "information". We are not selling our franchises, they sell themselves. In the spirit of transparency, partnership and accountability we have developed a franchise presentation video that will be used at all times for franchise presentations. Your role in the process is to be the navigator of the information and to be available to answer questions relate to the video contents, the UFOC and Operations Manual.
- NO PROMISES ARE MADE THAT ARE NOT LISTED IN THE UFOC OR REFERRED TO IN THE VIDEO PRESENTATION. IF YOU HAVE QUESTIONS YOU DO NOT KNOW THE ANSWER TO REFER THEM TO YOUR MANAGER BEFORE YOU MAKE A POTENTIAL FALSE STATEMENT.
Bonding and Rapport/ Qualifying
The franchise prospect has heard about OctoClean through a couple of channels.
- Advertising- These prospects only know OctoClean from what they saw through one of these media channels. They are going to be skeptical and will likely be closed off. When you are bonding and building rapport spend time getting to know them and what they currently do. Ask about why they have an interest in OctoClean and/or starting a business in this industry. Be open to answer any immediate questions that may come up to break down any barriers to absorbing the video message.
- Referrals- These prospects have been referred by a franchisee or friend of OctoClean. It is likely that they know quite a bit about OctoClean and at least the essence of what we do. Besides being cordial and welcoming you are going to want to find out more about what they know and who referred them. Finding out what they know about the opportunity will help in answering questions during the video breaks or preparing them for the upcoming video segments. Discovering who referred them can give you a reference to who they might be. You will also want that information so you can follow-up with the referrer and learn more about the candidate. It is also encourage that you involve the referrer in the conversation with the prospect. The referrer is eligible for a referral reward if the prospect was to sign the agreement and complete training successfully. Win-win.
- Walk-in- This is very rare but all of our OctoClean sites have some sort of advertising on the building or in the lobby. We find that these candidates are searching for work more than a franchise opportunity. Be sure to qualify what they are looking for by asking direct questions of their intentions and goals. It also helps to inform them that there is a required investment to become a franchisee.
Up Front Contract
The prospect is looking for a business opportunity and wants to consider OctoClean. This has been established by now. The Up Front Contract or UFC is the process you use to get agreement that we are okay to ask questions of each other. We are also going to agree that if it is not a fit we will let the other know so we do not waste time chasing or hiding. You have learned about the effective use of the UFC in your training. If you need a refresher contact your Sales Manager.
The Video Presentation
Preparing for the presentation is important. You are going to need your video cued up on the monitor and all of the documents/tools referenced below in the designated folder or on the table. Have everything on the table and cued up at least an hour ahead.
Required Franchise Documents:
- Bound UFOC.
- (2) Copies of the Verification Receipt (Ours and Yours).
- Current "The Perfect Fit: OctoClean Franchise Business Package" document.
- Paper application. Be sure it is for your territory and location.
- What is an OctoClean Franchise Marketing flyer.
- "Be your own boss." post card.
- OctoClean Franchise Testimonials page.
On the table:
- Franchise presentation worksheet- For their use when they are watching the video. Consider it a guide for them to track their progress and write notes.
- OctoClean pen
- Bottle of water
The Breaks in the Video
We have intentionally added breaks in the video to allow for the prospect to ask clarifying questions. This is also a time for you to ask them questions or to enhance the information where you may have noticed some body language shifts or notes taken during the segment. Use your time wisely.
Wrapping up
Once the presentation has wrapped up you can answer any lingering questions. You will then explain next steps with them and most importantly HAVE THEM SIGN THE RECEIPT. You are going to want them to read the receipt before they put their name on it. This is here to protect them. It was designed to ensure that they received the presentation and all of the documentation per State and Federal law. If someone refuses to sign the document they are not eligible to sign the agreement if they decide in the future.
What they can expect following the presentation:
- We will send a thank you email with more information and additional contact information so they can reach us whenever they would like.
- We will follow up with them in about 5 days from the presentation to see if they have any additional questions and want to meet to discuss in more detail. It is a good time to meet since there is no possibility to sign documents or exchange monies. It is a zero pressure meeting opportunity.
- We will want their application if they are interested. They can send that by email as an attachment or drop it in the mail or in person.
- Once we receive the application they will receive a link for an assessment. This is a basic personality assessment and is not a pass or fail assessment. It is for all of us to best understand each other and the way we learn and interact.
- If everyone is on the same page and the franchise prospect meets our acceptance criteria we will schedule a signing date. Learn more about the PUFO Qualification Criteria here.
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