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HORN IN" On Franchise / Business Ownership

a monthly post with blurbs, links, and other words-of-wisdom

regarding self-employment; career transition;

and franchise / business ownership;

as well as information for business owners

who may be interested in franchising their business.

  

July 2019

 

Franchise Opportunity Knocks

Self-employment Beckons

Start answering the call right here.

News you can use to help you find

The right franchise / business opportunity for you.

 

 

So many of our dreams at first seem impossible - then they seem improbable - and then - when we summon the will - they soon become inevitable.

                                                                                                                                                ~Christopher Reeve

 

A Wake-Up (Sales) Call to Entrepreneurs

Selling is not something just for the sales staff, nor is it some automatic phenomena. It's a skill any founder can and ought to acquire.

 By Gregg Schwartz, Director of Sales and Marketing at Strategic Sales & Marketing

Entrepreneurs are some of the most passionate, inspiring, quick-thinking and hard-working people on Earth. I love entrepreneurs. My dad was an entrepreneur, and I work with entrepreneurs every day. However -- and again, I say this with nothing but love and respect -- lots of entrepreneurs are simply not natural sales people. The skills that you need to start a business and pursue a strategic vision are not always the same as the characteristics you need to close deals.

Fortunately, it’s not too late. Entrepreneurs tend to be curious, self-motivated people who love to learn; you can learn to be a better sales person. Having managed hundreds of lead generation programs for entrepreneurs and small businesses, there are key points that entrepreneurs should keep in mind to help them get better at sales.

1.  Sales aren't automatic.

Many entrepreneurs, especially in technology or complex B2B verticals, tend to be technical types. They have developed great solutions, and they’re passionate about their technology, and they know how all the moving parts, bells and whistles work, but they don’t understand much about the sales process.

Too many entrepreneurs mistakenly believe that sales just happen automatically. They think that you just call or email someone, and next thing, you have just sold a $50,000 piece of business. The truth is much more complicated.

Related: You're Thinking About Sales All Wrong

The more complex and expensive the solution that you’re selling, the more time and effort you should be prepared to spend on making that sale. In major account B2B sales, the average time to close a new account is typically six to 18 months.

Be prepared for the long haul, both in terms of patience and of the impact on your company's finances. Everything depends on the timeframe of how soon your buyer is willing and able to make a purchase decision, how soon you can establish credibility and build a relationship with that buyer, and how soon you can get in the room with all of the key decision makers and stakeholders who have an impact on that purchase decision. It’s complicated. And it takes time. So don’t assume that you can just pick up a phone and rack up big sales numbers.

2. Read up on your sales skills.

Lots of entrepreneurs learn how to code or learn how to manage accounting; sales is the same way. Being a sales person is one of the many hats that you have to wear as an entrepreneur, and you should invest some time in learning how to sell. (Check out a list of the best business books to find some inspiration.) A few key sales skills that you should think about:

  • Elevator pitch: You should be able to quickly describe your business, your product/solution, and why someone should care, for a 30-second elevator ride.
  • Sales script: Once you get on the phone with a prospect, what will you say to them? Practice in advance by writing a sales script. Lots of entrepreneurs are reluctant to do this; they think they can just improvise and talk off the top of their heads. But a script will help focus your thoughts and keep you organized and on-message.
  • Making “the ask”: Sales is all about having the confidence and courage to make "the ask,” to formally ask the prospect to agree to take the next step in the sales process, whether that is to sign up for a demo, to attend a sales presentation, or finally to close the deal. Sales is not about being pushy, it’s about guiding the prospect in the right direction. Prospects want you to lead them and be clear about asking for what you need them to do next.

Related: How to Make the Ask, Use Limiters and Close the Sale

3. Create a sales process.

Not only do sales not just “happen,” they are the result of a disciplined process Sometimes called the “sales funnel” or “sales cycle,” the sales process is a multi-step evolution of taking sales leads from initial contact to final deal closing. Your sales process might be different from other companies or industries; that’s fine. Find a series of steps that make sense for what you sell, for example:

  1. Initial conversation;
  2. Product demo;
  3. Formal sales presentation;
  4. Solution implementation budget estimate and ROI discussion;
  5. Final meeting with key stakeholders; and
  6. Closing.

Learn how to move prospects through this sales process, or one like it. 

4. Build Trust.

It sounds simple, but it’s profoundly complicated: Selling is all about building trust and getting people to trust you. If customers don’t like you and don’t trust you, they won’t want to buy from you. Sales is all about building relationships.

Related: 5 Tricks to Instantly Connect With Any Sales Prospect

Selling to your internal network of contacts who already know you or know about your business is very different than selling to folks who don't know you at all. Prospects need to trust your ability to deliver, especially if you’re selling a complex B2B solution with a lengthy implementation phase. And all that takes time, hence the long sales cycle. Fortunately, entrepreneurs are often charismatic people who believe in what they’re doing; learn how to project that confidence into your sales conversations.

5.  Cultivate resilience.

Entrepreneurs know how to roll with the punches. There are lots of ups and downs that go with running a company, and sales are the same story. As you work through the sales process, there are always going to be hiccups, and that’s fine. Your job is to get to the bottom of it and keep moving the process along. Follow up on questions, listen to what customers are saying, and read between the lines. Find out what people are really worried about, or what is the root cause of their objection.

Don’t assume that selling is something that only sales people can do. The truth is, selling (at its best) is fun. It’s a learning process. It’s a chance to meet new people and build relationships and to discover new insights about your company and your product. Every day as an entrepreneur is a chance -- in some small way -- to reinvent the world. I hope you’ll take these insights to heart and use them in your journey to becoming a better sales person.

 

ENTREPRENEURSHIP…

Is Living A Few Years Of Your

Life Like Most People Won’t,

So That You Can Spend The

Rest Of Your Life Like

Most People Can’t.

                  -Unknown

 

Entrepreneur Defined… If this describes you or who you want to become, then take the next step.

  • An entrepreneur is a person who will see the embryonic seeds of an opportunity well in advance of others. Others will eventually only see a lost opportunity.
  • An entrepreneur will see risk as an opportunity. Others will see opportunity as a risk.
  • An entrepreneur will look forward to the challenges and hard work that an opportunity will bring. Others will only see an uphill struggle.
  • An entrepreneur will continue to work at that opportunity irrespective of set-backs, make mistakes, pick themselves up and learn from their mistakes. Others will give up the fight when the going gets tough.
  • An entrepreneur will work outside of the normal business framework in order to feel free and unrestricted whilst others will have a need to build an even stronger framework in order just to feel safe.
  • When the opportunity is finally realized, an entrepreneur will not say 'I told you so'. An entrepreneur will say to themselves not others, 'I knew I could do it'. Others will say, 'I wish I had done that'. 

 

Go confidently in the direction of your dream.

Live the life you have imagined.

                                              -Henry David Thoreau-

 

*********************************************************************************************

UnIque and state-of-the art home improvement / renovation…  

Home-improvement franchise that's changing the way homeowners renovate. Thanks to its patented weather-adjustable paint process and proprietary chemistry, franchisees deliver a factory finish on aluminum and vinyl siding, stucco, brick and even surfaces that aren't traditionally painted on-site, like front and garage doors and windows. In as little as a day, every project results in a beautiful, long lasting finish that won't peel, looks brand-new and doesn't require repainting every 2 to 5 years. At a fraction of the cost of replacement, this is the most cost-effective way to modernize a home and boost property value.

Enjoy a solid competitive advantage by delivering a unique renovation solution that homeowners can't get anywhere else. Total investment ranges between $115,000 and $143,000 with $70,000 liquid capital and $200,000 net worth required. This includes everything you need, from training to equipment to initial marketing to jump-start your business. With no brick and mortar location required, fixed costs are low! With over 10,000 homes revamped this proven concept has resulted in impressive 3-year growth rates for franchisees as well as producing healthy gross margins.

  • There’s a smarter way to paint your home.  And it’s not a fancier brush.  Delivers the convenience of a professional exterior painting service that you love, with the benefits of replacement that you need.
  • Say goodbye to choosing between painting or replacing. 
  • The most customized exterior paint solution on the market.
  • We’ll deliver a finish that looks & lasts like it came off the assembly line.

If you are interested in discussing and learning more about this unique opportunity, please call me at your convenience… 210-479-2491, or if outside San Antonio 888-479-2491.  Or shoot me an email with your phone number and a good day(s) / time(s) to call you.

 ******************************************************************************************** 

 Are you in career transition, or contemplating making a change?  Would you like a "sounding-board"?  As a former Human Resources executive and now a Franchise Coach / Consultant, I have over three (3) decades of assisting folks with career transition.  Plus, I have personally walked down that path a couple times myself.  If you would like to visit about career transition in general, entering self-employment via a franchise or business opportunity and / or UT sports, please call me at your convenience… 219-479-2491, or if outside San Antonio 888-479-2491.  Or shoot me an email with your phone number and a good day(s) / time(s) to call you.  I will gladly provide complimentary advice and counsel. And, remember, I'm a coach, not a sales person.

I am a coach / consultant for those who desire to explore and LEARN about franchise and business opportunities…I do not sell or broker franchise / business opportunities.

 Would this scenario be of interest and value to you… a process where you receive assistance to help you better identify your goals, financial requirements, lifestyle needs and what you would like for your work-life to look like; then provided information on self-employment options and guidance on exploring these opportunities within the confines of a supportive, educational and no-obligation environment?   

Have a job you don’t like?  Seek other employment > I call that Changing Your Curtains.  Perhaps, you prefer a bolder approach which may provide a new and invigorating work-life.  I refer to that as Changing Your View.  In 2001, I decided to Change My View.  If you are ready… Let’s Talk.  I can help you Change Your View too…

  ******************************************************************************************** 

Is Your Preference Being An

Employee, or Being Self-Employed?

Dream It, or Live It…the choice is yours.

 

Oliver Wendell Holmes once said, “The great thing in this world is not so much where you stand, as in what direction you are moving.”  Are you allowing your professional life to wander aimlessly, or stand still?  Perhaps you are in career transition and have always dreamed about being self-employed?    Remember, a window of opportunity won’t open itself.

 ******************************************************************************************** 

I highly recommend:

 If you are seeking top-quality financial / investment advice...

Teamwork Financial Group and Doug Moe...Texas Ex.

Doug is the CEO of Teamwork Financial Group in San Antonio.  He is an attorney and CPA.  He has provided valuable insight to me and my wife regarding investment / financial advice, including guidance on having a Will vs. Revocable Living Trust, re-balancing our investment portfolio, as well as assisting us move a portion of our IRA investments into Fixed Asset Annuities.  Over the past several months, I have had a number of very enjoyable meetings with Doug, since we have a tendency to spend time talking sports, as well as financial / investment stuff. Doug played basketball at UT in the 80s and is the son of Doug Moe, the former coach of the San Antonio Spurs. And, a great guy.

 

Do You Need Furniture Repaired...

If so and in the San Antonio area, CALL Pat Bonney...Texas Ex... Owner of a Guardsman Furniture Pro. franchise...The Most Trusted Name in Furniture Repair. Pat was on the UT baseball team in the early 70s.  I have used Pat's service multiple times for a variety of furniture repairs in my business and home.  Great guy and fantastic service.     210-849-9663    Email: gfpsa@sbcglobal.net

  ******************************************************************************************** 

Don't Just Change Your Curtains...

Change Your View. I DidMy Story 

2017 newsletters; as well as copies of 2016 and 2015 newsletters can be viewed by going to the Franchise Quest Website.  

Click on the Website link below, or go to:

www.franchise-quest.com 

Resource Center > Newsletter  

Small / medium size business owners:

Would you like to grow your business by franchising. 

$1,000 Referral Bonus $1,000

Additional Information Is Available at Franchise Quest

If you would like to visit, please don’t be shy about reaching out:

I’m a coach, not a sales person.

 

Larry S. Powell

Registered Franchise Consultant

Certified Franchise Consultant

CLICK HERE For Complete Contact Details

And To View My Video Business Card. 

Franchise Quest...Turning Your Dream Into Reality

San Antonio, TX 78248

210-479-2491 Direct Line-San Antonio

888-479-2491 Direct Line-Outside San Antonio

Email:  franchisequest@sbcglobal.net

Hook 'em 

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