Franchise Update Magazine Issue III, 2013 | Page 64

Grow Market Lead
62

Sales
smarts
By Marc Kiekenapp

Profiling Success
Raise your odds of finding great candidates

H

ave you ever noticed over the
years that you come across a
candidate who seems to be a
perfect fit for your franchise
opportunity, and all you have to do is lead
them down a mutual exploration process
to the sale? What do you think caused
that to happen? Is it just a “bluebird”
candidate who would have invested in
the first franchise they looked at? Or was
it a candidate who truly understood your
concept and believed there was a market
for the product or service in their area?
There are great lessons to be learned
from a candidate who profiles so perfectly
for your business. So how do we use this
knowledge as professional sales consultants