Franchisors that provide a strong support program to help struggling franchisees should seriously consider using this as a selling point to help make new franchise sales in uncertain times.

“What?” you say, “Tell candidates about franchisees who didn’t succeed?”
Every brand always has a small percentage of franchisees at the back end of the Bell Curve, franchisees who, for whatever reasons, have not succeeded within the system. That’s a fact, and any candidates worth their salt know this. Franchise sales people generally are repelled by the idea of raising the possibility of failure during the sales process, but it’s surely on the mind of candidates.

Consider proactively raising this possibility during the sales process – and showing that your organization has a team in place that has worked successfully with distressed franchisees in the past.

Continue reading this post.