There are generally four stages in recruiting franchisees: contact, understanding, dispelling doubts and closing a deal. At each stage, the franchisee's psychology is also different, so it is necessary to change the corresponding skills and break them one by one.

1 contact phase

Franchisee psychology: This is the first stage. Franchisees get to know your brand in some way, and their first impression is good, which means they want to know more.

One of the skills of catering franchisees: diverting attention

At this stage, you must first understand the basic situation of the other party, such as available funds, entrepreneurial intention, and degree of intention to the project, so as to pave the way for the introduction of the next project. At this time, if you want to get customer information, but you can't query it directly, you can take the method of beating about the bush.

Actual case

Manager: You know that although the risk of joining the chain is low, the management ability of franchisees is extremely important. We don't require relevant industry background, but basic management ability is indispensable. So first of all, we will do some basic understanding of your previous business projects and management background. Can you tell me what kind of business you have done before, or what kind of position and management you have done?

case analysis

On the surface, it is to evaluate the background of the other party, but in fact it is hidden, which makes the other party inadvertently expose his background, financial situation, investment scale and so on.

The second move of catering franchisees: throwing bricks to attract jade

After understanding the basic situation, if you feel that the other party is a potential customer, you need to arouse his interest. If we directly say how good our company is and how great our project is, it will inevitably blow our own horn and cause the other party to resent it. At this time, it is necessary to throw a brick to attract jade, indirectly provide relevant content and information, guide the other party to analyze and judge for themselves, and get the results we want.

2. Understanding stage

After getting to know each other, it's time to learn more about your project. At this time, we must let the other party know the project content and investment scale in detail.

The third measure of catering franchisee recruitment: counter-customer first

Usually, customers have many questions to answer. If you elaborate one by one, it will not only waste time, but also make the other party lose focus. At this time, we can take the anti-customer-oriented strategy, first guide the other party to ask questions, and then we will add the remaining points slightly after the other party has asked their own questions.

3. Disambiguation stage

After the two sides have introduced each other, there will still be many doubts about the customer's psychology. At this stage, it is necessary to eliminate the potential concerns of the other party, enhance his investment confidence and guide him to make good decisions.

The fifth measure of catering franchisees: playing hard to get.

When a person receives a lot of information again, it often takes some time to absorb and digest it. In feeling. He will realize this and remind himself repeatedly that he can't listen hastily and make hasty decisions. He should calm down first. At this time, the more eager we are to reach a deal, the more defensive he will be. Therefore, we might as well play hard to get and help him relieve stress and fatigue.

The sixth recruit for catering franchisees: transfer the tiger in the mountain.

General customers come to negotiate, often accompanied by relatives and friends, in order to give some advice. In the conversation, if you find that several people disagree, you need to focus on besieging the key people and indirectly instill the consciousness that "investment varies from person to person, and everyone has different results in doing things". In fact, friends and relatives are also suggestions. "

4. Receiving stage

The seventh trick of catering franchisees: startle the snake.

Before the transaction, the customer has one last worry. He can be inspired to make a decision through the cases of other customers. The eighth skill of catering franchisees: stealing.

This move is mainly used in the marketing of later auxiliary products. Generally speaking, the headquarters will provide many items for the convenience of franchisees, and the prices are equivalent to or slightly preferential to the market. Therefore, when confirming the product distribution after receiving the goods, you should introduce it by the way and add it to the logistics list. This is a natural marketing method.

In the process of joining, if in doubt, you can refer to the "six-step joining method" introduced by China Joining Network to reduce the risk of joining.