The following four stages are introduced to you:

There are four stages in recruiting franchisees: contact, understanding, dispelling doubts and closing a deal. At each stage, the psychology of franchisees is also different, so we should change the corresponding skills and break them one by one.

1. Contact stage

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

One of the skills of catering franchisees recruitment: a diversion from the East to the West

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

Actual case

Manager: You know that although the risk in franchise chain is low, the management ability of franchisees is still extremely important. We don't require relevant industry background, but the basic management ability is indispensable. Therefore, 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 worked in?

Case analysis

On the surface, it is to assess the background of the other party, but in fact, it hides a mystery, allowing the other party to inadvertently reveal his own employment background, capital status, investment scale, etc.

the second skill of catering franchisee recruitment: attracting jade by throwing bricks

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 talk about how good our company is and how great our project is, it will inevitably be boastful 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, and 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 initially, it's time to learn more about your project. At this time, we must let the other party know more about the project content and investment scale.

the third skill of catering franchisees recruitment: customer-oriented

Usually, customers have many questions to answer. If we elaborate on them one by one, it will not only waste time, but also make the other party lose focus. At this time, we can adopt the anti-customer strategy, first guide the other party to ask questions, and when the other party has asked the questions that they care about, we will supplement the remaining key points slightly.

3. the stage of dispelling doubts

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 skill of catering franchisees: playing hard to get

when a person accepts 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 a hasty decision. 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 eliminate fatigue.

the sixth skill of recruiting franchisees in catering: divert the tiger from the mountain

General customers come to negotiate, often accompanied by relatives and friends, so as to give some advice. In the conversation, if you find that several people disagree with each other, you need to focus on besieging 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. acquiring stage

the seventh skill of catering franchisees recruitment: startle the snake

before the transaction, the customer will have one last worry. He can be inspired to make a decision through the cases of other customers. The eighth skill of catering franchisee recruitment: shoplifting

This trick 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 favorable to the market. Therefore, when confirming the product distribution after receipt, it is necessary to introduce them by the way and add them to the logistics list. This is a marketing method that goes with the flow.

if you have any questions during the joining process, you can refer to the "six-step joining method" launched by China Joining Network to reduce the joining risk.