The skills, knowledge and abilities needed to be an Effective Field Consultant requires a committment to perfecting one's skills. This seminar is designed to help with the process.Who Should Attend: Franchise Field Consultants, Support Services Staff, Help Desk Personnel, Area Developers, Master Licensees and others who deal with franchisees on a regular basis.How You Will Benefit From This Seminar:Your field consultants are the critical link between you and your franchisees. But far too often field personnel are more like inspectors than business consultants, spend more time putting out fires than working on long-term plans such as building market share and increasing revenue. This seminar is designed to address these problems and create solutions. Real World. Real Learning!Understanding the Franchisor/Franchisee Relationship• Helping franchisees see the value of following your system• How to become “Strategic-Partners” with your franchisees• Teaching your franchisees the value of marketing• Helping franchisees understand their role in building market share for the whole system• The 8 focus points all successful franchisers have in commonDefining the Role of Field Personnel• How to become a business consultant to your franchisees• Understanding the basic skills needed to support franchisees in the field• The “Consultant” approach vs. the “Inspector” approach• How to get cooperation when there is a “them/us” attitude• How to help franchisees increase sales• How to focus franchisees on the critical elements of managing the businessThe Keys To Building Trust With Franchisees• The 6 critical concepts for building trust and rapport• How to establish rapport when time is limited• Building trust with non-communicative franchisees• How a “new” consultant establishes credibility with older, more experienced franchisees• How to rebuild trust with an unhappy franchisee Building Strong Communications with Franchisees• Getting the most out of every franchisee meeting• Preparing for franchisee consultations• How to conduct franchisee evaluations• How to do business planning with franchisees• Getting franchisees to “make it happen” rather than “waiting for it to happen”• Internet strategies and tacticsConsulting with Franchisees to Help Build Their Business• Using the questioning process to improve franchisee consultations• Four listening techniques that help you get better results• Helping franchisees avoid short-sighted decisions• Consulting with the franchisee who:- is not managing the business- is complacent about growth- is frustrated about profit levels- doesn’t accept responsibility for poor results- is not following the operating systemProblem-Solving with Franchisees• Guiding the problem-solving process so the franchisee takes responsibility for solutions• Getting commitment and follow-through on recommended actions• How to deal with the franchisee who:- is constantly “testing” the operating system- doesn’t want to spend the money on marketing or advertising- is not developing the territory to its full potential- is managing by crisis rather than by strategic planning
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