In continuing your journey of Franchise Development via Social Media, it’s important I point out that social media for typical business to business (B2B) or business to consumer (B2C) purposes is much different than social media for franchise development purposes. In a typical B2B or B2C scenario, social media efforts would be directed to the entity or individual you’re attempting to do business with. Your business with them may be a single transaction, or as with restaurants, it may include repeat business where you’re seeking customer loyalty. Regardless, your position is strictly focused on attracting and keeping your customer, and the transactions are usually relative to a specific, tangible product or service. They buy. You sell. And the cycle continues the same or it abruptly ends.
In the franchise development arena, your social media efforts will be considerably different as your objective is different. The franchise sales transaction consists of a substantial upfront fee for an intangible item, franchise rights. The transaction is only the beginning of the additional cash outlay or credit commitment, that’s triggered by the initial fee and signing of the franchise documents. Yet, the relationship is not one that’s just based upon that one single transactional experience. Instead, it’s only a small step in an ongoing relationship where the new franchisee becomes dependent upon the franchisor and the concept. Buyer’s remorse is not an option. The social media efforts must progress and build upon each other with the objectives gradually changing and progressing “as” the relationship builds, and not just “because” the relationship builds.
Yesterday, we discussed establishing the Virtual Party Room. Today, we’ll discuss how to interact with the individuals within the room and with the new people we’re introducing to the party. Our objective will be to learn, through utilization of powerful Web 2.0 technology and tools, how we can transition interested parties into franchise candidates by just “holding their hands” and letting the experience guide them along until they’re ready to make a decision. Easier said than done? Well, it’s not rocket science, but I’ll still try to be as fundamental as possible in my explanations.
Transitioning Interested Parties to Franchise Candidates
When the interested party enters the Virtual Party Room, he or she is basically just tire-kicking. Oh, they may have expressed significant interest in your concept, or maybe they’re just inquisitive. It really doesn’t matter at this point. Your objective was to introduce the individual to the party. That’s it. It wasn’t to push them immediately towards the franchise sale. It’s wasn’t about discussing the fine points of the franchise concept. It certainly wasn’t about closing the deal. Your only objective at this point was to introduce the individual to the party so he or she could learn more, interact with others in the party and gather enough information to make an informed decision at their own pace. Remember, social media is not about selling!
As with any popular party, it’s important to have a host or hostess. In your party room, this person is essentially in charge of accepting member requests, posting new information, updating various features and keeping the “conversations” flowing. I think you now fully understand the party analogy so let’s transition to reality and make reference to specifics with respect to your franchise concept.
The host or hostess is the person you install as being in charge of your social media efforts. This person is key to making your social media efforts a success or failure as this individual must be on their “A” game. They must pay attention to detail and exhibit a sense of urgency when necessary. Starting at the very beginning, this individual will set up the company page in a specific social network. I highly recommend utilizing Facebook, but it can work in other social newtorks as well.
In Facebook there are general, basic information sections that need to be completed. Once completed, you’ll need to start building your site with information about your franchise concept. Videos, a strong Web 2.0 tool, work extremely well in conveying messages to individuals interested in your concept. The founder’s statements about vision and passion for the concept goes a long way towards generating excitement. A few video testimonials from franchisees, placed strategically within the site, provide a balance between the concept as a franchise opportunity and the concept as a consumer experience.
Photos, placed throughout the site along with comments, are a great visual affect as well. These photos may be of franchise locations, the equipment used in daily operations, the original locations from which the concept was derived, the founder, personnel, the product or service sold at the franchise locations, etc. All should include comments with each post explaining the photo. Additional comments from other group members will enhance the experience behind the photos.
A media section should be established to include press releases, audios and videos of important speeches, photos of company spokespersons, online and print news and feature stories, highlights of community events, etc. Comments about each must accompany the posts. Again, additional comments will further enhance the experience.
All individuals having anything at all to do with the franchise concept should be invited to join and participate in the group. These should include company executives, managers and personnel at all levels, franchisees and their personnel, franchise customers, company vendors and suppliers, and all interested parties in the franchise concept. In place, and participating, this group creates the buzz and excitement of the group.
Now, when individuals that have expressed interest in your franchise concept join the group, they may interact with group members, asking questions and seeking information. They’ll start to “experience” the concept from all angles as if they were at the franchise locations or within the corporate office. At any time they can jump into the conversations and add their own comments. Sometimes in the forms of questions and as they get more comfortable within the group, as their own personal comments and views.
Over a short period of time, and through monitoring the group’s activities, it’s relatively easy to “see” which individuals are interested in becoming franchisees of the system. Their questions and comments will dictate their interest. This is where the individual in charge of the social media efforts increases their interaction with the interested parties and provides even more information that moves them along in the process. This is usally done through site messages, or responses or comments to their comments. Ideally, the best way is a timely instant message as provided on the Facebook page.
The system basically moves itself up to a point. From there it needs to be guided and ultimately directed towards the latter stages of the franchise sale. Now, don’t get me wrong, an email or phone call throughout the process helps, but only as a guide or reference to a real person. Another Web 2.0 tool that works great in this regard is a video email (vidmail) program that brings a real person right to their desktop. It’s both a professional and effective use of Web 2.0 technology.
Okay, the site is up and running, you have interested parties joining the group, they’re interacting within the group and all is going according to plan. What next? Certainly there’s more to this social media thing, isn’t there? Yes there is. Ever hear about Twitter? Do blogs sound familiar? How about You Tube and Flickr? Ah, now we’re getting somewhere.
On Twitter you’ll post frequent bits and pieces of information about franchising and entrepreneurship in general and along with a few “personal” tweets, yes they call them tweets, you’ll post links to various parts of your concept including the Facebook group page, your website which will have a link to your Facebook page and to your blog, which will also have links back to your Facebook page. So you see, all activity will ultimately be directed back to your concept’s Facebook page because that’s where you can monitor and control the flow of information and interest because it’s interactive. There, that answers the question of why shouldn’t everything be directed to the website? Let me clarify. Facebook is interactive. Websites are not.
Remember the videos you developed for the Facebook page and the photos you posted to the Facebook page? Well, you’re now going to post the videos on You Tube and the photos on Flickr. Each post will have a desciption, and guess what, a link back to your Facebook page! This way, you’ll be able to direct individuals from your Twitter and Blog to these sites as a redirection to your group page or you may be able to generate interest in your concept by individuals exploring these other Web 2.0 sites. Keep in mind, I’m only scratching the surface on the different Web 2.0 sites as there are hundreds. Using as many as possible in cross-referencing and click-throughs will enhance your efforts many times over. By the way, it won’t hurt your search engine optimization either.
Additionally, you will take your Facebook group identity and join other Facebook groups where individuals with interests in franchising, entrepreneurship, specific business type and that may have the criteria of your ideal franchise candidate, congregate and share information. During the course of discussion and sharing of information, it’s relatively easy to guide these individuals to your Facebook group page and the cycle begins on your “turf” with them. The same holds true with LinkedIn groups, Twitter groups and other social network groups.
As you can see, the limits of social media are endless and are only limited by discouraging imagination, holding back creativity and not dedicating ample time to administer, execute and monitor the process. The potential benefits are far reaching throughout the organization including creating brand awareness with franchise candidates and consumers alike, generating qualified franchise leads and subsequent franchise sales, and establishing an interactive environment of communications and information sharing at all levels of a franchise organization.
In tomorrow’s third segment of Franchise Development via Social Media, we’ll discuss how to integrate social media with traditional franchise marketing and development strategies, and some non-traditional strategies as well. In the meantime, please submit any and all questions below, and I will respond accordingly prior to posting the next series segment.
1. Not changing your franchise agreement to cover social media. Just like franchisors took control of their Web sites a decade or so ago, now they need to control what’s being said about the brand in social networking sites. In addition, start now to secure your company’s name in conjunction with YouTube, etc., just like you did URLs just a few years ago.
It’s in this virtual party room that you’ll encourage attendance and participation by interested parties, franchisees, franchisee personnel, franchise customers, franchise company executives and personnel, and the concept’s vendors and suppliers. The goal is to establish a party where conversations about the concept, and its products and services, are happening all over the place. For instance, a discussion is started by a franchise candidate and is addressed by corporate personnel. A question is posted by a franchisee and several answers are submitted by various individuals. A video by the CEO is posted and is viewed and commented on by various individuals with different interests in the group and concept providing distinct perspectives. Positive comments (testimonials) are posted by customers. There are a hundred, two hundred, four hundred or more members of the group. There’s an information section listing the concept’s website, blogsite and other pertinent links. There may even be a media section with recent press releases or news stories about the concept and the franchisees. 
Using LinkedIn or Facebook, you can explore various groups consisting of executives and relating to the financial services industry. You can also explore groups that pertain to startups, entrepreneurship and small busines ownership. Now, you will join a few of these groups and monitor the discussion groups. Again, you’re not networking yet but you are starting to participate in discussions, answering general questions, getting a feel for the “land” and exposing the group to small busines ownership, entrepreneurship and finally, to your concept. Once, members in the group start to request to connect, that’s when the actual networking begins. This is key. The networking only starts when individuals request to connect with you or your company, not the other way around by you asking them.
Why Are Franchise Sales Lagging?
As more and more women explore franchising as a career alternative, choosing to control their own destiny, franchisors must market directly to this rapidly-growing group of opportunity seekers. Joining the force of today’s more sophisticated, educated and technologically advanced transitioning corporate executives, women will use social media to explore and investigate franchise opportunities. Tending to be more diligent and thorough than men in general, women relish relationship building and sharing of information making social media marketing perfect to attract female franchise candidates.
The following article, the first in a series of articles on the subject of Regional Franchise Development as a Growth Strategy, has been submitted by franchisEssentials Guest Author, Dan Durney, Partner and Co-Founder of 
What is Regional Franchise Development? Do we know it by any other name? Oh yes we do – Regional Representative, Area Director, Area Representative and of course Master Franchising. Oh ok, now I’ve heard of those – so what’s the difference? Basically, not much but if the Franchisor shares the Franchise Fees, Royalties and sometimes Distribution income with these Strategic Market “Partners” (legal guys – please don’t sweat the use of “Partner” here – I use it mainly for illustration purposes and not strict legal definition – thanks!) then you have the makings of a Challenging, exciting and VERY rewarding business building opportunity – both for the Franchisor and for the Regional Developer (RD) (we’ll stick with this Acronym for these articles).
Bubbling up the “Best Practices” from the Regions thru the RDs provides the Franchisor with invaluable “field research” to improve the brand, its offerings and stay better apprised of the competition.
By virtually all accounts, the Internet represents the single biggest lead source for most franchisors. Yet despite its dominance of the franchise lead generation market, a significant number of franchisors simply do not use it effectively. 
The great thing about social networking, that has been missing from online franchise lead generation, is the “meeting place.” It’s a place where a candidate gets to know the people in the know as well as on the fringe; the concept’s customers. So, let’s define the “meeting place.”
Of course, franchise sales are not quite as easy or simple as anyone who has ever presented a franchise sales opportunity can attest. But when you consider the building and infrastructure of the ride and the time spent developing the ride concept, the design of the structure, the projected ride experience and the large financial investment, it’s easy to see how both a franchise opportunity and a ride evolve the same and ultimately have similar objectives; to encourage participation, create a positive experience, instill a desire to do it again without remorse and to share their unique experience with others.
As a franchisor, you are in the business of building relationships; relationships with your franchisees, with your potential franchisees and with your end customers. Relationships build sales, build your brand and build your franchise.
Real estate, insurance and financial services industries all fall into the category of highly regulated and policed industries. 
Although it’s certainly easier to accomplish franchise growth during “normal” times, the basics need to be in place even more so during tough times. That’s not to say we don’t need to think and act outside-the-box to make something happen. It just means we need to be extra prudent and diligent in our actions and not use the economy as an excuse for poor execution of skills. 
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