FocalPoint wanted a better way to sell their Franchises to new coaches. They’d relied heavily upon Franchise Brokers which were very expensive and didn’t always deliver the caliber of franchise owners FocalPoint wanted. They approached Mat to help develop a solution which delivered predictable results without relying upon the brokers.
To create the process we had to work backwards starting from when a new franchise is successfully onboarded and moving through the necessary stages until we reached the beginning of the conversation.
We could then look to identify the key steps for each stage, set benchmarks for activities and results while looking for the ways to improve quality control and create leverage through automation and outsourcing.
We implemented a multi step process which relied upon LinkedIn to generate leads, used a combination of surveys and other outreach activities to educate and qualify opportunities and had a locally based SDR to engage qualified leads and book them into appointments before handing them over to their existing sales team to complete the sales process.
Our processes allowed them to generate over 6000 leads and schedule 400 qualified appointments for their sales team within 12 months. This meant they no longer had to rely upon brokers, reducing their cost of sale substantially
Mat’s ability to break complex processes down into simple, repeatable tasks which can integrate with any business has been a massive help for our business
