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How to select a lead referral network: criteria for reducing a franchise system's risk, optimizing costs and enabling faster scaling.(sales strategies)
Franchising World
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October 1, 2006|
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COPYRIGHT 2006 International Franchise Association. This material is published under license from the publisher through the Gale Group, Farmington Hills, Michigan. All inquiries regarding rights should be directed to the Gale Group.
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Why do companies use franchise consultants, also known as lead-referral networks? Is it because they do not have inside salespeople? Is it because they do not get ample lead flow from other lead channels? Is it because they have poorly-validating systems and need hard-closing salespeople? Usually not.
There are two reasons: to optimize costs and for faster scaling.
Optimizing Costs
All the old adages hold true in the franchise lead-generation world, i.e. time is money ... you get what you pay for ... there is nothing more expensive than a cheap ...
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