FranConnect Webinar 2021-02-09
I was thrilled to serve on a panel discussion hosted by Keith Gerson, CMO & President Franchise Operations at FranConnect. At center stage were two of our joint customers:
Christina Chambers, EVP Franchise Development at InXpress Americas
Terry McGee, VP Franchise Development at Best Life Brands
Both of these customers focus closely on quantitative metrics, so it was gratifying to see how much their experiences resonated with each other. Riffing on how clearly they understood their funnel metrics, Keith pointed out that selling just one more franchise due to Smart Scheduler would pay for the service for a year.
No-show rates: Both of them said that their no-show rates have decreased dramatically. Christina was especially vocal about their no-show rate, which dropped from 43% to 20% (comparing before to after the start of our involvement).
Organic leads: Interestingly, both say that this pair of elevated conversion rates (lead-to-set and set-to-meet) has made organic leads flip from borderline to clearly successful. Both of them are actually doubling down on their investment in organic leads because of that.
Raising the bar: Terry says that ultimately quality has gone up because his sales reps can spend less time chasing leads (dramatically fewer touches on average). I love what he said next: “This allows us to focus on our hot leads.... things are going so well that we upped [the sales team's] monthly quotas.”
Making the people better. Christina asks how you can ever rely on only a team of normal human beings to achieve all of that. Summing up, she mused: “Now, we can just show up for the call and make it great”
View the webinar. Click here to watch the webinar on FranConnect’s site.
