tysonprime

Enterprise Account Executive

Has anyone sold software to franchises before?

I work for a real estate startup, as part of leadership project I am the Enterprise AE, my goal is to bring franchises to use our CRM. The thing is that I don't understand yet (neither my boss) How franchises structure works. and how to get to the real leadership since all the franchise realtors are their own boss.

Anyone had any idea?

🔎 Prospecting

👑 Sales Strategy

16 comments

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SoccerandSales

Big Shot

Account Executive

I work it health care, but this sounds very similar to MSO's. Sometimes there is individual buying power and sometimes not, but I have been most successful going straight to the top and selling for everyone or establishing a "partnership" with special pricing and incentives for all of the franchisees to come on board

StringerBell

Politicker

Account Executive

This is 100% where I would start at least

CPTAmerica

Opinionated

President/CRO

Are you trying to sell to franchisee or franchisor? I have lots of experience with the latter.

tysonprime

Valued Contributor

Enterprise Account Executive

Actually both, my unit measure is users using the crm, but for a further and better implementation main goal is to the franchise mothership

pirate

Big Shot

🦜☠️ Account Executive

Nice question.
Very often company head office makes decisions that are cascaded down.

Think McDonald's. Tech, preparation, food, look and feel are usually the same.

However they can often decide where beef is sourced from or some country specialities in menu, localization and they might donate to small charities independently or have a budget for it.

My advice is get a local franchise on a call and just be curious on how it works and how decisions are made.

I'd say CRM could be hard sell to a franchise. But that's based on ones I have talked to

Epad

Executive

Snr Business Development Executive

Depends on the franchise. Just ask them how it works for them.

Is there a head office/franchise administration office?

Or is there a specific person in each franchise that does the task/s your solution helps.

Some might have their own budget to use on solutions discretionary depending on your cost. And if they do, maybe you can offer a referral fee or discount if they get x amount of other franchises on too

tysonprime

Valued Contributor

Enterprise Account Executive

So, try to sell them like micro SMB deals to go upfront to Management? Sounds great!

Justatitle

Big Shot

Account Executive

yes and its a pain in the ass because some franchises make decisions at the corporate level, others 1 guy will own 5 locations and never be around and then you work your ass off to get 1 closed and other franchises drag their feet. Good luck though.

Maximas

Tycoon

Senior Sales Executive

I would just smile and dial if I were you!

ZVRK

Politicker

Enterprise Account Executive

I`ve sold software to the franchisor only so far (beverages & fast food). At the moment, I`m working on a deal with a franchisee so will let you know how that goes :) So far, they (the franchisee) told me they have their own budget and can decide independent from the mothership, but there will be a lot of customization so we fit our software (design mostly) to their guidelines.

tysonprime

Valued Contributor

Enterprise Account Executive

Open to talk in private I think I need some further orientation

oldcloser

Arsonist

💀

Yes, what sort of franchises are you dealing with? Auto retail? Burger King? Super Cuts? Moe's Mobile Pet Truck?

tysonprime

Valued Contributor

Enterprise Account Executive

For example Keller Williams and REMAX are clients of my company, we are LatAm focus.

Right now I have like 10 franchises goal to reach out

oldcloser

Arsonist

💀

Were you looking for emotional support or tactical advice. We can provide both around here. Watch this: Call'em up and go get'em cowboy!

Not what you were looking for?

tysonprime

Valued Contributor

Enterprise Account Executive

Open more to tactical advice than emotional support in outreach and deal management

oldcloser

Arsonist

💀

SMB - These are owner/operators. Consistent outreach with succinct messaging and a strong value prop. Unless you've got a corporate subsidy, you gotta help them get a listing or sell a house. Should be short cycle. Get in the office.

Also, upvote your replies if you find any value, please.

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tysonprime

Has anyone sold software to franchises before?

16 comments

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