Do Business Well

In any group of employees, you’re bound to find some who don’t hesitate to speak their minds, even if their opinions are unpopular.

This is not inherently good or bad. But you need to learn to distinguish between well-intentioned objections, which contain valid insights, and ill-meant dissent, which tends only to stir up conflict. You must find a place for the former and authority to defuse the latter. Some suggestions:

• Look for patterns. Not everyone who states a divergent viewpoint is really trying to cause trouble in the workplace. “Employees tend to build histories of conduct based on consistent intentions,” observes Dr. Ralph H. Kilmann, a professor of business administration at the University of Pittsburgh and author of Beyond The Quick Fix. When someone establishes a track record for taking issue with company policy, that record usually shows a pattern in the way it is expressed.

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Listen to what the prospect says and watch her body language. These will indicate how she is feeling. Watch for signs of interest that say, ‘Yes, I want to join.’ For example, the prospect sits up in her chair and leans forward. She pages through the product brochures. She shows her agreement with the points you are making by nodding her head and smiling a lot. She rereads the product brochure and asks questions which indicate she is ready to join, such as: ‘How much money am I likely to make?’, ‘Do I get my money back if I don’t find network marketing to my liking?’,'Do you give free training?

Once you have these interest signals, all you have to do is satisfy the prospect: ‘Yes. You can make a lot of money, from R500 upwards in your first month. The starter kit does come with a buy-back guarantee. We provide free training sessions. When can you start?’ Give her a starter file or get her to sign the sponsor form, and arrange for training as soon as possible. Continue Reading »

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Once you have honed in on one or a few franchise opportunities, you can commence the evaluation process in earnest. Create a shortlist and visit the franchisors of your choice. Ask them to show you around and to provide you with additional information. We have already said that the main rationale for the purchase of a franchise must be your conviction that the franchise will make your business success more predictable. This requires that the franchisor offers you, firstly, a tried and tested concept linked to a respected brand and secondly, extensive initial and ongoing support.

• Please remember that every bona fide franchisor will be happy to give you as much information as you want, and more. Many franchisors will even invite you to spend a day or so at one of their units, some go as far as making it compulsory. In other words, they will not be prepared to take discussions further unless you have spent some time at a unit. This is an excellent opportunity for both of you:
• It will enable you to see the workings of the business from the inside and get a real feel for it.
• The franchisor will have an opportunity to observe you in what might well become your future environment, and give you meaningful feedback.

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