Tag Archives: paul pickett

What Teachers in Vegas Taught Me About Leadership

8 Feb

franchising gives back

 

Last week members of the International Franchise Association went to Richard J. Rundle Elementary School in Las Vegas for a day of painting, landscaping, and building. The Franchising Gives Back event is an annual day of service when IFA members help communities in the host city of their annual convention.

While our group has worked alongside many terrific organizations in many cities across the USA, we had never been taught lessons in leadership by teachers and students.

Here are a few ways the leaders from Rundle Elementary inspired us to share in their vision:

 

1. Make Others Feel Appreciated

As we approached the school, it was clear that a large crowd was waiting in front of the building. The cynic in me hoped we weren’t being picketed or protested. When the bus doors opened, I heard the applause. Over 100 students, parents, and teachers cheered as we exited the bus and made us feel like the Beatles touching down in America.

Paul Pickett of Wild Birds Unlimited has participated in the event for several years, but said, “being greeted by the teachers, students, and families at Richard J. Rundle Elementary School is a memory that I will never forget!”

I was a first-timer this year and had been unsure what the whole day was going to be like. But the warm welcome made me want to get to work.

franchising gives back

 

2. Share the Story and the Vision

Had we arrived to an empty school, we would have still done a sufficient amount of painting, planting, and building. But the school’s leaders told us about the school’s challenges, history, and even about the heroic child for whom the school was named. We became invested in the outcome.

Just as we were leaving at the end of the afternoon, I noticed part of a wall that needed one more coat of paint and went back to do it right. Without being engaged in the school’s story and needs, I would have ignored it. A little story telling gets a great deal of buy-in from your troops!

franchising gives back

 

3. Give Credit to Others While You Roll Up Your Own Sleeves

The school leaders made us feel like what we were doing was a single effort that made all the difference in the world.  But we were there for only one Saturday afternoon. Though we completed many projects, our efforts were nothing compared to the daily improvements the school’s staff and students are constantly doing.

And while we received all the credit, there were many parents who joined in as well. Desirae Franco of The Dwyer Group told me, “My favorite part was working with a father and son to help paint their team logo on the wall. The boy was so excited and it was contagious!”

Emphasizing – and perhaps over-emphasizing – our contribution made us take ownership of the improvements.

franchising gives back

 

4. Set Up Your Partners to Succeed

The projects were laid-out in a dummy-proof manner, so even a bunch of CEOs, marketing people, and sales people could dive in and make a dent. The instructions were clear and the tools were ready!

Having a project well-organized is critical when dealing with a group of non-specialists. Without specifics on how many people were needed on each task and directions on where to start, confusion would have derailed us early in the day.

 

5. A Hand-Written Note

In a world of email blasts and texts, I’m a big fan of standing out via the old style hand-written note. The students of Rundle Elementary wrote enough illustrated thank you notes for each of us and handed them to us as we boarded the bus to head back to our convention.

Deb Evans of Social Geek Radio and Deb Evans Consulting said, “We know we make a difference each year, but this year we were thanked with cheers, hugs, and handwritten notes!”

I received a lot of free giveaways and tchotchkes at the IFA Convention this year, but a student’s note was the thing I kept!

fullsizerender-note

Reaching Franchise Candidates on LinkedIn

1 Nov

linkedin logo

 

More franchisors have asked me about using Social Media for franchise development in the past 6 weeks than in the previous 6 years.

At recent events including FranTech, Franchise Leadership and Development Conference, The Chicago Women’s Franchise Network, and Springboard, my conversations have focused on using Facebook for not only generating new leads from your consumer customer base, but also engaging with candidates further down your franchise development sales funnel using Facebook’s Custom Audience Targeting.

And often, the next question has been: “But what about LinkedIn?”

Franchisors at these events ask about improving their results in finding candidates on LinkedIn. Many tried LinkedIn early in their online marketing journey but got bad results and quickly moved on.

I suggest that LinkedIn may not be appropriate for engaging with some types of potential franchisees, just as Facebook or other channels may not work for other types of prospects.

Recommendation #1: Before jumping into any social media marketing for franchise development, look at who your candidates are and where they spend their time on social media.

 

Facebook LinkedIn Franchising

 

The Facebook Side

If your best franchise candidates are those folks who will be operating their own store or other franchise location day-to-day, Facebook is the best place to engage. They may be customers of a current franchisee who could visualize themselves running their own shop. They have an interest – and hopefully a passion – for your brand’s type of service, work, food, or culture!

At our FLDC panel discussion, Wild Birds Unlimited exemplified this type of brand. Chief Development Officer Paul Pickett shared how individuals on Facebook can engage with a brand that shares their passion and then picture themselves as owning their own store.  I would add that being a great storyteller and sharing appealing images and videos is key in developing these relationships! Facebook is the most important place to spend your development time as this is where such future owners are already spending their time.

 

The LinkedIn Side

If your best franchise candidates are looking for an investment or for their next franchise award, let’s look at LinkedIn. Those candidates are in “the business of business” and invest in a franchise based only on return. LinkedIn is an excellent place to share information about your franchise’s value.

On the same FLDC panel, LinkedIn success was represented by ZIPS Franchising. ZIPS Vice President Aaron Goldberg does a fantastic job communicating on LinkedIn with potential business partners who are multi-unit owners investing in franchises.

At my FranTech Roundtable on Social Media in October, many Franchisors shared with me that they burn through their LinkedIn ad budgets quickly. Unlike Facebook where your boosted posts are easy for the right prospects to consume, LinkedIn puts you in a very competitive position to get a franchise development ad viewed.

 

Recommendation #2: I’m currently recommending not initially buying ads on LinkedIn. Instead, use LinkedIn as the one-to-one communication tool that Twitter was meant to be. There’s no advertising cost to engage with a person as another person!

LinkedIn may not be a great place to generate a completely new lead, but it is the best place to communicate with potential business partners with whom you’re already engaged.

 

Recommendation #3: Use LinkedIn for franchise development via your personal profile, not your company LinkedIn page. People buy from people. The goldmine of LinkedIn for any brand is in its use by company representatives as individuals. Sure, your company page needs to be updated and appealing. But the heavy lifting needs to be done from you as a business leader.

 

Recommendation #4: Use these tactics every day to get to the next level with your franchise prospects on LinkedIn:

*Share relevant business articles and blog posts that would be of interest to your candidates.

*Reach out to them via LinkedIn messages and InMails. Both have a significantly higher response rate than emails.

And remember the most important thing when promoting a business to prospective buyers on social media: even when you’re not engaging with them, they’re watching you!

 

 

 

Managing Social Media’s Role in Franchise Sales

19 Sep

facebook and franchising

I’m looking forward to moderating an all-star panel discussing Social Media in Franchise Sales. At the 2016 Franchise Leadership and Development Conference in Atlanta on September 29, we will dive deep into best social media practices for franchise marketing and sales executives. From Franchise Update:

What is Social Media’s role in franchisee recruitment to generate leads, provide validation, get people talking about your brand? This session will help you understand the options and opportunities Social Media offers to help grow your brand.

Facilitator: Jack Monson, Director, Digital Strategy, Qiigo

Panelists: Aaron Goldberg, VP, Franchise Development, ZIPS Franchising; Paul Pickett, CDO, Wild Birds Unlimited; Philip Schram, CDO, Buffalo Wings & Rings

Register Now!

aaron goldberg

 

Aaron Goldberg
VP, Franchise Development
ZIPS Franchising

 

philip schram

 

Philip Schram
Chief Development Officer
Buffalo Wings & Rings

 

paul pickett

 

Paul Pickett
Chief Development Officer
Wild Birds Unlimited

 

jack monson

 

Jack Monson
Director of Digital Strategy
Qiigo

 

 

 

 

 

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