1 / 11

Effective Candidate Qualifying Techniques: A Comprehensive Guide

Join Michael Lorsch from M. Lorsch Consulting for an in-depth class on effective candidate qualifying strategies. With a background as a CPA and VP of Finance, Michael brings extensive experience in franchise consulting. This class covers critical processes such as initial contact scripts, establishing rapport, interviewing techniques, handling objections, and timeline management. Learn to assess candidates' motivation and financial qualifications while personalizing your approach through practice and role-playing. Attain essential skills to improve your candidate selection process.

shen
Télécharger la présentation

Effective Candidate Qualifying Techniques: A Comprehensive Guide

An Image/Link below is provided (as is) to download presentation Download Policy: Content on the Website is provided to you AS IS for your information and personal use and may not be sold / licensed / shared on other websites without getting consent from its author. Content is provided to you AS IS for your information and personal use only. Download presentation by click this link. While downloading, if for some reason you are not able to download a presentation, the publisher may have deleted the file from their server. During download, if you can't get a presentation, the file might be deleted by the publisher.

E N D

Presentation Transcript

  1. CANDIDATE QUALIFYING • Presented by Michael Lorsch/M.Lorsch Consulting • My Email michael@mlorschconsulting.com • My Contact Number (847)947-4764 • My Background • -CPA • -VP Finance International Company • -Multi Location Franchisee 111/2 Years • -Franchise Consulting since May 2005 • -Training Since October 2007

  2. CANDIDATE QUALIFYING CLASS OUTLINE • Initial Contact Script & Pre-Qualify(HO1) • -Establish Rapport and Credibility • Common Questions & Objections(HO2) • Candidate Interview/Confidential • Questionnaire (CQ)(HO4) • Voicemails, Emails and Timeline(HO 6-9) • Learning Opportunities/ Homework (PPT 9) • Questions Anytime and at End of Class

  3. FRANCHISE LISTING PAGE

  4. QUALIFYING • Process when Dealing with Internet Leads • -Typical Internet Lead • Objective is to Qualify or Disqualify • Imperative to Control Process

  5. FUNDAMENTALS OF QUALIFYING • Are they MOTIVATED AND FINANCIALLY QUALIFIED • First Contact Crucial-Put Yourself in Their Place • Be Professional, Knowledgeable, Confident, Passionate • Establish Rapport, Credibility and Connect • Show Empathy • Don’t Pre-judge • Qualify as Quickly as Possible • End Conversation or Set Appointment

  6. INTERVIEW(CQ) FUNDAMENTALS • Objective-Learn as Much as Possible • Involve Key Decision Makers • The CQ is NOT intended to be sent to franchisors • Take Thorough Notes and be Inquisitive • Set Appointment for Franchise Presentation (1 Week)

  7. Learn About Tangibles & Intangibles • Emotional Motivators (Lifestyle, Tired of Corp America, Control, etc.) • Business Preferences & Motivators • Financial Qualifiers & Motivators • Partnership Qualifiers (Ready, Willing & Able)

  8. THE PROCESS AND TIMELINE • Call Leads ASAP • If You Connect, Interview Next Day if Possible • Sample Timeline If You Do Not Connect • -Leave Message (Monday)-Email Same or Next Day • -Second Call (Weds) at Different Time-Email Same or Next Day • -Third Call-The Following Tues, Weds, or Thurs and Send Final Email • Contact/ Response Expectations

  9. LEARNING OPPORTUNITIES/HOMEWORK • Personalize Script (HO1), Emails and Voicemails (HOs 6-9) • Personalize your Bio-see Initial Contact Script (HO1) • Practice Going through the CQ (HO4) with a Friend

  10. CANDIDATE QUALIFYING CLASS OUTLINE • Initial Contact Script & Pre-Qualify(HO1) • -Establish Rapport and Credibility • Common Questions & Objections(HO2) • Candidate Interview/Confidential • Questionnaire (CQ)(HO4) • Voicemails, Emails and Timeline(HO 6-9) • Learning Opportunities/ Homework (PPT 9)

  11. Michael Lorsch Contact Information • Email michael@mlorschconsulting.com • (847)947-4764

More Related