Do You Really Know What Your Franchisees Are Buying?

Best Franchisee Recruitment Tips

I recently ran a recruitment strategy workshop with a client who’s entrepreneurial, street-smart, and well-educated. Naturally, I was curious to hear what they thought potential franchisees were actually buying into. It’s a question that often gets overlooked, but understanding this can be a game changer in how you market and sell your franchise.

So, when we got into it, I expected some typical responses. Franchisees, after all, are buying into a business model, right? Some of the answers I’ve heard before include:

• “The franchisee is buying a store or part of a network.”

• “An opportunity to become your own boss.”

• And, let’s be real, behind closed doors, sometimes it’s: “You’re buying a job.”

But here’s the kicker: my client nailed it. They understood exactly what their franchisees were really after. They weren’t just buying into a business model or a set of operations; they were buying a lifestyle business.

Picture this: a business that operates Monday to Friday, early starts, early finishes – no weekends. That’s pretty attractive to people looking to balance work and life, right? But there’s more to it than just the hours.

The franchisees were also buying into a values-aligned opportunity. This isn’t just about running a business; it’s about working with like-minded individuals who value honesty, camaraderie, and structure. These aren’t just buzzwords – they’re part of what makes the franchise system work, creating a positive environment where everyone is on the same page.

Once we identified what the franchisees were truly buying, the next step was easy: crafting an elevator pitch and expanding it into a comprehensive marketing campaign.

But,here’s where a lot of franchise systems miss the mark. Too often, aggregators and recruiters focus too much on the logistics – “Here’s the store location, here’s the revenue potential” – without thinking about the deeper reason people buy into franchises.

Take a quick glance at many of the "franchise for sale" platforms and you’ll see what I mean. They often fail to capture the essence of what people are really seeking when they look for a franchise to buy. It’s about aligning with their lifestyle, their values, and their personal goals, not just the business opportunity.

So, what does this mean for you, as a franchisor? Well, it’s crucial that you get the basics right. Understand exactly what your potential franchisees are truly buying into. Then, use that understanding to shape your marketing materials, your pitch, and your overall recruitment strategy.

If you’re interested in learning more about how to fine-tune your recruitment efforts, or you’d like some advice on how best to market your franchise to your target audience, I’d be happy to chat. Feel free to drop me a line at online@baneenterprises.com.

Let’s ensure your franchisees are buying into the right opportunity – and you’re selling it in the best way possible.

Bio - Barry Money, Founder - Bane Enterprises

For the first ten years of Barry’s career, he consulted in global franchise standards and led significant transformation and innovation projects.

Barry has diverse corporate experience across multiple disciplines including sales, marketing, customer service, product management, export, quality assurance, engineering, IT and supply chain with full accountability for P&L

At the end of Barry’s corporate career, where he earned the nickname “Goliath Slayer,” Barry transitioned to the C-Suite. Barry Money is a graduate of the Australian Institute of Company Directors and a C-Suite professional, with an MBA in entrepreneurship.

Barry has held director, board member, CEO and and leadership positions in start-ups, NFPs, Founder-operated entities, industry peak bodies and commercial organisations. 

He held a leadership role at Australia’s largest franchise group, where he was instrumental in driving disruption and growth.

Barry has worked in franchised industries, franchise consulting companies and some of the largest franchised brands globally.

After many years living and working all around the world, he is fluent in Japanese, French, German and conversant with several other languages.

A dynamic, results-driven leader who prides himself on lateral, entrepreneurial thinking and creativity, Barry is renowned for developing and fostering strong teams and a collegiate spirit.

Barry Money now heads up Australia’s ethical, efficient, effective, end-to-end choice for franchising solutions,

Bane Enterprises.

Contact details

E: online@baneenterprises.com