5 SKILLS THAT LEAD TO SUCCESS

What skill sets will help you achieve goals in your franchise?

What will help you achieve your goals?

Despite what some people think, owning a franchise isn’t as simple as ‘Add water and Mix’. To be the owner and operator of a franchise you need skills beyond what’s taught in your induction training.

Here are four business skills that will serve you well. You might already have them before you start in your franchise, but if not you can learn as you go.

By Kate Groom

1. SALES

If you want to succeed in a franchise you must develop the ability to sell. Whatever your business trades in–from courier services and cafes to physiotherapy–nothing happens until you make a sale.

Years ago I met a franchisee who was so terrified of talking with people that he couldn’t make sales calls. Despite his enthusiasm for the business – and the training he had received – he simply couldn’t do sales.

So, when you’re assessing your ability to succeed in a franchise, it’s important to work out whether you have the personality, confidence and potential to succeed in sales.

You don’t need to be a gun salesperson, as your franchisor should teach the principles of selling for their business model. But you need to have a sense that you can sell.

2. MARKETING

Marketing is different from sales.

It’s about getting people to the door, counter or your virtual equivalent. Even if your franchisor has a marketing department, you will still need to do local marketing. Actively promoting your business can be the difference between average and exceptional performance.

It’s quite likely that you won’t have much experience in marketing (unless your current job is in that field). However, your franchise is more likely to go well if you’re the kind of person who sees opportunity to promote a business.

Even if you have absolutely no marketing experience, right at the start you should ask yourself “Do I have an interest in promoting my business and learning more about how to market in my l ocal a rea?”

3. LISTENING

Listening is one of the most important skills of a business owner. You need to listen to customers, staff and advisers. And we mean listening to understand what they are saying, not just letting the words wash over you. Listening skills will help you avoid errors and misunderstandings, and a good listener is always valued.

One of the best ways to become better at listening is to give the other person your whole attention. That means not multi-tasking!

4. PROBLEM SOLVING

In your business you will spend a lot of time solving problems, whether that’s how to use new software or an app, or figuring out the roster for a busy time of year. Or you might have a crisis to deal with.

Problem solving skills are what we use when we are doing something for the first time. You don’t have an instruction manual – you just have to work it out. This doesn’t mean doing everything yourself though. Sometimes the best way to solve a problem is to contact an expert. Still, there will be many times when you are best placed to be the problem solver.

While you’re thinking about buying a franchise you can also consider your ability to solve problems. What tricky situations have you encountered? How did you resolve them? Do you enjoy this or are you not so keen about being out of your depth?

Each of these business skills will help you succeed in a franchise. Even before you own a business it’s worth reflecting on your strengths and areas you could improve. This will help you make an informed decision about the business opportunity and your ability to succeed in it.

Kate Groom has a background in economics, accounting and franchise management and helps franchisees make better use of planning, communication and technology to improve business management.

Even before you own a business it’s worth reflecting on your strengths and areas you could improve.