Here’s a situation familiar to anyone in franchising: You (or someone in your sales team) are in touch with a potential customer. Maybe you’re a franchisee trying to sell them a product. Maybe you’re a franchisor trying to sell a franchise. Either way, you’re in touch and the prospect seems interested — but then they disappear. You’ve been ghosted. And you’re left asking: Why?
I’ve been involved in franchising since 1994, am now a coach to franchise executives, and have seen this problem repeatedly. Here it is: You lost control of the sales process.
