I believe
that the key to successfully selling your business lies in a few critical
areas. First, and foremost you must understand the buyer’s perspective and
concerns. If you do this, then you’ll know what you should do and say. Just as
your own feelings are justified from your perspective, so are the buyers. Buying a business is very exciting. However
it’s totally normal for a buyer to feel unsure about their decision at times,
and concerned about the information that they are receiving from us. That leads
me to the second most important key to selling a business, consistent
information.
I have sold
fantastically profitable businesses and some that were strictly asset sales.
The key in both cases was honesty and presentation. There is a buyer for almost
every type of business. It is extremely important to be honest about what the
business is and where it’s at financially. If I had to sum up my success with buyers,
I would say that it all hinges on the accuracy of the information I provide to
them, good or bad. As long as a buyer feels confident nothing has been
exaggerated or inaccurate, then they are capable of making their decision on
whether or not it is the right opportunity for them.
Lastly, I
think it’s imperative to establish trust with the buyer, in regards to the
competency of the information they are looking at. I have owned, ran and sold
my own businesses so I know it isn’t always easy to keep the book keeping
perfect. Most business owners are doing so many things at the same time;
paperwork is usually at bottom of the list. My job is to sort through your
paperwork, organize it and find any possible inaccuracies. In properly
organizing paperwork, we can build a solid foundation of trust with a buyer that
they are evaluating accurate and true information.
My role as
your broker is to position you and your company in the best and truest form to
a buyer. I have been consistently able to close so many deals over the years by
establishing a level of trust between both my sellers and by buyers. My goal is
the same as yours, the successful sale of your business and together we can
accomplish that goal.
