Business Owners: Do Not Make It Hard To Buy Your Small Business


Do Not Make It Hard To Buy Your Business

After spending several days talking to dozens of people who claim to have an interest in a business for sale; after answering the same dumb question for the millionth time; after discovering that a great majority of these so-called buyers lack either the money (business purchase financing would be needed), the common sense, or enough business etiquette - maybe all three - to purchase the business in the first place, it is not surprising that many owner/sellers start to burn out on the selling process.

There is a danger, however, that "burn-out" and skepticism may cause a seller to insulate himself, or herself from this process to the extent that a real buyer can't make easy contact or even the ability to make a reasonable offer through an LOI or purchase agreement. Bottomline when selling a small business make it easy for potential buyers to contact you and be prepared for the selling process (in addition to a realistic asking/selling price upfront).

And that is a lost opportunity to make the sale.

Owner/sellers often are tempted to create "filters" to "weed out" unqualified, unmotivated, time-wasting buyer prospects.

And while it certainly is imperative that sellers carefully qualify all prospective buyers, there is a difference between "qualifying" and "turning off" buyers. The difference is, ultimately, the ability to sell the business.

A case in point concerns the seller of a Northern California fast food restaurant franchise for sale who had considerable difficulty getting any responses for a business offering - one that should have attracted several interested parties. A review of his advertising & marketing campaign on BizBen.com revealed many of the problems.

One was pricing (or should I say overpricing). Leaving some "room for negotiations" as many owner/sellers do, this owner set a asking price that was 15% to 20% higher than the bottom-line figure he was willing to receive. He reasoned that since many buyers will offer 10 to 20 percent below asking, the way to get his price, was with this over-price tactic. Additionally, he insisted on an all-cash transaction, and this may have eliminated a number of buyers who might otherwise have responded at the higher price if it was "packaged" with provable, reliable seller financing (or 3rd party financing - SBA, Non SBA, Bridge Financing, etc).

Noticing the lack of response, the seller upped the price by a significant amount. feeling he may have priced it too low to begin with (since other businesses in this franchise system, doing comparable volume, had recently sold for more than he asked).  Perhaps, he reasoned, the low price was "sending a signal" that there is something wrong with the business - that the business is on the business-sales equivalent of the "discount rack."

Still no action.

His other key problem was rooted in a clever idea to minimize his time wasted with "buyers" who are unable or unwilling to move beyond the inquiry stage. When calling the response phone number the seller had posted with his business for sale ad/posting on BizBen, prospective buyers got a message encouraging them to go to a website he created, where they could register with information about themselves, learn more about the franchise requirements, and then--after going through that process - receive some information about his business for sale.

Understandably, with about 600 fast food franchises currently to check out on the BizBen.com website, most anyone inquiring about this particular business and getting that response, immediately crossed off this potential business as too complicated to pursue, and went on to the next offering.

This was getting nowhere.

The owner/seller requested, from me, some advice about how to get responses to his "for sale" ad/posting. Among the suggestions offered were: 1) Price the business at the minimum amount to which you will agree - and stand firm on the price, and 2) When the phone rings, answer it rather than letting it forward to a recorded message that explains the procedure necessary to learn about the company. 3) Upgrade his standard posting to the Fast Track program or ProSell Program for increased exposure to the right buyers. 4) Get his business pre-approved for business purchase financing for interested buyers - making certain that his business is financeable and getting lenders ready for potential buyers who want to act quickly.

Within days after making these and a few more changes, and becoming more available for inquiries, this owner/seller not only began getting a great deal of response, he also received an acceptable offer that he accepted. And he is fortunate that he took a back-up offer, as the first buyer was unable to meet franchisor requirements (take back-up offers - always).

With escrow scheduled to close in a few days on the second deal, this seller is beginning to move into other enterprises, a bit more knowledgeable about the importance of pricing a business correctly, making it easy for buyer prospects to get a hold of you, and seeking a broad audience of business buyers for your offering.

Yes, many potential business buyers you talk to will waste your time. But you need to expose your business to as many potential business buyers as possible, and then be ready to respond appropriately and quickly to each inquiry either via phone, email or text. At some point you'll receive the inquiry that will ultimately lead to a satisfactory sale.

Bottomline - advertise/market your business for sale correctly, expose your business to the right types of buyers, price your small business correctly at the beginning of the selling process (remember the first 30 to 45 days is the most critical), and for gosh sakes make it easy for buyers to reach you (offer your cell phone and text as contact numbers), and make sure you take back-up offers from buyers until you close your deal and get paid from the escrow process!

Categories: BizBen Blog Contributor, Deal And Escrow Issues, How To Sell A Business, Selling A Business

Contributor:

Peter Siegel, MBA
Areas Served: All Of California
Phone:  925-785-3118 Cell, 925-785-3118 Text
Founder Of BizBen.com (since 1994). I am the Lead Advisor for the ProSell, ProBuy, & ProIntermediary Programs. I consult daily with buyers, sellers, and brokers daily about buying and selling California small to mid-sized businesses. Call 925-785-3118.

Comments Regarding This Blog Post


Yes Peter I agree some sellers can be unreasonable able the price they want for the business. I think that if a seller is adamant about getting top dollar then they might want to consider hiring a consultant to evaluate the business and see want can be done to improve the value if some factors in the business are improved. Many times by going over and identifying the weaknesses, solutions and strategies can implemented to dramatically impact the value.


Definitely one of the best tools is to have the business "pre-qualified" for purchase-money financing. I encourage my business sellers to do just that by contacting BizBuyFinancing.com. With three years of tax returns, a current year P&L, current accounts receivable schedule, balance sheet, and a calculation of the Seller's Discretionary Earnings ("SDE") for the past three years, they can determine just how much a lender (SBA-backed or otherwise) would be willing to lend.


Great points, Peter. With regards to time wasters, as a business broker, it's good to remember that many of the businesses in your inventory will feed off each other. Many times I have had a buyer come in looking on a particular business, but they ended up looking at and buy something else that I had for sale. Also, a broker may end up talking with who they think is a potential buyer, but is in fact a prospective seller, who is calling on an ad that is similar to their own business, and seeing that the market is like.






  Helpful Resources To Assist In Selling And Buying California Businesses
Elizabeth McGovern: Escrow Services - San Francisco Bay Area

McGovern Escrow Services, Inc., is a leading independent escrow company. We are a trusted partner with our clients, assisting them through the tangled bulk sale & liquor license transfer process. We provide attentive, quality & innovative customer service. Phone Elizabeth McGovern at 415-735-3645.

Shalonda Chappel: Escrow & Bulk Sale Services - Southern California

Escrow services to brokers/agents, sellers, & buyers. Established 43 years. Extraordinary service. Experienced with handling difficult transactions. One stop for all your escrow needs: Bulk sales, lien searches, UCC searches, liquor license transfers, publishing & recording services. 951-808-3972.

Brad Steinberg, Business Broker: Laundromat Specialist

PWS is the leading laundromat broker in California. Since 1968 PWS has brokered over 2,500 laundromat sales. With over 90 employees dedicated to the coin laundry industry, PWS has 18 licensed agents, a 3 person in-house finance department, 10 service technicians and a 20 person parts department.

Janet Carrera: Escrow & Bulk Sale Service - SF Bay Area

Redwood Escrow Services, Inc. is a full service, licensed independent escrow company. We are EAFC Fidelity bonded, fully insured & licensed with the Department of Corporations. Committed to offering our clients the most comprehensive variety of escrow services available. Phone Janet at 510-247-0741.

William F. Ziprick, Attorney: Legal Services For Buyers And Sellers

Through creative problem solving, attention to detail, accessibility, & understanding that unnecessary delay is often a deal killer, I work closely with my clients and other professionals to consistently achieve a high rate of closings. Office: 909-255-8353, Cell: 509-951-7230.

Diane Boudreau-Tschetter: Escrow & Bulk Sale Services - CA

California Business Escrow, Inc. is a full service independent escrow company serving all of California and has expertise in a wide range of escrows. Our team prides itself on providing an exceptional escrow experience. For more info phone Diane Boudreau-Tschetter at 888-383-3331 or 209-838-1100.

Helen Yoo, New Century Escrow - Escrow Services In Southern California

New Century Escrow, Inc. is a fully licensed & bonded independent escrow company. Over 20 years combined experience in handling bulk escrow transactions. Multi-lingual staff that speaks your language, including Korean, Chinese, Vietnamese. Call Helen Yoo direct at 626-890-1151.


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