Extract from:

21 (honest & frank) Tips for Presenting your Business to Maximize the Selling Price:

Professionalism and Presentation

Tip 20: Think like a Buyer.

This might sound obvious but most vendors are stuck on one side of the fence.

Think of yourself as a Buyer coming to look at your Business:

• What would you think?
• What questions would you ask the owner?
• What objections would you use to get the price down?
• What opportunities would you see?
• Where’s the value in this business?

Steve Swann is a Specialist Hospitality Business Broker working with cafe, restaurant, bar and country pub Owners in the lower North Island.

This work is licensed under a Creative Commons Attribution-Noncommercial-Share Alike 3.0 New Zealand License

What do Business Brokers do?

This is a very real question for many small business owners. In less complicated times businesses where brought and sold through acquaintances and associates. Usually someone you knew who knew someone else.

In many ways it’s still the same today. Knowing the right people that can introduce qualified buyers still applies. This is where a Business Broker come in. Business Brokers actively work with both owners who want to sell their business and individuals or groups actively seeking new opportunities. In many ways a good Business Broker is like a match maker. It’s a partnership.