How can you overcome biggest buyer fears when selling your business

May 8, 2011


We have been discussing what preparations the small business seller needs to make before listing the business for sale. There are items seller needs to start taking care of as much as 1 year in advance As the sale process gears up you need to prepare number of documents for the sale to complete fast and without any major hiccups.
The biggest obstacle to the sale of small business stems from buyer’s FUD (Fear, Doubt and Uncertainty). When the buyer is betting hundreds of thousands of dollars on the business and is committing large part of his future life he is bound to have cold feet and second thoughts at some point in the process – just like in marriage!!! Your job as a seller is to address these FUDs and alleviate buyer’s anxiety.
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What do you need to do 3 months prior to listing your business for sale

May 4, 2011


We mentioned in the previous post that selling a business is a long, arduous process. It is not uncommon to take more than a year to sell the business. In the post we showed items you need to take care of 1 year prior to putting your business for sale.
As the date of putting the business for sale approaches there are additional items you need to start working on. Just like selling your house, you need to get your business ready 3 months prior to listing date. The goal is to spruce up the image, both physical and virtual, of the business so that the buyer will find it attractive and worth paying for. You should also aim to remove the fear and uncertainty in buyers because this is the single most reason why many buyers are reluctant to sign on the dotted line at closing.
So, what actions do you need to take 3 months in advance? Here is a list of items we think are important based on our prior experience.
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Filed Under: Buyers, Employees, Management, Operations Tagged With: ,

What do you need to Prepare before Selling Your Business

May 1, 2011


Selling a business is a lot like selling your house – only lot more difficult and time consuming. It is not uncommon to take more than year to sell the business – from the time it is put on market to the time the closing papers are signed. Anyone who has been through the selling process knows that there are number of aspects you need to take care of long before the business is put for sale. What makes it more challenging is the fact that you need to do it all while running the day-to-day operations of the business and ensuring that it does not suffer during the selling process.
There are steps you can take to make the process of selling the business easier for you. They can also help make the sale go faster; which is very important for any seller. The longer it takes to sell the business, the more chances of something going wrong and the sale falling through.
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Emerging Social Media Tools Small Businesses must be Aware of

April 27, 2011


We have been looking at various social media tools that all small business owners need to consider for their marketing. With more and more customers utilizing social media; small businesses that fail to integrate these tools will lose their customers to their competitors. We view the ability to track your return on marketing spend as well as lower your marketing cost as the two significant benefits that small business owners can get from the use of social media.
We showed two of the widely used social media tools – Facebook and Twitter in an earlier post. In the previous post we talked about two other tools – YouTube and Flickr. In this post we will discuss some of the emerging social media tools that may not be as popular as the ones we discussed; but are equally helpful.
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Additional Social Media Tools Small Businesses Must Consider

April 24, 2011


In the previous post we discussed two must-have social media tools every small business needs to use to market their business. We argued that social media marketing provides perfect opportunity to get the marketing exposure without spending lot of money.
Many more social media tools beyond Facebook and Twitter have emerged recently. Some of them have the potential to become next Facebook. We want to explore those tools in this post. By jumping on some of these emerging tools small business owners can get advantage over their competitors and improve their sales and profit at a relatively low cost. They can even compete with their larger rivals by harnessing the power of these tools at an early stage.
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Social Media Tools Every Small Business Must Use

April 20, 2011


It is said that half of the money spent on marketing is wasted; you just don’t know which half! Many small business owners have misconception about marketing because of which they end up spending lot of money without getting proper return. One of the 5 fundamental rules of marketing we believe in is that good marketing techniques should not cost lot of money. Internet and social media marketing provides perfect opportunity to get the marketing exposure without spending lot of money.

The reasons for using social media marketing are numerous. [Read more…]

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Improve Sales of your Small Business with Free Publicity

April 17, 2011


Most small business owners do not pay sufficient attention to public and community relations. As a result they miss out on the great opportunity to improve sales and build business brand value at low cost. Instead they are focused on marketing and advertising that cost substantial amount of money. While there are number of differences between marketing and public relations, in the simplest form, marketing can be viewed as “in your face” way of putting your business in front of customers; while publicity is a more subtle approach that doesn’t cost much and can bring equally compelling results.
Why is it important to focus your efforts on publicity in addition to traditional marketing?
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How to Combat External Forces Working against Your Business

April 13, 2011


In the previous post we highlighted external market forces that can drive you out of business if you are not careful. The changes in economy, competition and consumer habits have hurt many small business owners in the last few years and can bring down sales and profit for your small business too.
To be fair, these external forces impact both large and small business alike; however small business owners feel this impact in a more profound way. Also, the small business owners can feel the impact very quickly. After all, unlike large businesses they do not have large financial cushion to withstand the impact. They also have their personal and business lives intertwined with the business. This will make it hard not for themselves; but also for others around them, including spouse, children and friends.
How can small business owners prepare themselves to be able to withstand the impact better than their peers?
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External Market Forces that can Drive you out of Business

April 10, 2011


In case you have not heard Blockbuster; the go to place for video rental just a few years ago; was purchased by Dish Network for peanuts. This is the company that was valued at Billions of dollars before the market and technology changed around them and new competitors such as Netflix and Coinstar came along. They completely missed the boat.
Such is the power of free market economy! Business owners who focus only on internal operations of their business without paying attention to external market forces will get hurt. The market forces will put them in oblivion in a few short years or even months.
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Filed Under: Buyers, Marketing, Sales Tagged With:

Why Embracing KISS Principle Leads to Happiness

April 6, 2011


KISS -Keep It Simple Stupid.
Many small business owners like to take the road less simple. If a task takes 2 steps to finish they will manage to stretch it to 10 steps. They are wired to think complex. We have pondered on the question for some time – when you are running a small business should you opt for a simple operation or a complex one?
You can see the examples of simple and complex operations in franchises as well. On one hand you have a pizza franchise such as Little Caesar’s – home of $5 Pepperoni Pizza with no delivery. On other side there is Pizza Hut with large number menu items and toppings and it not only has carry out; but also delivery and dine-in. Which one is easier operation to run?
There are number of reasons why you should try to keep things as simple as possible.
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