Introduction

“No man does anything from a single motive.”

– Samuel Taylor Coleridge, English Poet

Buyer meetings are far more than a forum for you to answer questions. Through these meetings, you’re not only selling your business, you’re also selling yourself. You want to assure your buyer that you’re prepared, honest, composed, and serious about selling your business. Working to foster a healthy relationship with your buyer not only saves you time and effort in the long run, it can actually increase the value of your business as a whole. It’s a key aspect of selling a business that’s often overlooked, but this chapter will discuss some steps you can take to make it a positive, successful experience. 

When meeting with a potential buyer, remember the Golden Rule – treat others the way you want to be treated. Here’s what I mean:

• Be respectful of their time and needs when making the arrangements – send them the message that you’re professional and cooperative but not a pushover.
• Be prepared. Be sure to have access to a computer and your confidential information memorandum (CIM) when you talk so you can easily answer their questions.
• If you talk with the buyer on the phone or via video meeting, do so in a quiet place. I’ve encountered far too many buyers who told me they talked with a seller who was on a cell phone driving in their car or in some other environment that wasn’t conducive to a sensitive conversation.
• Schedule sufficient time so you can hold the meeting without any distractions.