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Finding Qualified Buyers For Your Business
By Tom Parsley
You've worked hard to grow your business into a successful venture. Now you want to sell it and reap the benefits of all those years of hard work. There are many questions involved with selling a business, but the most important is: How do you find qualified buyers?
Some people say the quantity of buyers that are interested in buying your business is most important. Others say the quality of buyers is most important, regardless of quantity. But the correct answer is both are very important. Here's why:
If you have 50 buyers interested in your business, then you have plenty of quantity. But if you are selling a $1,000,000 manufacturing business and these buyers can only afford a business that costs less than $300,000, or if they all prefer a service business, then this "quantity" of buyers is a waste of time. You will spend hours talking to unqualified buyers about your business when they have no interest in actually buying it.
Conversely, say you only have 2 buyers interested in your business and they are looking to spend at least $1,000,000 on a manufacturing business. You have good buyer "quality" but not enough quantity. On average, you need at least 10 or more qualified buyers to look at your business before you can reasonably expect to sell it. And the more buyers you have looking at your business, the higher the sales price typically is.
In a nutshell, the more qualified buyers you have looking at your business, the faster you will sell your business and the more money you will make on the sale. But how do you get both quantity and quality of buyers interested in your business? The key is to employ several methods of effective advertising that don’t cost you a fortune.
Word of Mouth Advertising
This method of advertising is very spotty and should not be considered a core form of advertising. Due to its nature, your business is exposed to a very limited number of buyers that probably aren't qualified. As a result, this method of advertising provides neither quantity nor quality, which makes it very ineffective at helping you sell your business.
Classified ads in the local newspaper
The old-fashioned method of advertising a business for sale was to place a classified ad in one or more newspapers and hope enough qualified buyers
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Dowtown Phoenix businesses honor DREAMRsDowntown Phoenix business leaders and executives recognized those helping to remake the city?s core at the 18th annual DREAMR Awards held Monday.
The awards, sponsored by the Downtown Phoenix Partnership, stand for Downtown Revitalization Effort Awards of Merit and Recognition. The program began shortly after the partnership was launched.
Paul Blue, chief of staff for Phoenix Mayor Greg Stanton, told the crowd during his keynote at a lunch at the Renaissance Phoenix Downtown that it was important to continue the momentum that has been gained in the city's core by various projects...<div class="feedflare">
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</div><img src="http://feeds.feedburner.com/~r/bizj_phoenix/~4/PFjAZW0rXZE" height="1" width="1"/>Tempe Chamber endorses Monti in Tempe mayor's race<img src='http://assets.bizjournals.com/phoenix/news/Monti-Michael*100.jpg?v=1'>The Tempe Chamber of Commerce is backing restaurateur Michael Monti in the race for Tempe mayor.
Monti is owner of Monti?s La Casa Vieja on Mill Avenue. He?s also one of the founders of Local First Arizona, a group that encourages consumers to shop at hometown businesses.
Incumbent Tempe Mayor Hugh Hallman isn?t running for reelection and could run for Congress. Hallman has endorsed Monti.
Tempe City Councilman Mark Mitchell ? the son of former U.S. Congressman and Tempe Mayor Harry Mitchell ? is running in the race...<div class="feedflare">
<a href="http://feeds.bizjournals.com/~ff/bizj_phoenix?a=iSlPL0hRG0s:YvLabJpTUtg:yIl2AUoC8zA"><img src="http://feeds.feedburner.com/~ff/bizj_phoenix?d=yIl2AUoC8zA" border="0"></img></a> <a href="http://feeds.bizjournals.com/~ff/bizj_phoenix?a=iSlPL0hRG0s:YvLabJpTUtg:V_sGLiPBpWU"><img src="http://feeds.feedburner.com/~ff/bizj_phoenix?i=iSlPL0hRG0s:YvLabJpTUtg:V_sGLiPBpWU" border="0"></img></a> <a href="http://feeds.bizjournals.com/~ff/bizj_phoenix?a=iSlPL0hRG0s:YvLabJpTUtg:F7zBnMyn0Lo"><img src="http://feeds.feedburner.com/~ff/bizj_phoenix?i=iSlPL0hRG0s:YvLabJpTUtg:F7zBnMyn0Lo" border="0"></img></a> <a href="http://feeds.bizjournals.com/~ff/bizj_phoenix?a=iSlPL0hRG0s:YvLabJpTUtg:qj6IDK7rITs"><img src="http://feeds.feedburner.com/~ff/bizj_phoenix?d=qj6IDK7rITs" border="0"></img></a>
</div><img src="http://feeds.feedburner.com/~r/bizj_phoenix/~4/iSlPL0hRG0s" height="1" width="1"/>Reddy Development buys Coldwater Springs Promenade for $7.75MReddy Development in Scottsdale purchased the Coldwater Springs Promenade, a partially developed retail project on the southwest corner of Van Buren Street and Avondale Boulevard in Avondale, for $7.75 million.
The company plans to complete the project, which includes about 11,500 square feet of vacant space and five undeveloped retail pads.
Currently Fresh & Easy Neighborhood Market, Staples and Jack in the Box anchor the center.
The seller was Labrusca Holdings Corp. in Phoenix, which acquired the property through foreclosure...<div class="feedflare">
<a href="http://feeds.bizjournals.com/~ff/bizj_phoenix?a=hjB0s7PyDHQ:Z63W6dR-PYo:yIl2AUoC8zA"><img src="http://feeds.feedburner.com/~ff/bizj_phoenix?d=yIl2AUoC8zA" border="0"></img></a> <a href="http://feeds.bizjournals.com/~ff/bizj_phoenix?a=hjB0s7PyDHQ:Z63W6dR-PYo:V_sGLiPBpWU"><img src="http://feeds.feedburner.com/~ff/bizj_phoenix?i=hjB0s7PyDHQ:Z63W6dR-PYo:V_sGLiPBpWU" border="0"></img></a> <a href="http://feeds.bizjournals.com/~ff/bizj_phoenix?a=hjB0s7PyDHQ:Z63W6dR-PYo:F7zBnMyn0Lo"><img src="http://feeds.feedburner.com/~ff/bizj_phoenix?i=hjB0s7PyDHQ:Z63W6dR-PYo:F7zBnMyn0Lo" border="0"></img></a> <a href="http://feeds.bizjournals.com/~ff/bizj_phoenix?a=hjB0s7PyDHQ:Z63W6dR-PYo:qj6IDK7rITs"><img src="http://feeds.feedburner.com/~ff/bizj_phoenix?d=qj6IDK7rITs" border="0"></img></a>
</div><img src="http://feeds.feedburner.com/~r/bizj_phoenix/~4/hjB0s7PyDHQ" height="1" width="1"/>Tempe Mayor Hugh Hallman looks at Congressional run<img src='http://assets.bizjournals.com/phoenix/print-edition/page01_Hallman_Hugh.jpg?v=1'>Tempe Mayor Hugh Hallman says he will take the ?next few weeks? to decide on whether to run for Congress this year.
Hallman could run in the Republican primary for the new 9th Congressional District. That district includes Tempe, Ahwatukee, South Scottsdale, parts of Chandler, Phoenix and Mesa and Paradise Valley. It also includes the main campus of Arizona State University.
U.S. Rep. Ben Quayle, R-Ariz., said today he will run for reelection in the 6th Congressional District instead of the new ninth seat...<div class="feedflare">
<a href="http://feeds.bizjournals.com/~ff/bizj_phoenix?a=YWUkMKna10M:zCOSq7Bo7LU:yIl2AUoC8zA"><img src="http://feeds.feedburner.com/~ff/bizj_phoenix?d=yIl2AUoC8zA" border="0"></img></a> <a href="http://feeds.bizjournals.com/~ff/bizj_phoenix?a=YWUkMKna10M:zCOSq7Bo7LU:V_sGLiPBpWU"><img src="http://feeds.feedburner.com/~ff/bizj_phoenix?i=YWUkMKna10M:zCOSq7Bo7LU:V_sGLiPBpWU" border="0"></img></a> <a href="http://feeds.bizjournals.com/~ff/bizj_phoenix?a=YWUkMKna10M:zCOSq7Bo7LU:F7zBnMyn0Lo"><img src="http://feeds.feedburner.com/~ff/bizj_phoenix?i=YWUkMKna10M:zCOSq7Bo7LU:F7zBnMyn0Lo" border="0"></img></a> <a href="http://feeds.bizjournals.com/~ff/bizj_phoenix?a=YWUkMKna10M:zCOSq7Bo7LU:qj6IDK7rITs"><img src="http://feeds.feedburner.com/~ff/bizj_phoenix?d=qj6IDK7rITs" border="0"></img></a>
</div><img src="http://feeds.feedburner.com/~r/bizj_phoenix/~4/YWUkMKna10M" height="1" width="1"/>Craig Phelps to take over as A.T. Still president<img src='http://assets.bizjournals.com/phoenix/news/Phelps_Craig.JPG?v=1'>Dr. Craig Phelps, who currently serves as senior vice president for strategic initiatives for A.T. Still University, has been promoted to president of the university.
He will split his time between ATSU?s main campus in Kirksville, Mo., and its Mesa campus. He is replacing Jack Magruder, who announced his retirement several months ago. His new role becomes effective July 1.
Phelps is a 1984 graduate of ATSU?s Kirksville College of Osteopathic Medicine. He became provost of its Arizona campus in 1998 and led the team that developed that campus and its three academic units ? the Arizona School of Health Sciences, the Arizona School of Dentistry & Oral Health, and the School of Osteopathic Medicine in Arizona...<div class="feedflare">
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</div><img src="http://feeds.feedburner.com/~r/bizj_phoenix/~4/XlG8BxwjJ14" height="1" width="1"/>Semiconductor industry sets record, hits $299B in revenue for 2011<img src='http://assets.bizjournals.com/phoenix/news/computer%20chips%20promo.jpg?v=1'>The semiconductor industry set a record for revenue in 2011, hitting sales of $299.5 billion for the year, a slight increase from last year.
The Washington-based Semiconductor Industry Association reported Monday the amount was a 0.4 percent increase over 2010.
The industry dealt with numerous challenges during the year, from a European economy that seemed perpetually on the brink of faltering to flooding in Thailand and a double earthquake and tsunami that dealt a blow to the Japanese sector.
?Despite these setbacks the industry showed resiliency and posted year on year growth with record-breaking revenues for 2011,? said Brian Toohey, president of SIA...<div class="feedflare">
<a href="http://feeds.bizjournals.com/~ff/bizj_phoenix?a=yW2bYmaACcA:M6-0ayEVj0Y:yIl2AUoC8zA"><img src="http://feeds.feedburner.com/~ff/bizj_phoenix?d=yIl2AUoC8zA" border="0"></img></a> <a href="http://feeds.bizjournals.com/~ff/bizj_phoenix?a=yW2bYmaACcA:M6-0ayEVj0Y:V_sGLiPBpWU"><img src="http://feeds.feedburner.com/~ff/bizj_phoenix?i=yW2bYmaACcA:M6-0ayEVj0Y:V_sGLiPBpWU" border="0"></img></a> <a href="http://feeds.bizjournals.com/~ff/bizj_phoenix?a=yW2bYmaACcA:M6-0ayEVj0Y:F7zBnMyn0Lo"><img src="http://feeds.feedburner.com/~ff/bizj_phoenix?i=yW2bYmaACcA:M6-0ayEVj0Y:F7zBnMyn0Lo" border="0"></img></a> <a href="http://feeds.bizjournals.com/~ff/bizj_phoenix?a=yW2bYmaACcA:M6-0ayEVj0Y:qj6IDK7rITs"><img src="http://feeds.feedburner.com/~ff/bizj_phoenix?d=qj6IDK7rITs" border="0"></img></a>
</div><img src="http://feeds.feedburner.com/~r/bizj_phoenix/~4/yW2bYmaACcA" height="1" width="1"/>Waste Management Phoenix Open raises $50K for Keep Phoenix Beautiful<img src='http://assets.bizjournals.com/phoenix/news/phoenix%20open%20waste*100.jpg?v=1'>Keep Phoenix Beautiful will be getting a bounty of green to the tune of $50,0000 from the Waste Management Phoenix Open for all the people who wore the color to Saturday?s golf action.
The first Green Out at the open encouraged people to wear the color. For every person that wore it, the Thunderbirds would donate money to Keep Phoenix Beautiful, which works on a number of efforts around the Valley from tree planting to recycling efforts.
The groups estimate that one-third of the Saturday crowd of 173,210 people wore green, and that included caddies and tournament sponsors...<div class="feedflare">
<a href="http://feeds.bizjournals.com/~ff/bizj_phoenix?a=P5HvELnBHE4:uh-4XqEdFXc:yIl2AUoC8zA"><img src="http://feeds.feedburner.com/~ff/bizj_phoenix?d=yIl2AUoC8zA" border="0"></img></a> <a href="http://feeds.bizjournals.com/~ff/bizj_phoenix?a=P5HvELnBHE4:uh-4XqEdFXc:V_sGLiPBpWU"><img src="http://feeds.feedburner.com/~ff/bizj_phoenix?i=P5HvELnBHE4:uh-4XqEdFXc:V_sGLiPBpWU" border="0"></img></a> <a href="http://feeds.bizjournals.com/~ff/bizj_phoenix?a=P5HvELnBHE4:uh-4XqEdFXc:F7zBnMyn0Lo"><img src="http://feeds.feedburner.com/~ff/bizj_phoenix?i=P5HvELnBHE4:uh-4XqEdFXc:F7zBnMyn0Lo" border="0"></img></a> <a href="http://feeds.bizjournals.com/~ff/bizj_phoenix?a=P5HvELnBHE4:uh-4XqEdFXc:qj6IDK7rITs"><img src="http://feeds.feedburner.com/~ff/bizj_phoenix?d=qj6IDK7rITs" border="0"></img></a>
</div><img src="http://feeds.feedburner.com/~r/bizj_phoenix/~4/P5HvELnBHE4" height="1" width="1"/>Quayle opts for GOP primary run against Schweikert<img src='http://assets.bizjournals.com/phoenix/news/bq1-620x350*100.jpg?v=1'>U.S. Rep. Ben Quayle, R-Ariz., said today he will run for reelection in a north Valley and Scottsdale congressional district, setting up a tough Republican primary battle with U.S. Rep. David Schweikert.
New congressional district lines will be in effect for the 2012 elections. That has changed the lines for both Schweikert and Quayle, the son of former U.S. vice president Dan Quayle.
Click to the right for a slideshow of some of the political players in the two seats.
Quayle could have run in the new 9th Congressional District...<div class="feedflare">
<a href="http://feeds.bizjournals.com/~ff/bizj_phoenix?a=u8UHcf49_oI:ievJU3pGMzs:yIl2AUoC8zA"><img src="http://feeds.feedburner.com/~ff/bizj_phoenix?d=yIl2AUoC8zA" border="0"></img></a> <a href="http://feeds.bizjournals.com/~ff/bizj_phoenix?a=u8UHcf49_oI:ievJU3pGMzs:V_sGLiPBpWU"><img src="http://feeds.feedburner.com/~ff/bizj_phoenix?i=u8UHcf49_oI:ievJU3pGMzs:V_sGLiPBpWU" border="0"></img></a> <a href="http://feeds.bizjournals.com/~ff/bizj_phoenix?a=u8UHcf49_oI:ievJU3pGMzs:F7zBnMyn0Lo"><img src="http://feeds.feedburner.com/~ff/bizj_phoenix?i=u8UHcf49_oI:ievJU3pGMzs:F7zBnMyn0Lo" border="0"></img></a> <a href="http://feeds.bizjournals.com/~ff/bizj_phoenix?a=u8UHcf49_oI:ievJU3pGMzs:qj6IDK7rITs"><img src="http://feeds.feedburner.com/~ff/bizj_phoenix?d=qj6IDK7rITs" border="0"></img></a>
</div><img src="http://feeds.feedburner.com/~r/bizj_phoenix/~4/u8UHcf49_oI" height="1" width="1"/>Go Daddy gets 10 million hits off Super Bowl ads<img src='http://assets.bizjournals.com/phoenix/print-edition/page09_Parsons_Bob.JPG?v=1'>Go Daddy set a company record for the number of visitors to its site after its two Super Bowl commercials, including one that featured a new way to access the company.
The Scottsdale-based Internet domain registrar saw 10 million customers during the game, more than it has ever had during its annual ads on the National Football League?s showcase event. That came despite the ads drawing some critical derision.
The company used a quick response, or QR, code on one of its ads that allowed smartphone users to scan it...<div class="feedflare">
<a href="http://feeds.bizjournals.com/~ff/bizj_phoenix?a=7skf-ZboDbE:ZAiDkU7TwWs:yIl2AUoC8zA"><img src="http://feeds.feedburner.com/~ff/bizj_phoenix?d=yIl2AUoC8zA" border="0"></img></a> <a href="http://feeds.bizjournals.com/~ff/bizj_phoenix?a=7skf-ZboDbE:ZAiDkU7TwWs:V_sGLiPBpWU"><img src="http://feeds.feedburner.com/~ff/bizj_phoenix?i=7skf-ZboDbE:ZAiDkU7TwWs:V_sGLiPBpWU" border="0"></img></a> <a href="http://feeds.bizjournals.com/~ff/bizj_phoenix?a=7skf-ZboDbE:ZAiDkU7TwWs:F7zBnMyn0Lo"><img src="http://feeds.feedburner.com/~ff/bizj_phoenix?i=7skf-ZboDbE:ZAiDkU7TwWs:F7zBnMyn0Lo" border="0"></img></a> <a href="http://feeds.bizjournals.com/~ff/bizj_phoenix?a=7skf-ZboDbE:ZAiDkU7TwWs:qj6IDK7rITs"><img src="http://feeds.feedburner.com/~ff/bizj_phoenix?d=qj6IDK7rITs" border="0"></img></a>
</div><img src="http://feeds.feedburner.com/~r/bizj_phoenix/~4/7skf-ZboDbE" height="1" width="1"/>Monti's to offer centennial-priced steaks<img src='http://assets.bizjournals.com/phoenix/news/Monti-Michael*100.jpg?v=1'>Monti?s La Casa Vieja in Tempe is letting the first 100 customers in line on Feb. 14 get a steak dinner for 75 cents as a way to honor Arizona's centennial.
The restaurant, one of the oldest businesses and structures in the state of Arizona located at Mill Avenue and Rio Salado Parkway in Tempe, is rolling back the price on the meal to what it was in 1912.
Beginning at 9:12 a.m. Feb. 14, those first folks in line will be able to purchase a steak dinner plus two side dishes for 75 cents plus tax...<div class="feedflare">
<a href="http://feeds.bizjournals.com/~ff/bizj_phoenix?a=LRS2qH2Mb10:sJvNo-64wuE:yIl2AUoC8zA"><img src="http://feeds.feedburner.com/~ff/bizj_phoenix?d=yIl2AUoC8zA" border="0"></img></a> <a href="http://feeds.bizjournals.com/~ff/bizj_phoenix?a=LRS2qH2Mb10:sJvNo-64wuE:V_sGLiPBpWU"><img src="http://feeds.feedburner.com/~ff/bizj_phoenix?i=LRS2qH2Mb10:sJvNo-64wuE:V_sGLiPBpWU" border="0"></img></a> <a href="http://feeds.bizjournals.com/~ff/bizj_phoenix?a=LRS2qH2Mb10:sJvNo-64wuE:F7zBnMyn0Lo"><img src="http://feeds.feedburner.com/~ff/bizj_phoenix?i=LRS2qH2Mb10:sJvNo-64wuE:F7zBnMyn0Lo" border="0"></img></a> <a href="http://feeds.bizjournals.com/~ff/bizj_phoenix?a=LRS2qH2Mb10:sJvNo-64wuE:qj6IDK7rITs"><img src="http://feeds.feedburner.com/~ff/bizj_phoenix?d=qj6IDK7rITs" border="0"></img></a>
</div><img src="http://feeds.feedburner.com/~r/bizj_phoenix/~4/LRS2qH2Mb10" height="1" width="1"/>
would stumble upon it. This method is not very effective because you only have a few short lines of text to tell your entire story and attract interest in your business. This not only reduces the overall quantity of buyers, but you also end up wasting time on a lot of unqualified buyers. As a result, classifieds are not very effective at generating a high quality or quantity of buyers. Business Brokers Business brokers are typically very professional and knowledgeable in the art of buying and selling a business. Plus they are skilled at helping sellers sell their business. They will prepare your business for sale and handle all discussions with buyers on your behalf. In addition, brokers will help generate interest in your business from buyers through their relationships with other brokers, as well as listing your business for sale on their website. However, to get maximum quality and quantity of buyers interested in your business it is best to complement a broker's services with additional advertising efforts. You can do this either in conjunction with the broker's efforts, or on your own. Online marketplaces Currently the most effective method of getting both the highest quantity and quality of buyers interested in your business is by advertising on an online business-for-sale marketplace. These marketplaces are searched by hundreds of thousands of buyers each month, and can generate a staggering amount of interest in your business. There are many online marketplaces to choose from, but they are far from equal. Some have inadequate search functions, which mean your quality of buyers will decrease. The better the search functions the site offers, the more precisely buyers can search for what they want. And when a buyer finds your business, you know they are highly qualified. Other business-for-sale marketplaces are just interested in collecting listing fees from you, regardless of whether or not they help you find a buyer. These sites charge a monthly listing fee that is not tied to performance of any kind. As a result, they may or may not bring you any qualified buyers, and they really don’t have any incentive to do so. The most effective business-for-sale marketplaces put their money where their mouth is and only charge sellers on a pay-for-performance basis. With these sites, you list your business for sale on the site and it appears in buyers' search results when they search for a business that meets your criteria. But you are only charged a small fee if the buyer actually clicks on your listing and views its details. And you can set your own budget to determine the quantity of buyers you want. Performance-based marketplaces are very efficient and highly effective because you get exposure to the maximum number of highest quality buyers, but you don't pay if you don't have any qualified buyers view your listing. Resources * Find the perfect business to buy or franchise to buy, * To find a broker to help you buy or sell a business, visit BrokerSource* Sell a business or franchise quickly and easily with risk-free performance-based pricing Article Source: http://www.articles-galore.com About the Author
Tom Parsley is the President of The Business Market, an online business for sale and franchise for sale marketplace. Mr. Parsley has corporate and entrepreneurial experience with buying and selling businesses and his straight-forward writing style helps convey that experience to potential entrepreneurs.
Products and Services mentioned in this article are available Here   
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