Just like your business serves different customers, selling your business will attract various buyers. We have experience in the business sale market and have seen sellers interact with different buyers.
On average, each business for sale attracts around 15 potential buyers with different characteristics like goals, capabilities, and budgets. So, while you may prefer selling to someone similar to you, you may encounter a variety of buyers during negotiations.
Buyers usually keep personal details private to gain an advantage. Even though they may not openly share their information, it's crucial to understand the types of buyers your business is appealing to. Our expert business brokers can help you qualify buyers, but being aware of the buyer types is essential.
Learn more about these different types of buyers and which ones are best for your business.
1. The Individual Buyer
Individual buyers, much like you, are often solo entrepreneurs seeking to start their own businesses. They're typically new to the market, finally taking the leap after careful consideration.
However, don't underestimate them. Many individual buyers have years of management experience in corporate settings before venturing into business ownership for the first time.
They're usually interested in small businesses they can run themselves. They're dedicated to long-term success and aim to grow their venture. They prefer businesses aligned with their personal interests and closely examine assets such as infrastructure, real estate, inventory, and staff.
To attract individual buyers and secure a good sale price, focus on highlighting physical assets, employee strengths, business manageability, and personalized training during the transition.
On the downside, individual buyers often have limited purchasing power compared to other buyer types. However, offering third-party financing options like SBA loans can make the deal more affordable for them.
2. Strategic Buyers
Strategic buyers, typically established companies looking to grow, seek to expand by acquiring existing businesses. They focus on similar industries, integrating acquired businesses to enhance their operations and profits.
Unlike individual buyers, strategic buyers are seasoned veterans with established businesses. They aim to strengthen their competitiveness, expand into new markets, or add new products/services through acquisitions. Financial performance is secondary to how well the acquisition aligns with its core operations and long-term goals.
Even startups with limited financial history can attract strategic buyers by showcasing alignment with their goals and adaptable business systems. Strategic buyers pay a premium for businesses that smoothly fit into their operations, making such deals highly rewarding.
However, integrating with a strategic buyer may result in losing brand identity and redundancies among employees. Roles may overlap, leading to job dismissals. Strategic buyers prioritize profitable exits over preserving the original brand identity and jobs.
3. Financial Buyers
Like strategic buyers, financial business buyers are companies focused on ROI. Unlike strategic buyers, who prioritize how your business fits into their operations, financial buyers prioritize the returns your business generates.
These buyers include private equity firms, investment funds, wealthy individuals, and venture capital firms, all aiming to grow their earnings through investment projects. They see business acquisitions as tools for capital growth to increase returns over time.
Financial buyers prioritize return potential when evaluating business purchases. They examine financials such as cash flow statements, income statements, and balance sheets. They also assess stability, industry experience, growth patterns, competition, EBITDA records, and management credentials.
Your business must demonstrate stability and positive return potential in a low-risk environment. A long history of maintaining a low risk-reward ratio enhances business value.
Financial buyers are likely to aggressively pursue profit maximization post-acquisition, potentially leading to significant business growth and expansion into new markets.
4. Family Offices
Closely related to private equity firms are family offices, which are owned and managed by wealthy families to manage their investments and pass on wealth to future generations.
These family offices are typically run by wealthy business-minded individuals seeking highly profitable ventures with attractive long-term returns.
To attract family offices, your business needs a solid financial track record. They prioritize stable, profitable companies with long-term income potential to grow their family fortune over time.
If approached by a family office, highlight your company's ability to handle challenges and adapt to change, needing little supervision while remaining profitable in the long run.
However, opportunities with family offices are rare, as they often prefer building their own companies instead of acquiring existing ones.
5. Your Employees
If you want to maintain your brand's identity, your employees can be your ideal business buyers. They have the experience and knowledge to transition smoothly and uphold the company's values.
You can pass on your company to employees in various ways, such as selling stock options, implementing profit-sharing plans, or allowing them to buy the business through worker cooperatives.
Consider an Employee Stock Ownership Plan (ESOP). for a long-term exit plan. This program gradually grants workers ownership of the company's stock through contributions to an employee trust fund. The sale process may take months or years, but it allows employees to buy into the company over time.
Which Buyer is Right For My Business?
Now that you understand each type of buyer, how do you find the right one for your business?
Even if you've built a successful business over the years and gained valuable skills, selling a business is likely uncharted territory for you.
You might have thought about contacting private equity firms or strategic buyers to see if they're interested in buying your company. However, doing so could risk breaching confidentiality, potentially leading to employees, suppliers, or vendors discovering your intent to sell and causing disruptions.
For many business owners, working with reputable business brokers proves beneficial. They help qualify buyers and manage the buyer-seller relationship, resulting in better terms and more money in your pocket, even after paying a broker fee.
When choosing a business broker, ensure they have experience dealing with the types of buyers you're targeting. This way, they can showcase your company effectively to each potential buyer.
Sell Your Business With Sunbelt Texas
Whether you're buying or selling a business, Sunbelt Texas can help. We will guide you through the sales process, and our team advocates for your best interests during negotiations. With Sunbelt Texas, the sales process will be effortless. Once we determine the ideal asking price for your small business, our brokers will search for qualified buyers. We'll also guide you through due diligence, purchase agreement negotiation, and the transition process.
FAQs
How do individuals typically purchase businesses?
Individual buyers often utilize Small Business Administration (SBA) loans, particularly the 7(a) loan program, encouraging investment in small businesses. However, it's essential to note that the total Project Cost of a business cannot exceed $5 million for SBA loans.
What are the advantages of selling to a strategic buyer?
Strategic buyers, often competitors within your industry, offer potential synergies that can lead to higher sale premiums. However, be prepared for an extensive due diligence process and potential changes to your company post-sale.
How can owners sell their businesses to employees?
Owners can gradually transfer equity to employees through an Employee Stock Ownership Plan (ESOP). While this offers a succession plan, it can be complex and requires careful consideration of employee involvement and leadership transition.