Selling a Business Advice
Selling an Incentive Program
Although an incentive program may not be completely recession-proof, the best companies can survive nearly any storm. Now all you have to do is convince the right buyer that your business is built for long-term success.
Although we're optimistic about the economy, we also recognize that it takes the right strategy to sell an incentive program in today's market.
If your exit strategy involves selling an incentive program these days, business sellers may need to apply a combination of incentives and techniques.
Leveraging Seller Concessions
In the current marketplace, seller concessions can make the difference between a business sale and an incentive program that languishes on the market for months or even years. The most common seller concession is seller financing. Capital is scarce, causing new entrepreneurs to rely on sellers to finance at least part of the purchase price. If you are unwilling or unable to offer financing, be prepared to offer other types of concessions to close the deal.
Adjusting Expectations
Every business seller dreams of a fast sale and a fat payday. However, no one told the marketplace about your expectations. The outcome of your sale will be determined by market forces - not by your personal circumstances or desires. Surprises are inevitable, so to minimize the disappointment you will need to prioritize the outcomes you require from the sale. If buyers don't seem to be willing to meet your expectations, consult with your broker to modify your strategy and market approach.
Promoting an incentive program Sale
Successful incentive program sales incorporate comprehensive advertising plans. But confidentiality issues are a hurdle you'll need to address before you put your incentive program on the market. If sale information leaks out, competitors can use it to steal customers and circulate negative messages about your business throughout the industry. There are multiple ways to promote an incentive program sale, many of which require the assistance of a professional business broker.
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