By Bianca Evans
Buyers make offers based on the numbers, but it’s human interaction that determines if they feel good about buying a company. It’s natural, especially for an individual buyer, to want to get to know the seller and learn about how the company has been run under their leadership.
That’s why I always put the buyer and seller together for a meeting or a call. Chemistry and trust are built in this first interaction, and the success of the negotiations can rest on the strength of the two parties’ confidence in each other’s integrity and transparency.
Here’s how I tell buyers to prepare for the get-to-know-you call:
Bring your best self to the meeting. I encourage buyers to be themselves, but to be patient with what might be a very different way of thinking or communicating from the seller. If you have a strong tendency to talk numbers or challenge assumptions, this might not be the best time to bring that side out. Selling a business is an emotional experience for owners, and they are usually more interested in learning if you’re the right person to carry on their legacy. There may also be several competing offers on the table, so the first impression you make might be the key to yours being the one that’s accepted.
Study the materials you received in advance so you ask only relevant questions. Sellers are still trying to run the business while selling the business. They’ll put in many hours over the diligence period and negotiations above and beyond their other responsibilities. They’ll be grateful not to have to explain the basics of the industry or repeat information you should already have at hand. They’ll also be evaluating how you’ll handle yourself during the course of the deal, so it will be a relief to them if you’re well-informed, efficient, and organized.
This meeting is about determining fit, so make your case for why this company is the right business for you. For buyers, the deal is mostly about making the numbers work, but sellers will be also concerned about their employees’ and customers’ wellbeing. It’s important for you to talk about why you’re interested in this specific company (in addition to profits) and let the owner see how you value and treat people. I’ve seen smaller offers accepted because the highest offer came from someone the seller didn’t like or trust.
Most owners we work with are selling a business for the first time; it’s probably the most complex transaction they’ve ever been a part of. The initial meeting can get a deal off to a great start – or kill it before it begins. My role as a broker is to serve as a credible third party who can keep communication flowing, smooth over contentious or emotional issues, and move the deal to a quick and clean close.
If I can help you find the right business to buy, let’s talk.
Bianca Evans is a highly accomplished business broker with Transworld Business Advisors and one of the industry’s top-performing professionals. Since joining the firm, she has successfully facilitated more than 240 business transactions and has earned the prestigious Million Dollar Plus Award every year from 2008 through 2025.
Bianca holds several of the industry’s most respected professional designations, including Certified Business Intermediary (CBI), Certified M&A Professional (CM&AP), and Board Certified Intermediary (BCI). She specializes in helping business owners prepare for successful exits through strategic planning, valuation insight, and disciplined deal execution.