Putting Your Best Foot Forward – Making the Most of Buyer Meetings

The old adage of “don’t judge a book by its cover” is a nice sentiment, but human nature causes us to make decisions based on appearances every day. Rare is the person who can see beyond the surface and base a first impression on other factors besides looks. When preparing to sell your firm, knowing how to make a good first impression can help you easily increase the value of your firm with a few simple steps.

Following are a few tips on how to make that great first impression when meeting with potential buyers:

Groom the office. Give the walls a fresh coat of paint, clean the carpets, place new magazines in the waiting area. These are just a few inexpensive ways to tell buyers you take pride in your office. Buyers will respond in a positive way and it will reflect in the offers you see!

Prepare yourself. Smile to set the other person at ease. Make eye contact to let your buyers know you are interested in what they have to say. Start the conversation with some small talk. This is the best way to find out more about the other person and help everyone relax. Discuss family, sports, or hobbies instead of politics or religion. Try to find some common ground.

Know your business. Make sure you are prepared to provide current, detailed information about your business. Being organized shows you are in control of your business. Be prepared to answer questions about clients, employees, and anything else that you believe could be important information for the buyer to fairly evaluate your firm and its operations.

Contact us to discuss any questions you may have about this topic or anything else regarding the purchase or sale of an accounting firm or tax practice.

About the Author

Picture of Kathy Brents
Kathy Brents
Kathy is a life-long resident of Central Arkansas, where she received her undergraduate degree in accounting from the University of Central Arkansas. Upon graduation, Kathy worked for CPA firms in the Central Arkansas area prior to starting her own CPA firm in Conway, Arkansas in 1986. While practicing public accounting, Kathy had many opportunities to provide guidance to her clients as they were involved in the purchase and sale of many businesses. Kathy sold her own CPA firm in 2006. In 2004, Kathy began her 2nd career in the field of business brokerage. Kathy is also a Certified Business Intermediary (CBI) and a member of the International Business Brokers Association (IBBA).

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