Selling a business can be a challenging journey. Many entrepreneurs encounter major challenges, such as a lack of interested buyers, an inaccurate valuation, or negotiation problems. If you think that selling your business is impossible, know that there are solutions to optimize your transfer and attract qualified buyers.
This article guides you through the essential steps and must-have strategies to overcome obstacles and successfully sell your business.
Can't Sell Your Business? Start with an Accurate Valuation
Why is evaluation crucial?
A misjudged company can scare off buyers or devalue your property. Overestimating can put off investors, while underestimating can cost you money. Things to consider include:
- Customers and their loyalty potential.
- Tangible assets (machinery, furniture, inventory, etc.).
- Intangible assets (brand, patents, online reputation, current contracts).
- Turnover and profitability of recent years.
- The location and commercial lease, if applicable.
Call on an evaluation expert business to obtain a reliable and realistic estimate.
Gathering essential documents to reassure buyers
Potential buyers want tangible evidence of your business’s value. Prepare a complete file including:
- Accounting balance sheets for the last three years.
- Details of assets and liabilities.
- Contracts with suppliers and customers.
- Activity reports and performance indicators.
A transparent presentation facilitates trust and speeds up the sales process.
Improve the visibility of your sale ad
A striking ad attracts buyers
If you think it's impossible to sell your business, it might be because your ad does not attract enough attention. An effective ad should include:
- A clear and detailed description (sector, activity, history, location).
- Key figures (turnover, net profit, growth potential).
- The strengths that differentiate your business from the competition.
- Attractive photos and visuals to showcase your premises and equipment.
If you still can't sell your business, you need to multiply your distribution channels
Increase the reach of your ad by posting it on multiple specialized platforms, such as:
- Business transfer sites like Business Market.
- Professional social networks like LinkedIn and Facebook.
- Investor associations and networks that may have potential buyers.
Don't underestimate word of mouth: inform your partners, suppliers and loyal customers about the sale.
Negotiation: Turn Interest into an Effective Sale
Anticipate buyer objections
A buyer will always ask questions and seek to negotiate the price. Be prepared to answer to concerns about:
- Stability of turnover and growth potential.
- Operating and maintenance costs.
- Debts and financial commitments.
- The sustainability of the team in place.
Preparing a solid pitch increases your chances of closing the sale on good terms.
Conditional clauses: secure the transaction
Suspensive clauses allow both parties to ensure that all conditions are met before the sale is finalized. For example:
- Obtaining financing by the buyer.
- Satisfactory financial audit.
- Approval by regulatory authorities.
A good contract also provides for the consequences in the event of non-compliance with commitments.
Can't Sell Your Business? Consider Alternatives
If, despite all these steps, the sale does not succeed, other options exist:
Restart the activity
Sometimes investing in restructuring or modernization can increase the attractiveness of the company. Better management, a renewed offer or a more aggressive marketing strategy can make a difference.
Transmission to a loved one
If no external buyer comes forward, consider transferring your business to a family member or colleague interested in taking over.
Addressing other forms of business transfer
The transfer of a business in Switzerland can be carried out in different ways, depending on the objectives of the transferor and the nature of the business. Among the main forms of transfer, we distinguish the transfer for consideration, where the business is sold to a third party, and the transfer free of charge, often carried out within the family circle by means of donations or inheritances.
Dissolution of the company
When all other options have been exhausted, liquidation may be a solution to cease the activity by settling debts and redistributing assets.
Unable to Sell Your Business – Call on Professionals to Maximize Your Chances
A business transfer expert provides:
- An accurate and justified estimate.
- A network of qualified buyers.
- Optimized management of negotiations and legal aspects.
Assignment brokers, lawyers and accountants can make the process much easier and avoid costly mistakes.
Our conclusion if you are unable to sell your business
If you are struggling to sell your business, it is essential to review your strategy and adopt suitable solutions. A realistic assessment, a hard-hitting announcement and good negotiation are the keys to success. Don't hesitate to ask experts to support you in this process and maximize your chances of concluding the sale under the best conditions.
