There’s no doubt that marketing and making sales is tough in any business.
If business buyers can see that there are great sales and marketing machines already in place and actively churning away then they will feel much more comfortable about the transition to them as the new owner.
So if you’re thinking of selling your business we’d recommend putting some effort into documenting your sales and marketing systems, collecting good examples and shining a light on your achievements with customers and prospects.
Some of these areas might include:
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Graphs and other visual aids showing sales / marketing / leads / customer service / online stats
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Key sales and marketing people (NOT the outgoing owner)
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Smarten up the website, including testimonials and recommendations
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Tidy up the customer list and enhance it with each customer’s tenure, avg sales per month, industry etc
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If you don’t have a separate bright, shiny marketing plan then at least a marketing strategy section in the business plan
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