If you're a business owner thinking about selling, one of the first questions you’ve likely asked yourself is: Will my business actually sell? The short answer is yes—if it's a good business.
But what exactly does that mean? And what are buyers really looking for?
At Intelligent, we speak to business owners every day who want to understand what makes a business attractive to buyers. In this post, we’ll walk through the key things that help your business stand out and what you should be prepared for when you decide to sell.
1. Good Businesses Will Always Sell
Buyers are looking for solid fundamentals:
- A strong trading history
- Reliable financial performance
- A clear path to future growth
If your business checks those boxes, there’s demand. Simple as that.
2. Tell a Compelling Growth Story
Buyers want to feel excited about the future of the business. So you need to be ready to answer the question:
“If you were keeping the business, how would you grow it?”
This is your opportunity to share your vision—what’s possible, what hasn’t been tapped into yet, and why it’s a smart investment. But also be ready for the follow-up:
“Why haven’t you done that already?”
It’s a fair question, and buyers appreciate honest, well-thought-out answers.
3. Be Honest About Challenges
No business is perfect. That’s why it’s just as important to talk about your business’s challenges as its strengths.
Buyers—especially those in your industry—will respect your candour and insight. A credible seller who acknowledges weaknesses is far more trustworthy than one who pretends everything is flawless.
4. Get Your House in Order
Buyers want a business that’s easy to step into and run. That means you’ll need to have your key processes documented.
This might sound small—like knowing how to open the till in a café—but these details matter during due diligence. Even if you’ve been focused on running day-to-day operations, now is the time to make sure everything from HR policies to operational procedures is recorded and ready to hand over.
5. Be Clear on Why You’re Selling
One of the first things a buyer will ask is:
“If this business is so great, why are you selling?”
And that’s a reasonable concern. People want to know this is a planned exit—not a red flag. Whether it’s retirement, relocation, or another opportunity, having a logical, thought-out reason builds buyer confidence.
6. Think Like a Buyer
Every business is sellable. But the most successful sales happen when owners start thinking like buyers. Ask yourself:
- Is there visible growth potential?
- Are operations streamlined and well documented?
- Can I explain clearly why I’m exiting?
When you can answer these confidently, you make it easy for someone to make an offer.
Need Help? Let’s Talk.
At Intelligent, we have these conversations every day. We’re here to help you understand the market, prepare for a sale, and get the right outcome—confidentially and with no obligation.
Ready to find out if your business could sell?
Get in touch today. We’re always happy to help.