|
|
Built to Sell:
When people are the main assets of the business – and they can come and go every night – the business will not be worth very much.
|
023 |
|
|
Built to Sell:
An earn-out is almost always a disappointment for an entrepreneur. You’ve assumed most of the risk and the acquiring company gets most of the reward if you’re successful.
|
024 |
|
|
Built to Sell:
When you have a product, people expect to pay for it in advance… We’re used to paying for products up front and services after they have been rendered.
|
025 |
|
|
Built to Sell:
Don’t generalize; specialize. If you focus on doing one thing well and hire specialists in that area, the quality of your work will improve and you will stand out among your competitors.
|
147 |
|
|
Built to Sell:
Relying too heavily on one client is risky and will turn off potential buyers. Make sure that no one client makes up more than 15 percent of your revenue.
|
147 |
|
|
Built to Sell:
Owning a process make it easier to pitch and puts you in control. Be clear about what you’re selling, and potential customers will be more likely to buy your product.
|
147 |
|
|
Built to Sell:
Don’t become synonymous with your company. If buyers aren’t confident that your business can run without you in charge, they won’t make their best offer.
|
147 |
|
|
Built to Sell:
Two sales reps are always better than one.
|
148 |
|
|
Built to Sell:
Hire people who are good at selling products, not services.
|
148 |
|
|
Built to Sell:
Avoid the cash suck. Once you’ve standardized your service, charge up front or use progress billing to create a positive cash flow.
|
148 |
