Beware of this Buyer

One of the most difficult challenges facing the seller of a small business is finding a qualified buyer. The key word in the preceding statement is “qualified.” Potential buyers are easy to find, but they don’t become buyers unless a closing takes place. There are a lot of lookers around, and they are adept at ... Continue reading

Do You Hear What I Hear? (More on First Impressions)

When a potential customer contacts your company via telephone, what is the first impression received? Is the caller warmly welcomed by a live operator or receptionist, or does he get dumped into a frustrating, endless cycle of automated voice commands? Sometimes the obvious is the most easily overlooked. A business owner has only one ... Continue reading