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The success rate statistics on selling your business

April 5, 2017 |  

About this episode


John Arnott gives you the statistics on how many people he approached, the conversion rate for signing an NDA, the proportion of people under NDA who requested a face-to-face meeting and the number of offers received.

How many people will you have to approach about buying your business before you end up getting an offer?

In this week’s episode, you’ll hear from John Arnott who gives you a breakdown of the statistics on how many people he approached, the conversion rate of those approached to those who signed a Non-Disclosure Agreement (NDA), what proportion of people under NDA requested a face-to-face meeting and, of the people he met with, how many offers he received.

It’s the first time that we at Built to Sell Radio have received such specific conversion rate statistics on a single deal. Arnott’s story is treasure trove of hard-fought wisdom, including:

  • How to figure out “your number.”
  • How to time your exit.
  • A detailed breakdown of what’s included in an Offering Memorandum (OM).
  • How to prepare for a face-to-face meeting with a potential acquirer.

Arnott started with a longlist of 250 potential acquirers who he approached with an anonymous one pager. Creating your longlist is something we’ll do in Module 11 of The Value Builder System™ when you complete The Short List Builder exercise. Begin Module 1 free now by getting your Value Builder Score.

Check out our full M&A Glossary

About Our Guest

John Arnott, Sr is a business owner and consultant to leading firms. He is the Co-Founder of ContentFirst Marketing, a digital marketing and sales automation company. Recently he grew and sold WaveTwo, LLC, a Healthcare Business intelligence firm, to Konica Minolta Business Solutions. During its 10 years of growth, he and his partner grew WaveTwo to be a respected name in advanced analytics. Mr. Arnott, began his career as a strategy consultant with Booz Allen in New York, assisting AT&T, Lederlee Laboratories, GTE, Verizon and other national firms with IT strategies and solutions.

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