Brainstorm with your team about how to identify these people or companies. Have your broker call them. Your broker should be telling them, up front, what kind of cash will be required. Your broker is also responsible for determining if they have it, and for finding out where it will come from. It is tempting, especially if you think there is too little prospect action, to lower your standards and talk to everyone who comes along.
People are naive and think businesses sell as fast as houses.
When you're still on the market six months later, they'll conclude that something's wrong with your business if it hasn't sold. Better to keep your marketing effort confidential except to strictly qualified prospects. Your broker will know how to do this. Negotiate professionally When you finally get an interested and qualified prospect, plan your negotiation strategy carefully. Remember that you want to sell, not just beat the buyer at some negotiation game.