A buyer who has a strong strategic reason for acquiring your company may be willing to pay a premium over what the average buyer might offer. Another buyer who is simply looking for certain assets to augment his or her own business may be less willing to pay full value. Generally speaking, if you need to get the entire purchase price at closing, you may have to compromise on price. On the other hand, if you can offer the prospective buyer an attractive financing deal, you may be able to command a premium. Here again, it's important that you think seriously about what it is you want from the sale.
Timing also plays an important role.
In any case, be sure to allow time to attend to any housekeeping details that will help reflect your business in its best light. Such details can range from sprucing up your facilities to addressing outstanding legal or credit issues that may raise a question in a buyer's mind. And, to avoid being pressured into accepting less than what you had anticipated, allow plenty of time for the sale. Once you've firmed up your goals and needs concerning price and terms, you will be in a better position to identify and qualify prospective buyers. Among prospective buyers might be competitors, suppliers, customers, and employees.