I Sold This Cafe in 14 Days and it Wasn’t Just Luck!
I Sold This Cafe in 14 Days and it Wasn’t Just Luck!
In the world of business sales, we often focus on valuations, financials, and market conditions. However, at the heart of every successful deal lies a simple yet powerful principle:
Supply vs. Demand = Price.
Understanding how to leverage demand can mean the difference between a slow, price-reduced sale and securing a premium price in record time.
Recently, I sold a cafe in just 14 days, achieving above the asking price in a market where cafes were sitting for months.
The secret? I stopped and thought about this business and how I can create demand.
I needed to create demand through a strategic, non-traditional approach that intensified competition and urgency among buyers.
I Held an “Open Day”
Instead of scheduling individual inspections for potential buyers, I borrowed a strategy from real estate - an open day.
I arranged for all interested buyers to inspect the cafe at the same time, after hours. This simple shift in approach created a sense of competition and urgency, as buyers could physically see their competition in the room.
Unlike traditional business inspections, which are often isolated and private, this method achieved three key things.
1. Amplified perceived demand, making the business appear more desirable.
2. Created urgency, pushing buyers to act quickly before someone else did.
3. Encouraged multiple offers, allowing me to leverage them against each other to drive up the price.
The result? Multiple offers within days, intense competition among buyers, and a final sale price exceeding market expectation.
Why I Needed to Create Demand
In today’s market, where there are often more businesses for sale than there are active buyers, business brokers need to focus on creating demand within their campaign bubble.
This fast turnaround wasn’t just about luck it was about understanding the psychology of buying and the fundamental principle of economics;
The higher the demand, the higher the price.
Simply listing a business isn’t enough - we need to engineer excitement and competition.
Changing the Marketing Game
If you want to help your clients sell their business for the best possible price, you need to think about your marketing strategy. Old methods don’t always work.
Why I think you need to change the game when it comes to marketing and selling small businesses.
- If the market isn’t responding, rethink how you present the business. Challenge the traditional approaches to marketing.
- Think group inspections, competitive bidding environments, and unique marketing tactics.
- Create a sense of urgency - Buyers act faster when they feel a business is in demand. Limited-time offers, exclusive previews, and structured campaigns can build momentum and competition.
- Leverage Buyer Psychology – People want what others want. A business that feels highly sought-after will naturally attract better offers and faster results.
Selling a business quickly and at a premium price isn’t just about the numbers on paper - it’s about strategic marketing, buyer perception, and knowing how to tilt
supply and demand in your favour.
In a competitive market, it’s time to get creative, think beyond the norm, and actively work to generate demand - because demand drives price, and price drives results.
Tags: selling exit strategy tips small business business broker
About the author
Elle Likopoulos
Elle is a motivated business broker with the highest number of business sales within Absolute Business Brokers.
Specialising in international ...
