What to Do If a Buyer Approaches You Directly About Buying Your Business
It’s not unusual for business owners to be contacted directly by someone who wants to buy their business. Maybe it’s a customer, a vendor, or someone who just says they love your concept and want to make you an offer. At first glance, it can feel flattering — even like a lucky break. But more often than not, there’s more going on than meets the eye.
Why Buyers Avoid Business Brokers
Let’s be honest — a buyer doesn’t typically reach out to a business owner directly because they’re trying to do you a favor. Here’s what’s usually driving that approach:
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They hope to get a bargain.
Many buyers assume that if they can deal directly with the owner, they’ll get a lower price. They’re counting on the owner not knowing the true value of the business — or being too emotionally attached to negotiate well. -
They want to avoid competition.
When a business is brought to market properly, it attracts multiple buyers — which drives up the price and strengthens the seller’s negotiating position. A buyer approaching you directly is hoping to avoid that dynamic entirely. -
They know a broker won’t let them do certain things.
Some buyers want access to your staff or customers before the deal closes. That can be a disaster. Employees may quit, competitors may swoop in, and morale can tank — only for the buyer to walk away. A good broker acts as a gatekeeper to prevent this kind of damage. -
They have other motives.
In some cases, the buyer isn’t really a buyer. They may just be fishing for information — to learn your pricing, vendors, or customer base, especially if they’re a competitor. Brokers enforce strict NDAs and control the flow of information. Without one, you’re exposed. -
They may mean well — but that doesn’t mean harm won’t be done.
Not every buyer has bad intentions. But even well-meaning buyers can derail a deal by skipping steps, breaching confidentiality, or pushing for unrealistic terms. Intent doesn’t change the outcome.
What You Should Do If a Buyer Contacts You
First, don’t feel pressured to respond in detail. Be polite, but cautious. Here’s what I recommend:
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Don’t disclose financials or proprietary information. Not even rough numbers. At this stage, they’ve told you nothing to earn your trust.
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Don’t let them rush you. Buyers in a hurry are usually looking to lock you into something before you’ve had time to think.
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Do consider hiring a business broker. Yes, I know — if you already have a buyer, you may wonder why you should pay someone. But I can tell you from experience, it often costs more not to.
In cases like this, where a seller already has a buyer, I’ll often work for a reduced or flat fee. My role is to:
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Vet the buyer and verify their financials.
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Get a proper NDA signed.
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Manage the process professionally and confidentially.
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Perform a valuation so you know what your business is really worth.
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Recommend the right professionals — attorneys, lenders, closing agents, CPAs, and more.
That way, you don’t leave money on the table or open yourself up to risk.
Bringing the Business to Market Is Often the Smartest Play
Even if the initial offer seems strong, it rarely hurts to explore the market. Multiple buyers mean stronger offers, better terms, and a better overall fit. You only sell your business once — it’s worth doing right.
If a buyer contacts you directly, don’t ignore it — but don’t fall into the trap of thinking it’s a shortcut. With the right guidance, you can turn a surprise inquiry into a smooth, successful sale — on your terms.
Anthony Rigney is the owner and lead broker at Quorum Business Advisors. With over 18 years of experience and more than 200 successful transactions closed, he specializes in helping business owners maximize value and navigate the complexities of selling a business. Based in Jacksonville, Florida, Anthony is a Certified Business Intermediary (CBI) and a recognized leader in the business brokerage industry. For a free initial consultation you can schedule a time here Calendar