How Do I Generate Interest Without Looking Desperate?
Focus on their growth story, not yours. Show buyers how they'll get $10 of value for every $1 they spend. Position yourself as the solution to their strategic problems, not as a company looking to sell.
The Narrative That Wins Deals
Their Story, Not Yours
Stop pitching your company. Start selling their future success.
Your company's story matters way less than their growth story. That's the difference between a failed exit and a successful one.
Wrong approach: "We're a great company with strong metrics looking for an exit"
Right approach: "We can help you capture the $50M market opportunity you mentioned in your last earnings call"
Make Them Feel Stupid Saying No
The best deals happen when buyers feel stupid saying no.
Show them specific, quantifiable benefits:
- Customer expansion opportunities with dollar amounts
- Product portfolio gaps you fill
- Immediate market penetration they can't achieve alone
- Revenue synergies with realistic projections
What Actually Moves Deals Forward
1. Customer Expansion Opportunities
"Your 10,000 customers need what we built. We can generate $5M in new revenue from your existing base within 12 months."
2. Product Portfolio Enhancement
"This fills the gap in your platform that customers keep asking about. It turns you into a one-stop solution."
3. Immediate Market Penetration
"We give you instant access to the SMB market you've been trying to crack for two years."
4. Competitive Advantage
"This eliminates your biggest competitive threat while strengthening your core offering."
Positioning Tactics
Lead with Strategic Partnership
Start conversations about partnership, not acquisition. This removes the "desperate to sell" perception and lets you build rapport first.
Reference Other Opportunities
Mention (without being specific) that you're exploring strategic options. This creates urgency without desperation.
Focus on Mutual Benefit
Always frame discussions around what's good for both companies, not just what you need.