How to Approach an Off-Market Business Owner the Right Way

Approaching an off-market business owner with an acquisition interest is both an art and a science. Unlike businesses openly listed for sale, off-market owners often haven’t made a formal decision to exit — meaning the approach must be thoughtful, respectful, and strategically timed.

At Offsell.com, we help acquirers and advisers connect with business owners considering a sale — often before a business hits the open market. Here’s our thoughts on getting it right when making that first move.

1. Do Your Homework First

Before making any approach, invest time in understanding the business:

• Review its website, team, service offering, and customer base.

• Look for indicators of growth or strain — recent hires, funding, facility expansions, or leadership changes.

• Consider how the business fits your strategy: Are you looking for geographic expansion? Cross-selling opportunities? A skilled team?

Why it matters: A targeted, personalised approach based on knowledge of the business is far more likely to be well received than a generic message.

2. Get the Tone Right

Your initial outreach should be professional, respectful, and low-pressure. You’re not making an offer — you’re opening a door.

Avoid:

❌ Over-eager offers

❌ Assumptions about their desire to sell

❌ Overly corporate or vague language

Instead, try:

✅ Expressing admiration for their business

✅ Explaining why there could be a strategic fit

✅ Offering a confidential, no-obligation discussion

Example:"I’ve followed your business for some time and admire what you’ve built. I represent a private acquirer looking for businesses like yours, and I’d welcome the chance to speak confidentially about a possible strategic partnership — if the time is ever right for you."

3. Respect Their Position and Timing

Not every business owner is ready — or willing — to sell. Some may be open to a future conversation. Others may have never considered it. Your job is to plant the seed, not push for a decision. If they’re not interested, thank them and move on with professionalism. In some cases, today’s “no” becomes tomorrow’s opportunity.

4. Secure Confidentiality Early

Off-market business owners are (rightly) cautious about sharing information. If your approach sparks interest, be ready with a mutual Non-Disclosure Agreement (NDA) to protect both parties.

5. Add Value in the Conversation

If a meeting follows, focus on the strategic fit — not just numbers. What might life after the deal look like for the seller? Will they stay involved? What happens to their team? Buyers who show they care about the legacy of the business, the people, and the transition process often stand out from the crowd.

6. Follow Up, Don’t Chase

Off-market deals are about timing. If you’ve planted the seed, allow space for consideration. A gentle follow-up weeks or months later is often more effective than a string of calls or emails.

Final Thoughts

Off-market acquisition approaches are powerful — when handled with care. At Offsell.com, we specialise in helping acquirers, advisers, and business owners navigate these early conversations confidentially, professionally, and with mutual respect.

If you’re an acquirer looking to connect with off-market opportunities — or a business owner exploring the idea of selling quietly — register with us today and join the UK’s trusted off-market business sale network.

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