The Psychographics of the Entrepreneur (and why owners procrastinate exit planning)
Why do business owners procrastinate exit planning in the face of overwhelming evidence of the benefits?
Are they dim?
Or just plain lazy?
It turns out, none of the above.
Business owners are wired differently than most of us, which means what we see as an obvious investment of time, they see as a waste.
There is, however, a way to get through to business owners and get them to take action on their exit plan, but it requires you first understand their psychographic DNA.
John Warrillow has been studying the psychographics of the business owner for more than twenty years. First, as the host of a nationally syndicated radio show, then as the owner of a quantitative market research firm that surveyed more than 10,000 business owners a year and now as the founder of The Value Builder System™ where they have helped more than 25,000 business owners understand the value of their business.
- The three psychographic profiles that make up the business owner segment
- A simple trick for identifying your prospect’s deepest personal motivations
- The biggest mistake most exit advisors make when targeting owners
- Who owners are most likely to turn to for input before they engage an exit planner
- Where to reach owners in each psychographic segment
- How to differentiate yourself as an exit planner
About the Exit Solutions Alliance Webinar Series:
Exit planning fails when advisors think from a siloed perspective. But on the other hand, one single advisor cannot specialize in every component that goes into creating rapid value growth and effective exit strategy. Jack of all trades, master of none, right? That’s where the Exit Solutions Partner Network can help. Join each month for the Exit Solutions Alliance Webinar Series to learn the interworkings, techniques, and strategies from advanced specialists, experts, and providers within the exit planning ecosystem.
This year, the Exit Solutions series will feature Private Equity Growth Expert, Kyle Madden of KLH Capital, sought-after M&A Marketing Strategist, Christine Hollinden of Hollinden Marketers + Strategists, and Serial Entrepreneur & Award-Winning Author, John Warrillow of The ValueBuilder System, among many others. Don’t miss your chance to pick the brain of the experts every month (typically hosted on the second Wednesday).
Click here to meet the experts and firms endorsed in the EPI Exit Solutions Partner Network.