How I Sold a Café in 14 Days

How I Sold a Café in 14 Days – The Power of Supply & Demand in Business Sales

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 café in just 14 days, achieving above the asking price in a market where cafes were sitting for months. The secret? Creating demand through a strategic, non-traditional approach that intensified competition and urgency among buyers.

The Strategy: Adapting Real Estate Techniques to Business Sales

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 café 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:

• Amplified perceived demand, making the business appear more desirable.
• Created urgency, pushing buyers to act quickly before someone else did.
• 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.

The Core Lesson: Creating Demand in an Oversupplied Market

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.

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. Simply listing a business isn’t enough—we need to engineer excitement and competition.

Key Takeaways for Business Brokers & Sellers

Challenge Traditional Approaches – If the market isn’t responding, rethink how you present the business. Group inspections, competitive bidding environments, and unique marketing tactics can change the game.

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.

By Elle Likopoulos
Director of Absolute Business Brokers