Multi-Channel Acquisition Outreach

A detailed breakdown of how Sarah Moore created a high-volume outreach system to find businesses to acquire with no money down.

Core Search Strategy

• Scraped databases within 1.5 hours of Boston for initial leads
• Focused on businesses with consistent profitability rather than specific industries
• Used multiple interns from Craigslist to manage high-volume outreach
• Created fake student IDs to give interns library workspace access

Email Outreach Approach

• Sent mass emails that appeared personalized
• Key criteria communicated in emails:
  • 100% of business for sale
  • $1-2M in EBITDA/seller earnings
  • Profitable for last 3 years
  • Seller financing available
  • Acquisitions under $25M
• Response strategy:
  • Let negative responses provide accurate business information
  • Used generic language to avoid industry jargon
  • Kept communication simple and straightforward

Creative Marketing Tactics

• Wore "I want to buy your business" sweatshirt with phone number while biking
• Sent mass faxes with photo and business acquisition intent
• Leveraged being a woman in male-dominated industry:
  • Wore distinctive outfits at broker events
  • Used height (5'9" plus heels) to be memorable
  • Made herself easily identifiable for follow-up calls

Deal Structure Approach

• Required 25% seller note as non-negotiable
• Secured 75% bank financing
• Shopped 20+ banks to find ones that viewed seller note as equity
• Kept deal terms simple to avoid confusing sellers
• Focused on stable, profitable businesses rather than specific industries

Key Lessons

• Numbers game - needed high volume of outreach to find right opportunity
• Simplicity in communication was crucial
• Used every possible channel for outreach
• Turned perceived disadvantages into advantages
• Focused on established, profitable businesses over specific industries