| Are you selling a house or are you
| |
| | and look at it. If your house has a view,
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| selling a home? Will your advertisement
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| | tell them, or better yet, show the view
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| in the paper say, "house for sale?"
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| | in a photo, instead of the garage. They
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| Hopefully not, because you are always
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| | already know they're buying a house, and
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| selling more than just a "house." The
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| | what a garage looks like. Let them know
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| "home" you are selling is also a
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| | what else they are getting.
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| location, a yard, a certain amount of
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| | Selling A Home - What Does A Buyer Value?
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| living space, and more.
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| | "What are you selling?" You answer this
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| If you want to properly market your home,
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| | in your marketing, to appeal to the most
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| consider what exactly it is that you have
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| | potential buyers. But the moment a
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| for sale. Your house might fit many
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| | specific buyer comes to see your house,
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| buyers' criteria, but there will normally
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| | your focus should change to "What are
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| be a few critical things that are most
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| | they buying?" If your home meets their
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| important about your house. Identify
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| | needs, you should sell them on the
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| these and use them in your marketing.
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| | features they like - never mind what you
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| Selling A Home - Marketing Questions To
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| | like about the home.
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| Ask
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| | If a buyer mentions that he needs space
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| - Is your asking price higher or lower
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| | for a playroom for the kids, show him the
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| than similar homes, and why?
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| | convertible basement space. If he never
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| - What reasons did your neighbors have
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| | sees the beautiful deck you built out
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| for moving here? (Ask recent arrivals.)
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| | back, so what?! Ask about what he is
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| - What kind of people buy this type of
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| | looking for in a home. It saves you time
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| home, and in this type of neighborhood?
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| | if there's no way your home can fit his
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| - What good things have people said about
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| | needs. It also helps you sell the house
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| your home?
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| | if you can show him how it fits his
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| - Are schools, parks, or jobs nearby?
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| | needs.
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| - What lifestyle is associated with this
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| | Bottom line? You market to the masses,
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| home? (Is it on a golf course or beach?)
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| | but sell to the individual. Oh, and you
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| Potential buyers need the usual details
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| | are not selling a house, but selling a
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| when they see the listing for your home.
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| | home.
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| But they also need other reasons to come
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| | Copyright Steve Gillman.
|
