Who’s going to buy your home? Have you any idea?
Most sellers, when asked this question, will say that their property has mass appeal. But is that really true?
Think about a David Attenborough documentary. Animals in hostile environments have evolved to their surroundings. They know what they need, and they are perfectly adapted to meet that target. They specialise or they die – which is great advice for selling a property.
To be certain that your house will attract buyers, you need to first identify who your buyers are likely to be, and then find out as much as you can about them:
1. Identification. Ask your agent who they consider to be your most likely buyer, and why. Then look at your viewers: what kind of age group are they in, and what “life chapter”? Are they “upsizing” or “downsizing”? A couple or a family or retirees?
2. Motivation. Are your buyers looking for a quieter life at a slower pace, or do they want to move somewhere urban and cosmopolitan? What would they expect to pay? What are they able to pay?
3. Aspiration. What are your buyers looking for? Do they want great restaurants nearby and a train station within walking distance? Or is it an Aga and space for chickens that they’re searching for?
You then need to match your property to their needs.
Buyers are always looking for clues that your house is “the one”, so make sure that they find them. Urban fashionistas may want to see a bottle of champagne or a state-of-the-art coffee machine. Rural enthusiasts may want to see a handpicked posy or a homemade loaf of bread. And homemakers may simply want to see a Mary Berry cookbook.
Whatever you do, know your buyer, meet their needs – and win the sale.
