The time has come to sell your home and move on to a bigger or better property. Once the decision is made, then the last thing you want is to sit for months waiting for the right buyer to come along – especially if you have identified dream home and don’t want it snapped up from under you.
Yes, pricing is very important – a property that is competitively priced will sell quickly. But the secret to successful marketing lies in knowing your customer, and presenting your property in such a way that it interests and delights them.
How can you make your property listing attractive to the right kind of buyer?
Selling anything is an art. Selling a house is both an art as well as a science. How you present the property is important. Target the right prospect, present the property in the right perspective, and success won’t be far off.
It seems that home buyers in South Africa can be broadly classified into six target groups, each with different needs and desires. The secret is to highlight features that appeal to them. For example, if your customer is looking to buy a property as an investment, then highlight the capital appreciation of properties in the area and the rental demand rather than talk about the garden or the panic buttons.
Which of these 6 target groups will your property appeal to most?
- High-End Buyers
High-end buyers are very particular about location. They view their address as a status statement. Style and elegance of the property are important aspects of their decision. They have the money and won’t hesitate to spend more for a property they like if it delivers the status and style they want. - Family Buyers
A family that is looking for a property has the neighbourhood and access to good schools and hospitals as their priority. A clean and safe neighbourhood along with access to entertainment will be preferred by this group. The capital appreciation potential of the property is important for them as well. - Leisure Buyers
A leisure buyer will look to relocate to suit their lifestyle. Typically, this group of people travel often and security of the house will be a concern. They like to buy a house that is close to popular destinations. - Mature Buyers
A mature buyer looks for security and proximity to hospitals for emergencies. They want the bathrooms to be spacious and easy to use as they age. Flats with stairs are not generally preferred by this group. - Investment Buyers
Investors place return-on-investment (ROI) at the top of their list. The capital appreciation, the rental rate and demand are features to highlight to this group. - First Time Buyers
A first time buyer is very enthusiastic but may not have too much leeway in the budget. They may be willing to compromise on some features as long as they are able to fit the house in their budget. Place emphasis on the price, and what value add the first time buyer is getting, and you will have a quick sale.
Match the property to the group and present the features well and you will sell your property quickly and at a good price. For help pricing or listing your property, contact www.homefair.co.za