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Every Buyer Is An Emotional Buyer

This post comes via Valerie Zinger.  Please drop by and give Valerie kudos for her great post.  I know she will be glad to get your input and comments.

Most residential property is purchased by people who anticipate living in the home.  Unlike commercial purchases where the buyer is looking at the bottom line for profit, home buyers are going to be influences by their emtions in making the buying decision.  It will be their emotions that will affect their motivation to make the buy.  

How can a seller influence the emotions of Buyers to get them to the contract stage.  Of course the buying triangle of price, location and condition all play a role but after being happy about the price and location, the Buyer will now be looking at the condition of the home - does it suit their needs and do they WANT to live in the home.  Our five senses all play a significant role in how we feel.  They evoke emotions.  Sellers can 'awaken' those senses.

Smell:  Nothing beats the smell of clean - no heavy perfumes, no room fresheners.  Sellers can consider a bowl of lavender in the bath area, the cedar blocks in the clothes closet and maybe a bowl of lemons in the kitchen.

Taste:   A Seller could leave some wrapped candy at the door or by the Feature Sheets.  However, there are some foods that make you salivate just from the smell when they are just out of the oven - like baking bread and apple pie. 

Sound:  The sounds of a school yard at recess, trains/planes and automobiles will distract and annoy a Buyer.  They do not realize that those sounds will disappear after they have lived in the home for awhile.  Sellers can play a soft background music playlist on the sound system .  In the exterior, nothing beats the sound of a trickling fountain.

Sight:  Well, we all know the horrors of clutter, bad wallpaper, too many pictures.  Minimal is best. 

Touch:  Every buyer I have ever taken through a home touches things - walls, railings, furniture.  We feel through our fingers and those feelings bring up good feelings when there is a variety of textures.  Of course, stay away from the feeling of crumbs and dirt on the floors - buyers are usually in their sox and this is just awful. 

When you go to sell, think of ways to appeal to Buyers senses.  You want those good feelings to turn into a motivation to buy. 

  Photo credit:  Lavender

   

Valerie Zinger 

email: vzinger@royallepage.com  (613-723-5300)

Royal LePage Gale Real Estate,  Ottawa, Ontario, Canada  

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Comment balloon 2 commentsJohn McCormack, CRS • October 21 2011 05:50PM
Every Buyer Is An Emotional Buyer
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