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Article - SensesFocus on….. Senses
Staging your home for sale is not all about the way it looks to buyers; it’s also
about the way it feels. Buyers have short listed properties by using certain
criteria – what rooms they need, where they want to be located etc.
However, once a shortlist has been finalised and they start viewing
these potential home, buyers react to property with
their emotions, and emotions are triggered by all the senses, not just sight.
How does this work in practise? After all – touching, tasting, smelling
and hearing are surely not on buyers minds, right? – WRONG. All these
senses are being subconsciously stimulated when a buyer views your
property, and if one of them produces a negative reaction, the buyer
will feel something isn’t right with your property (even if they can’t
put their finger on it), and will move onto the next house on their
shortlist. They need to be able to visualise themselves living there,
so using all their senses helps to ensure that they form a
positive bond with your home and that it stands out above its competition.
Sound Silence is deadly, but loud noises can be too. You need to find a middle
ground for selling. Try and ensure children and animals are quiet or
out of the house for viewings, that the TV is off, washing machine isn’t
running etc. Buyers don’t want to be reminded that this is your home;
they just want to picture themselves living there. They don’t want to
think about the daily running of a home, they want to be inspired to a
better way of life. Relaxing background music is perfect (classic fm
works well!), this also creates a little background noise so that buyers feel
that they can talk between themselves without being overheard. It will
make them feel more comfortable in your home,
and more inclined to take their time looking around.
Smell The olfactory sense is the strongest and most memorable of the 5 senses.
Got a dog? Do you smoke? Just cooked a meal? You may not be able to smell it,
but I can guarantee that buyers will pick up on any smells in your home,
good or bad. Use a friend to give you an honest opinion, and rectify the issue
wherever possible. Have carpets cleaned, open windows etc. and when viewings
take place ensure that the buyers are smelling fresh flowers,
pot pouri and scented candles rather than last nights take away!
Sight This goes without saying – ensure your home looks the best it can – get it
staged professionally if necessary – the look of your home is a key selling point.
Declutter, clean, tidy, redecorate – make it stand out amongst the
competition in the photos taken by your estate agent – draw those buyers in.
Touch Although buyers aren’t going to go around your home touching everything
they see, don’t underestimate this sense. Buyers will touch areas like work
surfaces (are they real granite etc.), and showers (are they powerful). The last
thing you want is for them to feel crumbs or dirt as this sends out the signal
that the house isn’t cared for. Ensure your home is the cleanest
it’s ever been. If your home looks as new as possible it will entice more buyers.
Taste Now, this is slightly more tenuous a link, but it is vital that your buyers’ tastes
can be seen within your home. Obviously you don’t know who your buyer
will be, (you may be able to ascertain the demographic of your most likely
purchaser), and therefore a neutral looking home works best for selling.
Depersonalise, add neutral colours to walls and floors, and generally try to
emulate more of a show home feel. For ideas on how to achieve the look for
selling, why not take a look in a show home. This
will give plenty of inspiration on what buyers are looking for.
If you use all the senses when selling your home your buyer will leave with a really
strong positive emotional response – and it will
ensure your home is remembered long after the viewing.
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