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Piggybacking on DR's suggestions...
You might pull the tail fairings off too, and take some high quality pictures of the area.
Build quality back there was a real problem area in my search, so much so that I wouldn't invest in travel expenses to see a candidate aircraft without getting to look at photos first. If folks didn't want to provide them, I moved on to the next offering. Providing them ahead of time will help your buyers make the decision to come see in person. Lots of discussion about this in a thread started by Vic Syracuse a month or so ago found here: http://www.vansairforce.com/communit...ht=Tail+issues Good luck with your sale! Rob |
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I got plenty of pictures, though. thanks! |
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(1) The purpose of advertising is to generate a contact. An ad will not sell the product. It can only generate a call or (these days) an email. (2) When answering a call or email, the objective is to set a time to show the product. Although you may arrive at some provisional agreement, a sale is rarely consummated until after the product has been examined. (3) The only purpose of showing the product is to ask for a commitment. The most common failure in sales is self-inflicted; the seller doesn't ask. So how to put fundamentals into practice? Re (1) Comfort = Familiar. The more they know, the more likely they are to move toward a contact. So imagine everything you would ask if you were a purchaser, and when possible, put all those things in the advertising. Re (2) A good ad sets up a successful contact; your goal is a commitment to come look. People are generally poor at asking questions, digesting the answers, and making an immediate decision. You want to be in the position of confirming details they have already had time to consider, rather than answering new questions. It allows you to spend the phone time asking your question, which is something like "Want to look at it this weekend, or next weekend?" Re (3) When they arrive, take the time to really show them the airplane. Not tell, show. Help them feel it, smell it, and experience it. They won't buy until they are comfortable, and that means familiar. When they are familiar, ask them to buy it. It's not a big deal. Just ask in whatever way you find comfortable. Even apologetic is fine; "Well, I guess I should ask if you would like to buy it" works as well as anything. It's really just an icebreaker, a way to put the Big Question on the table. Believe me, they are often as hesitant to do so as you might be. Somebody just has to go first. |
I recently sold our 9A. I had many request logs. The easiest way I found to share those was to upload them to a file sharing site such as tinypic then just email the link to the file to prospective buyers. Have lots of pics, list all the specs, list all avionics along with capabilities which may not be obvious.
I had some call at ridiculous hours and ask questions which were answered in the ad. I had tire kickers. I had some who just wanted a free ride in a RV. You will have to decide how to address these issues. I would not dismantle parts of the plane as requested by one poster in this thread; let him go elsewhere. It seemed to me that the more serious a buyer was, the more he knew what he wanted, the more willing he was to come look, and decide to pursue it or move on. |
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Erich |
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I'm a pretty smart guy. I wouldn't have asked the question if I didn't think it had some usefulness to someone else AFTER I got my plane sold. I've been in the VAF community a LONG time so I have a pretty good handle on the possibilities of practical advice.
But hey let's talk primers. |
The other thing I'm searching for through the VAF site -- and coming up empty -- is GOOD information about what should be in a sale that protects the builder from as much liability as possible.
I'm not -- even a little bit -- interested in the usual anti-lawyer screeds (those I DID find), but I want really solid information based on fact. Anyone? |
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