W ith the housing market in low gear right now, pulling out all the stops to sell a house quickly and for top dollar is essential for success. Real estate agents are using every trick of the trade to secure buyers, but sometimes the extra push comes not from staging, but from design. I’m not talking about the expense of full-scale professional staging. I’m talking about designing a home to sell. Designers understand what sells and why, often going beyond the traditional real estate playbook. Too often, houses are viewed merely as “financial commodities” rather than someone’s future “dwelling.” This mindset overlooks the emotional connection that buyers need to truly engage with a property. When sellers fail to tap into buyers’ emotions, they ignore the natural decision-making tools we are all born with — our senses. By neglecting these senses, the selling process slows down, costing valuable time. Using sensory marketing is not a new idea; it’s an age-old tactic rooted in science. Known formally as “Sensory Marketing,” this strategy emphasizes how sight, sound, smell, touch, and taste influence consumer behavior. In real estate, ignoring this can be a costly mistake.
A BRIEF HISTORY OF SENSORY MARKETING
Sensory appeal has been part of commerce since ancient times. Early vendors used taste, smell, and touch to attract buyers. By the mid-20th century, Ernest Dichter recognized the potential of emotional branding through sensory experiences. ▷ THE 1930S. Department stores began experimenting with
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