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Domain Negotiation Tactics: A Few Choices

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Hello everyone.

People often ask me if I use an anonymous email address to make offers on domain names.  Many people do.  They will register a random gMail account and try to hide their true identity – with the hopes of receiving favorable pricing on a domain name.  As I discussed here:  Researching a Domain Buyer  most sellers will try to find out exactly who the person is making an offer on a domain.  Of course, as I stated, some people offer the same price no matter who is inquiring.

I don’t use an anonymous email address when I make an offer. 
There are several tactics that buyers and sellers use when purchasing or selling, such as:
Anonymous.  Don’t reveal your identity (when buying).
The tough sell (when selling).  Short replies – not much information given out – set a price – stick to your guns.
Good cop / bad cop (when buying or selling).  Blaming a business partner (who probably doesn’t exist) for why you can’t increase your offer or lower your sales price.

The tactic that I employ is honesty.  It’s not really even a tactic — it’s just how I handle domain name deals.

If I’m buying:
I tell the seller exactly who I am.  I will be honest and tell them that I have a plan for a project and I’d like to use their name.  I frequently tell a bit about me, but I let them know that my company is a one-man-operation — and I’m not the big fish buyer that they may be waiting on.  If that’s who they are waiting on – that’s fine.
If I can get the domain for the price I want, I’m happy.  If not, being anonymous wouldn’t have helped me, in my opinion.
I like to be open, honest and upfront about myself and my plans.  It develops a small rapport with the seller.
I wouldn’t want someone to yank me around if I was a seller, so I extend the courtesty of being honest to the other party.

If I’m selling:
I don’t create fictitious partners.  I don’t give short 1 or 2 word replies.  This works for many people, I just find it uncomforable.  It’s easy to be tough online, but I try to be myself.  I’m not an abrasive person in real life – so why be that way online?  A short two word reply to an inquiry doesn’t really capture my personality or my nature.  So I don’t act that way in my correspondences.
I am typically honest…
“Hey, I’m not a motivated seller for this domain name… Had you inquired about ______ .com, I’d be more willing to work with you on pricing — since my plans for that name have changed.”
or
“Thank you for the inquiry… we are a bit off on our valuations, but I’m willing to work with you on the pricing…”

Obviously, there are dozens of examples.  You get the point.  I’m always honest about my expectations as a seller – and if the buyer is WAY off on pricing, I don’t turn them away harshly.  Not everyone values names like I do and not everyone has the budget that I’m looking for.

Many people change their tactics based on the inquiry.  If the seller is well funded, if they are low-balling, if they have an abrasive tone… sometimes people vary their responses based on the initial contact.
There is no one-size-fits-all that will work in all situations.
However, I’ve found that being myself and being honest has taken me farther than trying to be someone I am not.  Have I left money on the table by being this way?  Who knows.  Maybe.  But I’ve been pleased with every purchase and sale to this point.

Still learning…

- Aron


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