What’s that old saying? “You never get a second chance to make a first impression”?
Guess what? It applies to horses as well!
When you’re showing your horse to a potential buyer, be sure to properly introduce them. You don’t want to just throw the stall or paddock door open and say to the buyer “have at ‘er”! Either go in with them or bring the horse out to meet them. This way, it gives the buyer the opportunity to see how you interact with the horse and, more importantly, how the horse responds to you.
Take the time to talk to the potential purchaser about your horse. Let them pet the horse’s face a bit and see you work with the horse. If you haven’t already, this would be the time to discuss any of your horse’s idiosyncrasies. For example, when showing my horse to a potential leaser, I always tell them that he’s finicky about his hind feet. When you pick them up to clean them he sometimes swings his leg back and forth. I have no idea why he does it and in the 13 years I’ve had him he’s never stopped! It’s just one of those things I guess.
You may have to inform buyers of your horse’s less than savoury characteristics, but that’s not to say you can’t present them in a positive light! Also, being upfront like this helps to build trust and establish a relationship. One of the things I’ve learned from the business courses I’ve taken is that people typically buy from people they like. With that in mind, don’t forget the other saying “first impressions last a lifetime”!