Selling land in the UK might seem straightforward – find a buyer, agree a price, sign on the dotted line. But in practice, land sales are often full of friction, false starts, and frustration. Not because the land itself is bad, but because the marketing and sales approach isn’t fit for purpose.
Over the years, we’ve seen countless plots sit unsold for months (or years) not due to location or price – but because the landowner unknowingly made one of these common mistakes.
Let’s break them down – and, more importantly, show you how to fix them.
Table of Contents for 5 Common Mistakes Landowners Make When Trying to Sell – And How to Fix Them
Mistake 1: Pricing Without a Strategy
What goes wrong: Many landowners price emotionally (“but it’s worth more to me”), guesswork-style (“that plot two villages over went for X”), or over-optimistically (“let’s see what I can get”).
The impact: You scare away serious buyers or waste time with the wrong kind of offers.
How to fix it:
- Get a proper valuation from a land agent with local expertise
- Consider pricing for conditional offers (e.g. subject to planning)
- Look at actual sold land data, not just listings
Transparent, data-led pricing builds trust and opens the door to meaningful negotiations.
Mistake 2: Lack of Preparation Before Marketing
What goes wrong: Jumping straight into marketing without gathering the right information. No maps, no title details, unclear boundaries, no planning info – just a vague promise of “development potential.”
The impact: Buyers lose interest fast. They can’t make decisions without clarity.
How to fix it:
- Get an OS plan showing boundaries
- Include planning history (even refusals or expired consents)
- Confirm access rights and utility availability
- Create a simple info pack or brochure
We help clients assemble land marketing packs that make it easy for buyers to act.
Mistake 3: Poor Visuals and Lazy Listings
What goes wrong: The land is photographed on a cloudy day, with no effort to show access, boundaries or context. The listing copy is dull, vague, or just a planning permission copy-and-paste.
The impact: The land looks unremarkable or even undesirable. Clicks are low. Enquiries are lower.
How to fix it:
- Invest in drone photography and/or CGI to show potential
- Add maps, boundary overlays, and lifestyle shots
- Rewrite your listing to include benefits, vision, and clear CTAs
You’re not just selling dirt – you’re selling a possibility. Make buyers feel something.
Mistake 4: Choosing the Wrong Marketing Channels
What goes wrong: Some landowners rely entirely on a local estate agent or one portal like Rightmove. Others over-rely on social media and ignore serious buyer platforms.
The impact: You miss your ideal audience – or drown in the wrong one.
How to fix it:
- List on the right portals for your type of land (e.g. Plotfinder, NovaLoca, Zoopla Land)
- Create a dedicated, SEO-friendly landing page
- Run Google Ads targeting searches like “land for sale in [town]”
- Use Facebook and Instagram ads for self-build or lifestyle plots
Need support? Our PPC and SEO services help get your land seen by serious buyers.
Mistake 5: Poor Lead Follow-Up (or No Follow-Up at All)
What goes wrong: Leads come in – and sit in the inbox. Or they’re responded to three days later with “Still available.”
The impact: You lose momentum, credibility, and often the buyer altogether.
How to fix it:
- Set up auto-responders with a downloadable info pack
- Use a CRM to track and follow up with hot leads
- Respond within 24 hours with friendly, helpful comms
Modern buyers move fast. Your response process should too.
Bonus Tip: Don’t Go It Alone
Land sales can be complex – with planning, legal, and valuation twists that catch even experienced owners off guard.
Our advice? Work with people who specialise in land – whether it’s planning consultants, agents, or marketers.
If you need help building a smart, engaging campaign that actually gets results, our land marketing specialists are here to help.
Final Thoughts: The Land Is Valuable — Don’t Let Mistakes Undermine It
Selling land isn’t about luck. It’s about preparation, presentation, and positioning.
Avoiding these five common mistakes means you:
- Attract better buyers
- Create less friction
- Close faster, for a stronger price
Want to get it right the first time? Let’s build a strategy that gives your land the spotlight it deserves.