As funny as this may sound, and after having sold a lot of geo and EMDs, I never really understood why a buyer bought that additional name, when they were managing with what they had. To give you a perspective, let me demonstrate it with an example. Say, a buyer owns a website called HappyCleaning (dot) com [just making this up to take it as an example. The buyer is based out of a city in United Kingdom, lets say Glasgow. I go ahead and purchase a domain name - GlasgowCleaner(dot)com. The process of outbound starts. I pitch the domain name to the buyer in one of the following methods: 1) Single liner mail telling them that this name is for sale 2) Explaining that the name is for sale and they should buy because of certain benefits 3) Claim that their name is not good and they should rebrand (given they are present in that city only) Maybe show up some numbers like search terms, cost per click, conversion rate for such terms or something else. And then, somehow reach out to 20-30 targeted leads and sell it. While I have done this time and again, made this pitch as a seller, and made it work, I never really understood what made the buyer buy that. They almost never rebrand to the newly acquired name. They either buy and keep it or simply forward it to their existing domain. And this raises a question: Why did the buyer buy? There may not be direct traffic associated with the name, neither is that a brandable. Unless the buyer performs some SEO/take some action etc (I do not know much about SEO), the name in itself, just by forwarding to their site doesn't bring much value to them, does it? But still, they seem to buy! Why do you think such a buyer buys? I never really figured that out. It worked and hence, I kept doing it. But curious this time, to know your thoughts.