Selling a vehicle online through CarGurus can be a fast and effective way to reach potential buyers, but only if your listing is well-crafted. Many sellers make critical mistakes that reduce visibility, turn off buyers, or delay the sale entirely. This comprehensive guide breaks down the top mistakes to avoid when listing a car on CarGurus and how to fix them.
Not Doing Enough Research
Ignoring Market Pricing Trends
One of the biggest missteps sellers make is not taking the time to understand how their car is valued in the current market. CarGurus offers tools that show whether a price is considered a “Great Deal”, “Good Deal”, “Fair Deal”, or “Overpriced” based on real-time data. Pricing too high often leads to your car sitting on the site for weeks—or even months—without offers.
What to do instead:
- Use CarGurus’ price analysis tools.
- Check Kelley Blue Book, Edmunds, and NADA Guides.
- Monitor local listings for your make and model to see what others are charging.
Not Understanding Buyer Expectations
Buyers on CarGurus are comparison-shopping. If your car doesn’t stand out in value, condition, or presentation, it’s likely to be passed over.
Poor Quality Photos
Using Too Few or Generic Photos
Photos are often the first thing buyers look at. If your listing has only one or two images—or worse, stock photos—it can come across as lazy or suspicious. CarGurus allows up to 50 photos; use this to your advantage.
Must-have shots include:
- Front, back, and side angles
- Interior dashboard, seats, and trunk
- Engine bay
- Odometer (to confirm mileage)
- Tires and wheels
- Any damage or imperfections (be transparent!)
Bad Lighting or Dirty Vehicles
Taking photos in poor lighting or of a dirty car is a red flag to many buyers. A little preparation can make a big difference.
Tips for better photos:
- Take pictures during daylight hours, preferably early morning or late afternoon for softer lighting.
- Clean your car inside and out beforehand.
- Choose a clean, uncluttered background.
Writing a Weak or Incomplete Description
Leaving Out Important Information
A vague description like “Great car, runs well!” isn’t enough. Buyers want the full story before they reach out. Missing details can lead to low trust and fewer inquiries.
Include these essentials:
- Year, make, model, and trim level
- Exact mileage
- Transmission type
- Vehicle condition (interior, exterior, mechanical)
- Accident or damage history
- Title status (clean, rebuilt, salvage, etc.)
- Maintenance or repair records
- Reason for selling
Using Overused or Misleading Phrases
Avoid clichés like “lady-driven” or “only highway miles” unless you can back them up. Transparency wins over salesy language.
Failing to Highlight Key Features and Upgrades
Every vehicle has something unique about it. Whether it’s brand-new tires, a recent brake job, an upgraded sound system, or tech features like adaptive cruise control, buyers want to know what sets your vehicle apart.
Standout features to highlight:
- Navigation system, backup camera, Bluetooth
- Leather or heated seats
- Sunroof or moonroof
- Recent major replacements (battery, timing belt, etc.)
- One-owner or garage-kept history
Pricing the Car Unrealistically
Setting the Price Too High
Overpricing is the fastest way to lose buyer interest. Even if your car is in excellent shape, you still need to stay within market expectations.
Not Leaving Room for Negotiation
While you don’t want to underprice, it’s smart to build in a little buffer for negotiation. Most buyers expect some wiggle room.
Pro tip: List your car slightly above what you’re willing to accept, so you have space to meet buyers in the middle.
Being Slow or Unresponsive to Inquiries
In today’s fast-paced online marketplaces, time matters. Buyers often contact multiple sellers at once, and the first to respond often has the upper hand.
What to do:
- Set up instant notifications for CarGurus messages.
- Respond within an hour if possible.
- Be polite, concise, and professional in your replies.
- Answer questions clearly—don’t make buyers chase you for details.
Not Offering a Vehicle History Report
Buyers today expect transparency. Listings that include a Carfax or AutoCheck report tend to get more attention and sell faster. CarGurus allows you to attach one directly to your listing.
Why it’s important:
- Builds trust
- Shows you’re not hiding anything
- Speeds up the buyer’s decision-making process
If you don’t want to pay for a report, at least offer to share one upon request.
Refusing Test Drives or Making It Inconvenient
Being Too Rigid with Scheduling
If you’re only available one day a week or insist on meeting at odd hours, buyers may move on. Flexibility increases your chances of making the sale.
Best practices:
- Meet in a safe, public place during daylight hours.
- Ask to see a valid driver’s license before allowing a test drive.
- Accompany the buyer if you feel comfortable, or bring a friend.
Refusing Test Drives Altogether
Unless you’re selling a non-running vehicle, test drives are essential. Refusing them without good reason is a red flag.
Not Updating or Removing the Listing After the Sale
It’s easy to forget, but once your car is sold, take the time to mark the listing as “Sold” or remove it completely. Leaving it active can frustrate buyers and lead to negative feedback.
Ignoring Feedback or Inquiries
CarGurus allows buyers to rate their experience with sellers. If you ignore messages, give vague answers, or are unhelpful, it could lead to negative reviews that hurt your reputation—even on future listings.
Final Thoughts
CarGurus offers a powerful platform for private sellers—but only if you put in the effort to create a compelling, trustworthy, and complete listing. By avoiding these common mistakes—from poor pricing and lazy descriptions to ignoring inquiries—you can dramatically improve your chances of getting a great offer quickly.
Take time to present your car honestly, professionally, and thoroughly. The extra effort will pay off in both buyer interest and the final sale price.
