What Influences Car Prices More Than You Think

Selling a used car isn’t as simple as setting a number and hoping for the best. You might think the condition of the vehicle or how many kilometres it’s done is what really counts. But plenty of other things play a role, and some of them might surprise you.

Whether you’re selling privately or through a dealer, knowing what actually affects price can make a huge difference.

Not Just About Age and Kilometres

Yes, buyers always check the odometer and ask about service history. Those are basics. But if you’re relying only on age and mileage to estimate value, you might be under- or over-pricing without even realising. There are other influences that aren’t as obvious but still have a big impact on car sales, especially in the second-hand market.

Let’s break them down.

The Colour Can Make or Break It

It might sound shallow, but colour can affect how quickly a car sells and how much someone is willing to pay. Neutral colours like white, silver, grey, and black tend to hold value better. Loud colours or unique finishes might appeal to a few, but they can narrow your buyer pool.

This doesn’t mean your bright green hatchback won’t sell, but it might take longer, or you might need to adjust the price to suit.

Location Plays a Bigger Role Than You’d Think

Where you’re selling the car actually matters. Some models are more popular in certain areas. For example, utes and 4WDs often sell faster (and for more) in rural or regional towns. Compact cars tend to be in demand in cities where parking is tighter and running costs are more of a concern.

Even just being in a location with fewer similar vehicles for sale can give you a pricing advantage. Less competition can mean more room to negotiate upwards.

Timing Isn’t Everything, But It Helps

There are certain times of year when second-hand cars move faster and at better prices. End of financial year and the start of summer are typically busy periods, as are the months right after tax returns land.

Also, school holidays and long weekends can create buyer spikes, especially for family vehicles and road-trip-friendly models. Listing at the right time can bring more views and better offers.

Features That Still Matter Years Later

Even for used cars, people are looking for certain features. Some extras can actually boost the value more than others, like:

• Reverse cameras – Still a high priority for many buyers
• Bluetooth – Especially for those who drive often or have a long commute
• Cruise control – Seen as a must-have on highway cars
• Safety features – Things like lane assist or emergency braking can set your listing apart
• Fuel efficiency – With rising fuel prices, this can be a deal-maker

If your car includes these, be sure to mention them clearly. It can justify a higher asking price, even if the car is a few years old.

Market Trends Come Into Play

Second-hand car prices shift based on what’s happening more broadly in the market. If there’s a shortage of new vehicles or long wait times for certain models, used car prices usually go up. This has happened in recent years, where some sellers got more for their car than they originally paid.

Fuel prices also influence buyer behaviour. When fuel costs rise, smaller and more efficient cars tend to become more desirable. In those periods, big SUVs or older V6s, might be harder to shift unless they’re priced accordingly.

The Ad Itself Affects Price

The way your listing is written and the photos you use make a real difference. A poorly written ad or grainy photos can lead buyers to assume something’s wrong with the car, even if it’s in great condition.

Good lighting, clean presentation, and a detailed description build trust. Mention recent servicing, rego status, tyre condition, and anything that’s been recently replaced. The more transparent and helpful your ad is, the more confident buyers will feel about paying closer to your asking price.

What Else Impacts Price?

Here are a few more things that can change what your car is worth:

• Number of previous owners – Fewer owners usually signal a well-kept car
• Smoking or pets – Odours or hair can turn people off fast
• Logbook and keys – Missing either of these can drop value quickly
• Windscreen cracks or tyre wear – These are instant negotiation points
• Aftermarket mods – Some buyers love them, others don’t trust them

If you’ve made modifications, be clear about what they are and make sure they’re legal. It’s better to be upfront than have a buyer walk away after inspection.

It’s Not Just About the Car

When it comes to setting a price, think bigger than just the vehicle itself. You’re also pricing based on where you live, when you’re selling, and how buyers are thinking at that moment in time.

That’s what often separates a car that sells fast and close to asking price from one that lingers on the market for weeks. Knowing the hidden factors gives you the edge, and it makes the whole process feel a lot less random.