How to Sell to Millennials
Typical Sales Rep, Typical Buyer, Atypical Results
Do you remember when you were 20-something years old? Your target market was clearly defined and very much understood: Other 20-somethings. That was your sweet spot. No problem. They were your people.
And then, time passed. You grew up, had kids, got old-er, and suddenly you became - ugh - sir or ma’am.
Yikes! How did that happen?
Along the way, this thing called The Millennial took over everything and stepped into a position of buying authority. Suddenly, you were on, like, Mars and junk.
Can you relate?
It’s a frequent topic of conversation amongst 50-something white guys like me (aka, the typical print sales rep): How do we sell to this new generation of buyers? Unfortunately, I don’t have an answer for that. Instead, here’s an observation ...
I believe Millennials don’t know what a good buying experience actually looks like. If you want to sell to that crowd, give them one. They’ve never seen it. They’ve never felt the satisfaction of having their needs understood. Show them.
You see, the typical purchase made today has more to do with pointing and clicking than it does features and benefits. Reviews are read and it’s up to the buyer to sort out purchase decisions and options. As such, help is needed in providing solutions, and it should be given in a personal and professional manner.
In other words, they might communicate differently, but they have the same fundamental needs as every other generation that has come before them. Millennials move faster and make decisions based on information that comes from the Internet. So, give them some.
What’s on your website? What can you send them electronically? What brand can you build through your Web and social media presence? Build a strong case for your competence and then follow it up with invitations to talk. You might even go so far as to rely heavily on electronic communications to get their attention.
Just remember, the fundamentals do not change, only the way we deliver the experience.
To talk about what I can do for your sales team in the form of a live presentation, workshop, or individual training, either call or hit this link and jump on my calendar.
For further information, please visit BillFarquharson.com