Millennials are becoming the most powerful demographic in terms of consumer spending, and you can’t catch their interest with the same old sales methods. Since they make their purchasing decisions differently than previous generations, selling to them requires a new approach. Here’s how you can adjust your marketing and sales strategies to bring in more Millennial customers.
Use Their Preferred Communication Methods
This is how communication methods rank among Millennials:
- Text, including text messages and messengers apps
- Email, with the subject line being the most important part
- Social media
- Phone calls
- In-person communication
The top three are the best communication channels to reach Millennials, as phone calls and in-person communication are usually last resorts for this generation. Make sure you’re marketing your business on social media and through emails. Consider using messenger programs that allow Millennials to get in touch with your business directly through the apps they’re already using, such as Facebook Messenger.
Avoid Sales Language
It’s always wise to focus on the benefits of your products instead of pushing too hard for the sale, but this is especially important when you’re selling to Millennials. They aren’t fans of the traditional sales pitch. Encouraging them to “buy now” or telling them that “supplies are limited” doesn’t work and can even turn them away from your product. They’ve read about all the most common sales techniques and can easily recognize those gimicks in action.
It’s better to demonstrate the value your products provide. Show Millennials what your products can do and how your products can enrich their lives. Make your marketing about why people should buy your products, and let them make the decision to buy without any pressure from your end.
Be Transparent About Your Products and Prices
Transparency is in, 73 percent of consumers report they are willing to pay more for a product that’s transparent about its attributes. Millennials, in particular, don’t like feeling duped. They can fact-check any claims you make about your products, which is why transparency is critical. Explain what’s great about your products; just don’t oversell them.
Be upfront and honest about your pricing as well. There are plenty of buying options out there, and Millennials are more than willing to abandon their carts if they reach the checkout and discover lots of hidden fees.
Make It Quick
You don’t have much time to capture a Millennial’s attention. They use their smartphones all the time and are often moving quickly from task to task. This doesn’t mean they have short attention spans. It just means you need to capture their attention or they’re going to move on to something else.
Make sure your posts and ads are designed to draw the reader in and convey the value of your products from the very first line. If you get a Millennial’s attention, they are usually going to read more or check out your business when they have time.
To be successful selling to Millennials, you need to understand them and how they make their purchasing decisions. With a little knowledge, you can tailor your strategies towards them.