How to Sell to Four Generations of Buyers?
With four generations now occupying the business world, knowing who you are selling to becomes a challenge.
Who are these four generations of buyers ?
- Baby Boomers / Ages 55-73 / Work hard; first generation with women in the workforce; WOODSTOCK!
- Gen X / Ages 38-54 / Work-life balance, and enjoying life now;
- Gen Y (Millennials) / Ages 25-39 / Impatient and casual, but globally and environmentally oriented;
- Gen Z / Ages 9-25 / Pragmatic and great at multi-tasking.
To effectively reach these four types of buyers, you may need to:
- Refocus your content;
- Refine your message and graphics; and
- Reposition your “reach” tactics such as social media and collateral.
In building a communications plan, advertisers recognize the need to channel and properly encode a message so the end user properly decodes it. A classic example is a mistake made by KFC. In translating “finger lickin’ good” into Mandarin, the encoder used language that translated into “eat my fingers.”
Today, it is critical to understand how our four generations in business want to receive your messages.
- Boomers prefer solutions-oriented selling.
- Gen X prefers value-based selling.
- Gen Y prefers digital selling.
- Gen Z prefers tech-detailed selling.
Selling to multiple generations means improving the ability to successfully communicate. Take into account your audience’s decoding preferences and accelerate your sales next quarter.
Dr. Allan Colman,
Chief Revenue Officer
ClosersGroup.com
1.310.508-.8600