Sales teams are always looking for new leads and ways to increase their sales pipeline and close more deals. However, they may be missing out on a key demographic — millennials in sales.
To better sell to this important group, it’s important to understand them and what motivates them. Here are 5 ways that you can use technology to connect with millennials in sales.
Millennials in Sales: A Different Approach
Sales representatives who are millennials may approach their work differently than older generations. They may be more comfortable using digital tools and social media to reach potential customers.
They might also be more likely to work independently and be self-motivated.
As a millennial, I’ve grown tired of the media portraying my generation as lazy, entitled, and narcissistic. Or we are being mistaken as Generation Z. It seems we are never winning.
In 2019, millennials surpassed baby boomers as the biggest generational group in America. Unfortunately, they only account for 3% of the nation’s net worth. This is less than half of what Generation X had at the same age in 2004 and much less than the 21% of the net worth that baby boomers had at that same age in 1989.
The millennial generation of buyers was born between 1981 and 1996 and has experienced their share of economic turmoil that has molded their spending habits and buying power.
Don’t panic, I’m not saying that you shouldn’t sell to millennials. If you want to stay in business, you need to target the biggest age group.
As salespeople, our goal is to provide our customers with the best services and products possible. Let’s talk about some ways we can tailor our strategies to better suit our millennial clients.
1. Strong Online Presence
According to a recent study, 50% of millennial consumers are more likely to do their own product research on a company’s website before making a decision. Their main sources of information are social media and online customer reviews.
If you want to reach the millennial demographic, you need to have a strong online presence. This means having a website that’s easy for your customers to navigate and buy from.
Having a strong social media presence and a well-designed website is incredibly important for connecting with customers.
61% of millennials purchase products over the internet, and this percentage is likely to increase or possibly even double in the coming years.
2. Brand Values
Millennials place more importance on corporate social responsibility than the general population.
In the same survey, 42% of millennials (compared with 34% of the general public) said that corporate social responsibility was important to them when making a purchasing decision.
70% of the respondents also said that they would buy more from a brand if it managed social issues effectively.
Social issues that millennials want companies to address are hunger and food, sustainability, and, of course, education.
If your organization does not have customer service or call centers, don’t try to oversell it. Millennials appreciate honesty from companies.
While 86% of millennials are in favor of businesses addressing social issues, they are more accepting of businesses that take no stance at all.
Only 26% of millennials would be less likely to buy from a company that did not participate in any socially responsible actions.
As a business, it’s important to be conscious of your social responsibilities. It’s also important to be considerate of the values and preferences of your clients.
3. User Experience Over Product
“Experience Economy” is a term that refers to the idea that consumers would rather spend money on memorable, unique, or exciting experiences than physical goods.
Many brands have caught on to the idea that millennials love to share experiences on social media, so they’ve begun creating “Instagramable” experiences and visual elements to reach this audience.
As we navigate the post-pandemic sales landscape, reps should shift their focus from simply selling a product to getting creative with how they sell the “experience” that today’s consumers desire.
As you navigate the sales world, remember to focus on how your offering will make the end-user feel, rather than focusing solely on the features of your product.
Although millennials are unable to participate in events they once enjoyed, you can remain positive and empathize with your buyers by engaging with them in a way that shows you understand their situation.
4. Keep Your Message Authentic
Above all, when trying to sell to millennials, your tone should be genuine and informal. When polled in 2019, 75% of millennial respondents said they felt mistrustful of businesses that were selling them something.
According to a survey, 84% of millennial consumers don’t trust traditional ads, so using scripted pitches probably won’t work. Try instead to create content that comes across as authentic and truthful.
These include product reviews, testimonials, and other forms of user-generated content from real customers.
Your approach to sales is impacted by many factors — the product you sell, who you sell it to, and what’s going on in the world around you.
Having a good understanding of each of these elements will help you sell more and in a more ethical manner.
The Dos and Don’ts of Leading Millennials in Sales
How do you sell to millennials? Here are some do’s and don’ts to consider.
Do: Embrace Flexibility
Millennials view productivity as completed work. They are more flexible and aren’t tied to traditional 9-5 office hours.
74% of millennials want employers to provide them with the flexibility to work remotely.
Give millennial sales reps the flexibility and freedom they need and base their compensation on results.
Do: Give Clear Feedback Often
Your team must get comfortable with giving and receiving regular feedback on their work.
Work with the younger members of your staff to set short-term goals, and be prepared to check in on your progress frequently. This will keep people on track and ensure everyone knows what they need to do.
Try using a mix of communication methods—phone, email, and face-to-face—to connect with your prospect. This will help you provide clear feedback regularly.
Don’t: Dismiss Their Technological Savvy When Building Pipelines
Being tech-savvy and using tech for creative expression is second nature to millennials. They feel comfortable being themselves in both work and social situations.
Don’t dismiss their technological savvy when building pipelines. Their prospects and clients are likely millennials as well, so their authenticity and use of digital tools will attract like-minded people.
Don’t: Fail to Connect Meaning to Work
Millennials want their work to be about more than a paycheck. They want to make a difference in the world around them.
More than 90% of millennials want to work for a company that cares about a cause more than just profits.
Don’t forget to create opportunities for employees to give back! Company-wide service days are a great way to show your employees that their work is making a difference. These small gestures can go a long way in terms of engagement and productivity.
When employees feel their work is meaningful, they’re more engaged and more productive.
How do Sales Motivate millennials?
Sales motivate millennials by providing them with a sense of purpose and accomplishment. When millennials see the tangible results of their efforts, they are more likely to be motivated to continue working hard. In addition, sales also provide a sense of social status and recognition that can be very motivating for this generation.
Who Are the Millennials?
The term “millennials” in business refers to the generation of young adults who came of age around the year 2000. Millennials are often characterized as being more tech-savvy and socially conscious than previous generations. They are also said to value work-life balance and flexible work arrangements.
What Are The Millennials Known For?
The generation of millennials is known for being the most diverse and educated generation in history. They are also known for being the most connected generation, with technology playing a big role in their lives.
What is the Millennial Target Market?
A millennial target market is a group of individuals between the ages of 18 and 34 who are considered to be tech-savvy, social media-obsessed, and trend-conscious. This group is often targeted by marketers because they are seen as being influential in terms of their spending power and their ability to influence others.
If you’re looking to better connect with millennials in sales, then consider using technology. From social media platforms to video content, there are several ways that you can reach out and engage with this group. Keep these tips in mind and start selling more effectively today!
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