How can you effectively sell to millennial customers?

1 Know your millennial buyer persona

Before you can sell to millennials, you need to know who they are, what they want, and how they make decisions. Millennials are not a homogeneous group, but rather a generation with different backgrounds, experiences, and preferences. Therefore, you need to create a buyer persona that reflects your ideal millennial customer, based on data, research, and feedback. A buyer persona is a semi-fictional representation of your target customer that includes demographic, psychographic, and behavioral information. It helps you tailor your sales message, offer, and delivery to their specific needs, goals, and pain points.

2 Use social media and online platforms

Millennials are digital natives who use social media and online platforms to research, compare, and buy products and services. They are also influenced by online reviews, ratings, and testimonials from other customers and experts. Therefore, you need to have a strong online presence and reputation to attract, engage, and convert millennial customers. You need to use social media and online platforms to showcase your value proposition, share valuable content, build trust and credibility, and interact with your prospects and customers. You also need to monitor and respond to online feedback, comments, and questions, and use them as opportunities to demonstrate your expertise and customer service.

4 Focus on value and impact

Millennials are not just looking for products or services, but for solutions that deliver value and impact. They want to buy from brands that align with their values, support their causes, and make a positive difference in the world. They also want to buy from salespeople who understand their needs, offer personalized solutions, and add value to their lives. Therefore, you need to focus on value and impact in your sales process and pitch. You need to understand your customers' motivations, challenges, and aspirations, and show how your product or service can help them achieve their desired outcomes and make an impact. You also need to provide value-added services, such as education, support, and guidance, that enhance your customers' experience and satisfaction.

5 Leverage referrals and recommendations

Millennials are more likely to buy from brands and salespeople that are recommended by their peers, friends, and family. They trust word-of-mouth and referrals more than traditional advertising and marketing. Therefore, you need to leverage referrals and recommendations to sell to millennial customers. You need to ask your existing customers for referrals and testimonials, and reward them for their loyalty and advocacy. You also need to use referrals and testimonials as social proof and evidence of your value and quality, and share them with your prospects and customers. You also need to network and connect with influencers, bloggers, and experts who can endorse your product or service and reach your target audience.

6 Adapt to their communication preferences

Millennials have different communication preferences than older generations. They prefer fast, convenient, and personalized communication channels, such as email, text, chat, and video. They also expect timely, relevant, and engaging communication from salespeople, and avoid salesy, pushy, and generic messages. Therefore, you need to adapt to their communication preferences to sell to millennial customers. You need to use the communication channels that they prefer and are comfortable with, and respect their time and availability. You also need to customize your communication to their needs, interests, and personality, and use a friendly, casual, and conversational tone. You also need to provide value, feedback, and follow-up, and avoid spamming, interrupting, or pressuring them.

7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?