Selling to the Gen Y Buyer

by Shannon F. So you’re selling to a decision-maker who was born after 1980. This generation has an unfair reputation for having a short attention span, poor interpersonal skills, and a host of other negative characteristics. Sure, we were raised on ADHD-inducing cartoons, colorful and experimental food products, and the notion that we can do ANYTHING. As a result, we’re high-achievers who dream big, but we’re also a little…different. Here’s what you should know when it comes to approaching this group of prospects. 1. Your Gen Y prospect does not want to talk to you on the phone. It’s nothing personal. It’s just that we would rather have you connect with us in a less invasive way and give us more of a choice as to whether or not we want to interact with you. So send us an email or connect with us on Linkedin before or instead of calling. 2. Gen Y has already looked up you and 5 of your competitors online—unless you enter at the consultant level before Gen Y even knows she needs your product or service. Basically, as soon as a business need pops into Gen Y’s head, she is going to Google it—that’s a fact. So BE the one to introduce the need. Remember that by the time the client searches for you online, it’s too late for you to build rapport, influence the buying decision, and name your price. But by approaching Gen Y early in her buying process, you can inform […]