age.

Selling to the Different Generations: What to Look For and What to Avoid



It really amazes me on how differently the generations behave in terms of their buying motivations and their spending habits. Although everyone is unique, we can clearly see a generalization among age groups. I believe these differences come from peoples surroundings and their influences consequently we are a product of our environment.

Let's have a look at some of the trends we see in the last few generations assuming a breakdown as follows:

Baby Boomer 1946-1964

Generation X 1965-1980

Generation Y 1981-2000



































































































Baby Boomer 1946-1964



Generation X 1965-1980



Generation Y 1981-2000



Motivated by hard work and success



Motivated by WIFM (what's in it for me?)



Characterized by self esteem



Loyal to company: good job with salary and benefits = set for life



Loyal to profession



Loyal to self



Live to work



Work to live



Work/life balance



Make up 42% of the workforce



50% less than baby boomers



Echo Boomers



Grew up in a tough but stable post war world



Grew up with the dissolution of the family



Grew up with technology and the internet



Independent and rebellious



Self sufficient at an early age



High performance and high maintenance



Focus on civil rights and individual liberties



Focus on music, clothing & environment



Focus on multitasking & multiculturalism



Live to work



Work to live



Work/life balance



Knowing this, one thing that we have to understand is that everyone is unique and everyone has different motivators, wants & needs. These generational differences act as a guide i.e. we don't want to sell the benefits of a good job with security and benefits and a job for life to a Gen Y. They would go crazy working with the same company for 35 years.

It used to be appear to be a benefit to show long term stability in a job. Someone would look at your resume and see that you have been with the same company for 25 years and think that you show great loyalty and stability. Now when someone sees that on a resume they wonder why you have no motivation to do anything else. In today's standards if someone is to stay with a job for 3-5 years, that is seen to be great loyalty.

So how do we sell to these very different types of people? We know that we can't take the cookie cutter approach. What then will appeal to each group?

Study the differences in the generations and look at the products and services that you are selling. Who do they appeal to? Who is your target audience? Can you appeal to all of the generations or should you focus on one or two of them. These are decisions you have to make as every product or service is unique in its application.

If you read this article and it causes you to make any changes in your marketing procedures, please let me know.

Have you ever thought about going into business for yourself or even just making some money on the side? How about working with the top home based business internet marketing company. Use your sales skills, leverage your time and make in a month what you are currently making in a year. You can work from home or work from the Bahamas. It's your choice. Visit my site.

Author:.

 

Kiven Wenman is a Sales Manager in the recruitment/financial industry & Sales Coach specializing in helping his clients reach their full potential. Kiven takes an introspective approach, helping his clients step outside of themselves in order to have a clear look back inside to see themselves as others perceive them. Kiven has lead sales people in both tangible and intangible sales and is driven by the results in the success of those around him.

Kiven can...

Go Deeper | Website

Have a question for Kiven?

* Required information
Name:
Email Address:
(never displayed)

Your question or comment:
Human? Enter the third word of this sentence.
 
Enter answer:
 
Tell me when Kiven responds to me.
 
Remember my form inputs on this computer.