Selling In The Millennial World

          
                      Sanford Ashley

Selling In The Millennial World

Copyright by Ashley Publishing Group,LLC.  No reproduction of this can be reproduced without the consent of Ashley Publishing Group,LLC.  All rights reserved 2016.

Who Are The Millennials? 
●	Born between 1980 and 1999
●	Most diverse generation
●	Experts at multitasking
●	Purpose driven in regards to   career,employment and life in general
●	Express themselves via social media;from videos of themselves to conversing through various channels(i.e Instagram,Twitter,Snapchat,etc)
●	Technically sound and savvy
●	Entrepreneurial (creative and innovative)

Stats from the US Chamber Foundation 2014

    What Is The Big Deal?
 
Millennials are the future leaders of business and politics.

Understanding various traits of this generation will help you sell to this new group of leaders.You will hold off the competition in the process. Many of the millennials are no stepping into the role of decision maker,buyer,purchasing agent, etc. The purchasing process is similar,but how you influence this group far supercedes past influential endeavors.

Business Traits of The Millennial
●	Millennials “run” in groups or as some call these groups “tribes.”

  Millennials stay heavily connected to others with similar interest. They use these groups to gather these information to enhance their position and influence.They eat,breathe and live social. So this helps them to develop
their career,knowledge base and influence in the marketplace.
              
       Your influence will be key to this group as a trusted advisor...but you will eventually have to “get social” to this group.

So How Do You Sell To Them?
●	The first step is understanding how the millennial buys. Many of the millennials buy based on most of the same criteria other generations buy.

      Service             Quality           Price
    
 The internet provides tons of information and choices for today’s buyer, with many decisions being made in “real time”(right away,at that moment).  If you as a sales professional can’t be superior in of the three without being below par in the others, then this buyer will quickly go to someone that can. Lunches,golf outings, etc will not do the trick with this type of decision maker.

How Do You Sell To Them (pt.2)

How Do You Sell To Them? (pt.3)
 “It is very simple...most people buy the way they sell.”

 Most millennials sell using digital sources such as video, podcasts,etc. They grew up on the internet so gathering data to sell or buy is not new to them; it is a way of life. Your role is to use the same sources the millennial buyer uses to sell and buy and present your case for doing business with you. This is not rocket science, but getting to the rocket launch has changed. Since people tend to buy from people they like, then you need to get a relationship going with this group.

Start The Relationship..Get Social! 

●	Make sure your company has a social presence because millennial decision makers view your company socially.  They are looking for your presence on Linkedin, Twitter, Facebook, Instagram,etc.
●	You are viewed socially as well by millennial decision makers. Do you have a professional presence on the aforementioned social media outlets?  Are you tweeting with tips for your prospects to check out to help them out? The millennials tend to run in groups or tribes.  Social media allows you easy access to a tribe, or to start a tribe of your own. Here are some things you need to look at doing.
●	Does your LinkedIN profile look as if you are the go to person in your industry?

 Where To “ Meet Them ”

   

             Get Social!!
●	Brand yourself using social media by starting a blog, sending article links to buyers you are working with currently(and past),and even recommend apps that you use or have seen to help them.
●	Always strive to make them look good.  Your service or product may be the answer that catapults them professionally. If that happens you will probably have a pretty nice amount of commission checks,and a ton of referrals.
●	Be their “go to” person.  Operate as their personal advisor and consultant. 

Selling To The Millennial

Millennials are the most open minded group of business professionals.Why?

They grew up tech so “faceless connections” is nothing new to them.  Tech also gives them the upper hand in a selling/buying situation so they will make sure they get the best price and value.  Value is big so if you can substantiate your cost, service, etc, then they will invest in you and your company. Before you reach out to your next millennial decision maker, keep the following in mind.

             Keep In Mind
●	“Am I  really branding myself as a sales professional that has information  to help the millennial buyer meet his/her objective?”
●	“Am I helping them to achieve their professional agenda?”
●	“Am I giving the best value “in the moment?”Millennials tend to buy in “real time” and are ready to buy now! Why?Because they have done all their research.
●	“Am I sending information to them from blogs,social media chats,articles and other data?”This helps them in their position of influence.
●	“Am I prepared for real-time sales interactions?”

           Make It Happen!

Selling in the millennial world requires you to make changes.  The changes you make now will impact your business for at least the next 20 years.  Start now so you can gain market share that can last for a very long time.

    “ Real Time Rehersal" 
Andy is the new buyer at Company XYZ.  He has been in the company for 7 years.  He has reached out to you to introduce himself and wants to meet in the next week if possible.  Andy is open to a Skype Meeting or any other form of communication.  He is eager to make some moves now to flourish quickly in his new position.  This is Andy’s 3rd promotion.

1.What do you do to get a grasp of who Andy is? What would be your initial steps?
2.Does your company have a strong social media presence?  If not,what could be done to enhance it, from your perspective?
3.Did you check your social media presence?  Will it show Andy you are the “go to person?”  Make changes by using suggestions in this course to make it happen.

 
 Visit Our Blog : zippysales.co