Selling to Gen Y

Gen Y make many of their purchasing decisions based on the preferences, experiences and input of their peers. They want to be respected and treated with equal importance as the ‘older’ customer/client. They predict the trends and lead the way in terms of purchasing technological devices as they the most media savvy generation. Gen Y want information instantly and seek it out via multiple media streams. They expect a clever, simple and original marketing campaign that is free from hype and over the top selling techniques. Before they approach a sales person they already have a clear understanding of what they are going to purchase, what they expect to pay, so the sales person’s role is simply one of clarification. They therefore make decisions quickly. Gen Y are experiential learners, and in order to gain further understanding of a product they will need to operate it themselves. They prefer a relaxed environment free from pressure to buy.

Selling to Gen X

Gen X are growing in buying power as they emerge as the decision makers in the corporate world. Their purchasing decisions are based on living standards and to afford the lifestyle they want, they are prepared to live with less ‘things’. They are embarking on a new phase in life as they start having families or plan to do so. They are turned off by hype and see a marketing campaign for what it is. They need to know they can trust the sales person and what they are saying. Simple messages work best. The environment needs to be fun, relaxed and supportive with a strong social element. Gen X are looking for a product that will benefit or improve their lifestyle and work-life-fun balance. The sales person needs to have a genuine understanding of their needs and wants.