As more and more Millennials enter the workforce in a professional capacity, it is very likely that at some point we will engage in B2B sales with a fellow millennial. \u00a0I read an article in Inc. magazine today that talks about how Millennials have a desire to get to the point. \u00a0The article points out that marketers are often trying to reach Millennials through what the author calls micromedia. \u00a0The example is… “The 12 ways in which…,” or “5 things you need to know about…” \u00a0This is the way that Millennials consume information, but the problem is, though we tend to skim things and look for the main points, we still desire a conversation and an experience. \u00a0Marketers often assume that Millennials want everything in quick, concise, format. This is somewhat true, but at the same time Millennials are looking for the experience, the depth, and the conversation to go along with it. \u00a0 The author compares micromedia to “firecrackers” which go off and make a great show, but they are really not memorable. \u00a0What marketers need to be striving for with Millennials is the “grand finale”<\/p>\n
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I think this can be applied to selling situations as well. \u00a0Though we could assume that Millennials just want us to get straight to the point, it’s very important to create an experience for them. \u00a0Millennials are looking for depth, we are not as shallow as our trumped up technology driven world may make us appear. \u00a0If we sell to this, it may be a mistake. \u00a0I bring us back then, to the art of the story. \u00a0Stories provide depth and allow us, in some ways, to experience something. \u00a0Stories are very important in a selling situation. \u00a0Not just stories about the product, but even our own stories can be crafted in to help provide better and deeper engagement with our prospective customers. \u00a0After all, we are selling ourselves as much as we are selling our products or services.<\/p>\n
So, if you can create an experience for your Millennial audience, this will go much further than quick snippets and “firecrackers.” \u00a0This can be the difference between boring your potential customer and developing organic engagement which may drive the sale. \u00a0It’s apparent that selling really depends on your audience and their experiences. \u00a0You have to craft your approach for your specific audience, whether that’s Millennials, or Baby-boomers.<\/p>\n