Generation Z will account for 40% of all consumers by 2020, according to statistics compiled by Fast Company. Born after 1995, this new generation rivals the ever-popular millennials and consists of a new breed of customers that need careful consideration when marketing to them.
Members of Gen Z are even more detached, engrossing themselves in technology. They grew up on social media and can research their way out of any predicament. This powerful consumer base is the next group of consumers that can help your business grow its revenue, as long as you take note of them now and prepare your marketing strategies to cater to their needs.
Below, 13 members of Forbes Business Development Council provide some of the best strategies for selling to the new tech-centric Generation Z. Here is what they recommend:
1. Meet Them Where They Live
Gen Z is the most tech-savvy generation. They spend more time on social media. Selling strategies should start on social and mobile, and include multiple touch points, with direct, no-fluff messaging, and use various formats (video, pic posts, stories, etc.). The sales gimmicks of the past won't work here. Instead, focus on direct, individualized messaging and content with a heavy emphasis on what's in it for them. - Christopher Kingman, TransUnion
2. Leverage User-Generated Content (UGC)
There’s a whole new frontier of customers who have grown up in the Amazon era and wouldn’t think of purchasing anything without a plethora of UGC at key conversion points to help them along. Forget one or two sad reviews from some free plugin. I’m talking hundreds of reviews, user-generated photos and more. This is the new standard -- not a "nice to have when we get big enough," but a must. - Ali Fazal, Yotpo
3. Sell The End Game
This is a benefit and results-driven group, so don't sell the product to them. Instead, sell the success they will achieve by using it. This sales approach lets you connect the dots for them, with workflows and processes on how to maximize the use of your product. Plus, this puts you in the position to be viewed by the customer as an expert who truly understands their needs. - Julie Sokley, Autodesk
4. Get To The Point
Increasingly tech-centric, Generation Z is accustomed to making decisions quickly -- a byproduct of the shortened attention span that comes with the increased ability to instantaneously access virtually anything. When selling to Generation Z, communicate your message and value proposition clearly and quickly, or run the risk of losing your audience and the sale. - Adam Mendler, Custom Tobacco
5. Ensure Your Tech Design Is Superior
Automation and self-service are trends rising to appease this generation of technology-driven, self-educating consumers, but the key to automation is to do it correctly. Companies must ensure their technology's design is superior and meets buyer expectations, or buyers won't consider it a quality purchasing option, thus diminishing goodwill toward your brand as well as your product or service. - Christian Valiulis, Automatic Payroll Systems
6. Don't Label Them
I think one of the big mistakes is that society labels these folks. Unlike seniors, they do not want to be called out or pointed out as a group. Your question says it all: they are increasingly tech-centric so that is where they are and how you have to gear the marketing to their group -- without calling them out. They are people and very powerful consumers that just do things differently. - Wayne Elsey, Elsey Enterprises
7. Entertain Them
Gen Z has lived their entire lives online, which impacts their connected interactions. While not as advertising-averse as their older counterparts, they expect authenticity, entertaining interactions and experiences that provide what they need before they tell you. To win with Gen Z, marketers have to evolve from informing to delighting, from celebrity to authenticity and from generic to predictive. - Lisa Box, WP Engine, Inc.
8. Leverage Video Communications
Gen Z never uses voicemail and prefers text to email. They also are the YouTube/Netflix/Reddit generation -- consuming quick one to three-minute videos on their phones. If you want to engage them throughout the sales process, video should be your medium of choice. Sales organizations will be adding video-building capabilities to their toolkits, arming their sellers to better engage Gen Z buyers. - Jim Ninivaggi, Brainshark
9. Use A Mobile-First Strategy
With the Generation Z and millennial consumer, your company needs to clearly articulate their products and services through a mobile-first strategy. Goodbye, desktop web browser and emails! Hello native apps, Instagram, Facebook and Snapchat! - Adam Livesay, Elevat Inc
10. Treat Them As Individuals
Generation Z was born into a social world, unlike many who still fondly remember the miracles of dial-up. With the availability and impact of their favorite celebrities to influence them, they seek to be treated as an individual by the brands they interact with and purchase from, especially on e-commerce. This means data is key so that you can tailor their experiences. - Jared Shaner, Trellis
11. Provide Them With Information
Generation Z like to be informed consumers and want to know who they are doing business with. Share your company message, be transparent in your products and be precise. Their buying power isn't different than any other group, they just do their homework. Ensure your online message is that of other selling vehicles, and that the format is viewable on a mobile device. - Emily Hauptvogel, H&H Products Company
12. Focus On Customer Experiences
Advertisers are silly to think selling works anymore. Currently, it's all about persuading and referring. Let's disarm the upcoming generation by hitting the breaks on the too-tired "flash sale," "one-time offer," and other tried-and-failed marketing campaign tactics. Instead, let's market to Generation Z by providing quality customer success efforts and beautifully elegant customer experiences. - Andrew J. Herkert, M.A., TruScribe
13. Highlight Company Values On Their Preferred Platforms
Gen Z grew up with an instant source of data at their fingertips that they can use to respond to your sales tactics. To create powerful marketing messages that resonate well with them, highlight your company’s values and the social good you provide. Tailor your messaging on each social media platform they use and provide quick but meaningful information to capture their attention. - Joey Holt, Amerisleep
