PPB April 2016

A BABY BOOMER, DEPENDING ON

how aged and how hip, can find

it tough to be relatable. Staying

up on current trends can be help-

ful. Acting and dressing more

casually at in-person networking

events can assist the older gener-

ation in being a bit more

approachable. Just don’t overdo it

and try to be something you’re

not; that is a major turn-off.

In my experience, the

younger generation is more inter-

ested in leisure time than in

killing themselves with a 60-hour

work week. Engage by asking

about what your younger client

or potential client is doing this

weekend. Then the next week,

remember and ask how it went.

Ask about the person’s pets if

you know they have them. Be

personal and personable first.

Once you’ve developed a

personal relationship it will

be much easier to close

deals. People do still buy

from those they know, like

and trust. With my older

clients this trust and

friendship is built in the

same way; however, the

personal connection seems

to not be as important as

with my younger clients. If

you can find a common

interest or hobby, make sure

to exploit that to the fullest.

Doing the same thing that

20 •

PPB

• APRIL 2016

INNOVATE

AUTHENTICITY IS EVERYTHING WHEN MARKETING TO MILLENNIALS

DON’T FAKE IT

QUEST

ION

A DISTRIBUTOR ASKS

As a Baby Boomer, how can I best engage

with Millennial buyers? What specific communication and market-

ing strategies have other distributors found that work best with this

generation? And is there anything I should absolutely avoid doing?