Selling to the Mature Generation

Loyal Customers

How do you sell and communicate to a market with multiple generations?

Today is the first time in U.S. history that we have four completely different generations all working together in the exact same workforce.

So what do you need to know when selling or just communicating to the mature generation?

The mature generation is technically defined as those people age 70 and up.

Knowing this alone, it’s safe to say they are the most loyal generation.

I’ve heard many people say that they are tagged as the Cadillac generation because people of this generation have had every version of the Cadillac since it came out. They are loyal to the brand.

How do you use that to your advantage? Do a good job, be honest, and they will be loyal to you.

What’s most important to them is relationships. You have to change the way you communicate with them. Texting, emails, and phone calls won’t do it for them.

You need to do it in person. As much as possible, you need to meet with the mature generation in person.

Take them to lunch, play golf with them, meet in their office, have them come to yours, but it needs to be a face-to-face, hand-to-hand, person-to-person interaction on a regular basis.

Maybe not for every single time you need to talk to them, but that face-to-face contact and building relationships is the number one way that you can keep the mature generation loyal to you.

Loyal customers believe in you, your product, and trust in your relationship.


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