Get More Young Customers Into Your Sales Pipeline
Technology Changes the Way Y-Gen Prospects Respond.
Understanding the differences between generations is sometimes all it takes to gain more prospects in your sales pipeline.
Coming from an older generation, when I was in University I shared rent with a lot of other students. We always had a land line or a fixed line where we had to share the phone bill. It was horrible because you always had to be honest about who made the calls and then there would usually be fights as well as the problem of being left with the phone bill after others moved out. Fortunately, due to new technology, this is no longer a problem for university and Y-gen kids today because they simply do not use land lines anymore.
But wait, what has this got to do with your sales pipeline – or sales funnel?
Well, that’s a great question so read on to see how this will affect your sales and marketing.
Firstly, the key is to think as your prospect would, like water flowing through the pipeline or in your case a sales pipeline. The sales pipeline is simply the steps that your customers would take in your sales process.
If you’re trying to get more prospects from the Y-gen to give you their details, the key lies in using this information to your advantage. Studies have shown that when you give Y-gen the opportunity to SMS their details to you instead of calling you, they will respond. Stop and think about it a moment.
It’s just one of those quirks of this generation, but it is something that you can use to your advantage when you understand it. My clients are seeing that Y-gen are 3 times more likely to send in their contact details via SMS, than by calling you.
The reasons are usually pretty simple. They don’t have to stop and talk to someone, they don’t have to wait on hold, they can just quickly send in the information via SMS whenever it’s convenient for them. Convenience is a valuable commodity today; whether you’re talking about Y-gen or young customers in established careers with money to spend.
Many of my clients have done the sales course called Sales Shortcuts and Social Media Mastery Program where this Sales Shortcut is revealed in more details. To check it out, click HERE to find out more.
Warmest Regards,
David McMahon
Sales Technology Strategist
P.S. Want help to leverage your time so you can take more holidays? Then call now for your free ‘Sales Presentation Q&A Session Call’ on 1300 887 865 or email customers@crocodilemarketing.com to see if your business qualifies.
Related posts:
About the Author
neil mccallum
Hey Dave! I hope you are well!! I remember you spoke to me about the pros/cons of crm programs eg infusionsoft, getresponse, aweber etc. and I think I may have seen an article by you about the differences between these programs. Can you direct me to the area where you talk about these things? I’m thinking about getting an email/auto responder program but can’t choose which one.
Thanks Dave!
Neil