Millennials are a tough crowd to market/sell to. I should know, I’m one of them. Why is it tough to sell to us? How do we combat that?
One of the biggest reasons it is tough to sell to us in general is because we have a much greater inter-generational gap than nearly any generation before us. If you consider anyone born between the early 80’s and late 90’s a Millennial then you have to take into consideration that there is a population in which half of the group spent their formative before the proliferation of the internet and the other half, after.
To add further complications, nearly 25% of the population falls into this category with vast differences in experience. This has created a massive group of people who are incredibly fluent in all things internet but view it through very different lenses.
No wonder no one has come up with a unified sales technique.
On top of everything else, the main catalysts historically for seeking out and purchasing Life Insurance have been marriage and starting a family. These are both things that my generation have put off at far greater rates than our predecessors.
There is some good news. Just because it is hard, does not make it impossible.
As Millennials age, they are beginning to settle and have children. It is behooven on us as an industry to understand that they are looking for information on Life Insurance and it is incredibly accessible to them.
So I think we need to sell products less and focus on selling the value of Advisors.