Today’s leasing teams face the challenge of effectively marketing and selling their products and services to four generations – Traditionalists, Baby Boomers, Gen Xers, and Gen Yers. It is important to tap into the values, expectations, and buying motivations of each generation in order to increase levels of customer engagement. The higher the level of customer engagement, the higher likelihood that the relationship leads to a lease!
It is amazing how different generations behave in terms of their buying motivations and their spending habits. Although every individual is unique, we can clearly see a generalization among age groups. History has played a major role in determining the different behaviors of each generation. Only the future will tell how successful our efforts to relate to each one are. It isn’t an easy task. How do you market and sell to these very different types of people? The first step is becoming familiar with each generation.