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About Vickie Sullivan

Vickie Sullivan is internationally recognized as the top market strategist for thought leaders, professional speakers and B2B professional service firms. Specializing in brand and message strategies in crowded markets, she has helped thousands of talented people outsmart their competition since 1987.

Written by: Vickie Sullivan  |  September 22, 2016

How Millennials Redefine Buyer Experience

You need a digital plan if you want to win over millennial buyers

I get a lot of calls that go something like this: I’m getting plenty of comments and likes on my social media posts, but they are not converting into qualified leads and sales conversations.

My first response: You are not alone. According to a recent Gallup article, Brands Aren’t Winning Millennial Consumers, only 25% of millenials say they “attached” to a product or company. They are the least-engaged generation of customers. A popular large-company response: Use complainers to destroy competitors instead of brand ambassadors to promote their brand. Great.


Related: Three Business Game Changes Thanks to Millenials


Why should you care? These are our future buyers, both in the business and mass-market segments. It pays to know what impacts their engagement. In one word: digital. Face-to-face interactions are used as a last resort. Is that preference coming soon to your space? You betcha.

Look beyond the mass-market examples in the article. A great next step: Examine how your expertise is disseminated. How are you using technology to not only get clients, but also keep them? How easy is it for digital natives to get our tools and use them? How do we reach out to current buyers and keep them close? Now is the time to revamp how our brilliance gets used.


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About Vickie Sullivan

Vickie Sullivan is internationally recognized as the top market strategist for thought leaders, professional speakers and B2B professional service firms. Specializing in brand and message strategies in crowded markets, she has helped thousands of talented people outsmart their competition since 1987.