Selling to Gen Z: Tips, tricks and insights

[Kiar@Montway]

Have you had trouble reaching Generation Z customers? We’ve seen dealerships struggling to reach this generation with traditional sales techniques, so we gathered some info and strategies to help you get through to these young car buyers.

Here’s what we know about Gen Z:

• They’re born between 1997 and 2012
• They make up 20.2% of the population
• They represent $44 billion in purchasing power
• 88% of them plan to own a car in the next five years

With Gen Z representing so much revenue in the near future, dealerships need to rethink the way they engage and build relationships with these customers. Here’s are some tips on selling to Gen Z:

• Use technology to add value. Gen Zers are always-online and self-sufficient, therefore an intuitive online shopping experience is right up their alley. Real-time notifications and proactive status updates are considered the norm, it's best to incorporate that technology whenever possible. However, implementing dated, confusing or cumbersome technology will repel these buyers. Make sure that the technology you employ is functional and useful above all else.

• Build a robust vehicle page that gives potential buyers plenty of information. Be as thorough as possible with the details on your listing so shoppers can make an informed decision before they have to send an email or pick up the phone. Tools like Montway’s home delivery widget gives customers estimated shipping costs that appeals to young car buyers’ online shopping preferences.

• Be transparent. When it comes to price, timelines and everything in between, these shoppers want an honest answer up front. Gen Zers are digital natives, so they’re great at scouring the internet for prices, deals, discounts and reviews. Save them time and build a good rapport right off the bat by being transparent with what you have to offer.

What techniques have worked for you when reaching this new generation? What difficulties have you experienced that’s unique to Gen Z?