Get this: Millennials (aka, your clients) make up 86 million of the US population and by 2020 they’ll have $1.4 trillion in spending power! Needless to say, a ton of research has been done on the elusive group. The key to connecting with them? It all starts with effective communication. Here are five must-dos to consider when working with today’s couples.
1. Sync up on communication.
Not to completely generalize but most millennials do not want to actually talk on the phone. Yep, you read that right. They’d pretty much rather do anything else — enter email, Facebook messenger, The Knot conversations, Google Hangouts, and texting. Decide together the best way to communicate with one another — and keep an open mind about using other platforms besides the phone!
2. Keep it brief.
Couples are going to shy away from anything that looks more like a paragraph from a novel and less like a text message or a tweet. So keep this in mind as you’re working with them and before you send anything their way. Ask yourself: could this be shortened and kept more brief? If the answer is yes, take the time to cut it down. You’ll be more likely to keep the conversation going!
3. Make it personal (about you).
Engaged couples are dying to connect with you on the personal level. They don’t just want you to be talented and to be able to deliver their vision — they want to get to know the person behind the company. Keep this in mind as you’re communicating with them via email, posting photos on social media, or writing your out of office response. Make sure you’re signing off with your first name (not “The Company”) and don’t be afraid to throw in something about yourself (why you got into the business, your favorite people to work with and why, or even the types of things you like to do in your spare time).
4. Make it personal (about them).
In the same vein, couples want to know that you’re listening and paying attention to them on a personal level. So if they’ve told you the style of wedding their envisioning or mentioned the venue or planner they’ve decided to use, that’s your cue. Tell them how much you love planning fall weddings and why, send them a link to a recent wedding you did in a similar style, or explain to them why you’re so excited about the venue they chose. Giving them that little kernel of personalization will make them feel special and help you get better connected.
5. Keep the conversation going
In the end, it’s important to keep the goal in mind — that is to close the sale. One of the easiest ways to do that is to add an open-ended question to each communication. Try doing this even when they’ve reached out to you with a question. This will keep the momentum going and hopefully ensure they sign with you!
Want more? (Yeah you do)