Do you ever read a statistic that just messes with your head? For example, I recently read that by 2022, 41% of the world’s population will be under 25. Which is crazy!! And creates an interesting marketing challenge. How can you effectively market to a generation who has grown up online and is constantly inundated with content and advertising?
People under 25 not only take up a large share of the world’s population but they also make up a disproportionate amount of online and social media users. However, those of us in this age group statistically have shorter attention spans and tend to make decisive decisions about whether or not to consumer content or ads. A study in 2019 found that 64% of 18-24 tune out content from cluttered environments. Leading to 46% of advertisers saying that they have issues getting their content to stand out! Also, a third of advertisers say that it’s a challenge to find effective ad placement sin all the online clutter. What can you do to cut through all the online noise and reach this massive market?
#1 – Find Shared Passions
The sheer amount of product, companies, and information available is staggering. It is not enough anymore to have a good product available anymore, your brand ideals and personality need to match with the personality of your consumers. 56% of Gen Z consumers say that having shared passions and perspectives is a major factor when it comes to their engagement with a brand. However, Gen Z’ers are fantastic at sniffing out inauthenticity. Your brand personality and ideals need to actually be what you say they are. Actions speak louder than words!
What are the advantages of having a well-defined brand personality and ideals? Giving your company a personality makes things like content creation a lot easier. Knowing who you are also can help you make decisions about the direction you want to go in the future.
And 49% of young consumers say they will evangelize a brand they feel represents their values, likes, and personality.
Don’t be afraid of incorporating causes you care about into your brands personality! 72% of consumers want the brands they care about to be positive contributors to society. We’ve seen in recent years that many brands (especially smaller companies) connect their core brand to a charity or cause they care about. Younger consumers are 69% more likely to buy from a brand that contributes to a cause.
#2 – Choose Quality Locations
Younger generations are big on authenticity, brand trust, and quality. 74% of 18–24-year-olds believe that brands are responsible for where their ads are shown. Which is true! There’s very little excuse for having your ad show up on a website that doesn’t believe in the same things as you. Programmatic advertising and digital display ads give you a lot of control over your ad placement. Nearly 40% of advertisers have faced some backlash for having ads appear near low quality content. 54% of younger consumers say that ads placed near premium content inspires more trust in the ad itself!
#3 – Use Innovative Technology
From AI and AR driven content to native and contextual ads, technologically advanced are advertisements are becoming more accessible. The stats on their effectiveness across the entire marketing journey speak for themselves!
Of the 18–34-year-old’s interviewed:
63% pay more attention to advertisements with innovative formats
70% will consider a brand more if they associate them with innovative and immersive formats
71% say innovate ad formats are more engaging
62% feel like innovative ads formats tell them more about the product or service
63% are more inclined to purchase from brands that create content with innovative tech
#4 – Personalization
Personalized ads are effective for every age group. Gen Z’ers and Millennials are less tolerant of ads that aren’t personalized. Most younger consumers have in innate understanding of how their personal data is used to create targeted ads. Being targeted (or retargeted) based on their interests and past activities are expected. Thankfully creating effective personalized ads are easier than ever to make.
- What can you do to create effective personalized ads? Start with the information you have about your customers. It’s difficult to know what your customers want if you don’t know who they are. Look at your 1st party data. What are your most common demographics? What are their interests? How would they most like to be communicated with?
- Use the tools available. Marketing automation platforms and CRMs can do a lot of the heavy lifting when it comes to segmenting data. Many of them are designed to help create simple, personalized messages.
- Have a well thought out plan. Do you have a mapped-out customer journey? Knowing where in their journey your customers are makes a big difference in the types of personalization that will work for them. Think about nurturing. Pay attention to the details. Make sure that there aren’t little annoying things such as, getting an abandoned cart email even though you’ve already come back to purchase it. Get rid of triggers that are connected to repurchasing products commonly only purchased once.
- Know when to walk away. Keep your data clean. If someone has never opened an email it might be a good idea to take them off your list. Their data could skew your demographics and could make understanding what personalization your active customers need difficult.
Is it effective? Yes! From that survey of consumer between the ages of 18-34, 58% said that a personalized ad helped them make a purchase decision. 42% also said that they had clicked on a sponsored ad in the last 6 months!
In my experience, a lot of companies panic when thinking about marketing to young consumers. They feel like they need to be relatable or “cool.” That often comes off as disingenuous and is easy to see right through. It’s far more effective to instead focus on building a relationship with them. Make it easier for them to see who you are and what you stand for. Chances are they care about the same things you do!