Are You Using Social Media to Inspire Younger Buyers?

Millennials and Gen Z are increasingly turning to social networks for advice.
Here’s how performance marketers can leverage this trend.

Adweek

Performance marketers looking to capture the tech-savvy market have to consider speed, efficiency and social change.
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Whether they’re following accounts that inspire them, perusing videos, researching products or connecting with their favorite brands, the younger generations of American consumers are clearly influenced by social media. More of them also want to become influencers, start their own businesses and get involved in new hobbies.

Millennials and Gen Z will often go first to social media platforms like TikTok, Pinterest and Instagram to learn and get advice before making a purchase or taking on a project. With millennials standing to inherit more than $68 trillion from baby boomer and early Gen X parents by the year 2030—setting them up to potentially be the wealthiest generation in U.S. history—and Gen Z projected to hit $33 trillion in income by 2030, performance marketers should be paying attention to these trends.

Here’s how performance marketers can leverage this trend in a responsible, deliberate manner.

Stepping up their games

Social media companies are clearly aware of these trends and are finding new ways to optimize their platforms. In February, for example, TikTok launched a new feature called Collections, which allows users to organize their favorite videos into folders (Instagram implemented a similar feature in 2019.)

The Collections feature allows users to save recommendations and sort them into useful categories, making it easier for them to quickly return to ideas and recommendations.

TikTok’s core offering feeds millennials’ and Gen Z’s desire for inspiration. Upon pulling up a video, users can instantly see what a restaurant looks like inside and who’s recommending it. “It allows for maximum vibe reconnaissance,” Mashable points out. “And if someone made a TikTok on it, and it came up on your FYP [For You Page], chances are it’s something you’ll actually enjoy and the information is up to date.”

4 tips for Success

Performance marketers looking to capture the tech-savvy market that’s turning to social media for inspiration can’t just advertise and sell products. They also have to consider speed, efficiency and social change versus just spending time polishing up their marketing messages. And knowing that Gen Z are all under 25 years old—and as young as 10—positively influencing behaviors is also important.

Here are four tips for success:

  • Step up the pace. Your Gen Z customers are used to a fast pace, so get onboard with it. They also have shorter attention spans and tend to be highly influenced by what they see and interact with on social media.
  • Know your platforms. According to a recent YPulse, Ad/Marketing Effectiveness report, TikTok (27%) is the top place Gen Z is seeing ads that influence them to make a purchase. That’s followed by YouTube (17%) and Instagram (13%). Millennials, on the other hand, respond best to Facebook (16%), YouTube (15%), Instagram (14%) and TikTok (9%) ads.
  • Support social change. Gen Z and millennials both care about making a difference and leaving a smaller footprint on Mother Earth. They’re also involved with social causes and tend to look favorably upon organizations that put an effort into environmental, social and governance (ESG) causes.
  • Be authentic. Younger consumers can see right through the glitz, glamour and overpolished marketing messages. And when they’re getting their information from friends, connections and influencers, it’s not hard to figure out which brands do and don’t deserve their hard-earned dollars.