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Marketing and Motivating Boomers and Beyond

Archive for the ‘Silent Generation’ Category

House Calls for Baby Boomer…Pets?

Wednesday, May 18th, 2011

Lately, I’ve been thinking I’m our Vet’s best customer. I’ve taken our little Ebony there 3 times in 5 weeks and haven’t seen any other “repeats” in the waiting room. At our last visit I noticed something new: “House calls available.” My initial reaction was “whoa, my internist doesn’t make house calls and neither does my daughter’s pediatrician.” After giving it some thought I concluded that this was a BRILLIANT move for any veterinarian or service targeting Boomers (a group which includes me) and other older pet owners. Here’s why:

  1. Do you struggle getting your 80-pound lab into the car when he/she knows where that car is headed? Imagine if you were an 80-year-old like my mother-in-law who always had a big black lab up until her death at 82. None of them were that well-behaved and, thinking about it, I still can’t figure out how she managed to get them to her vet.  As a senior, she would have truly valued a vet who made house calls. And she would have been a big source of referrals.  Heck, I’ve just written an entire blog post about my vet! Talk about great word of mouth marketing.

    Ebony, after a grooming (wish the groomers made house calls!)

  2. Do you work during the day? More of us do:  60% of those between 55 and 64 years old are working full time; 30% of those between the ages of 65 and 69 are working.  That means our work hours are the same as those of most veterinarians making it tricky to schedule an appointment, particularly if it is an emergency (don’t think of the bill-we’ve all been there). House call vet to the rescue!
  3. What happens when your beloved dog or cat is sick, and so are you? Like most pet lovers, you would even be more anxious to get your dog or cat in for medical attention than taking care of yourself. But the thought of sitting in the vet’s waiting room with a bunch of whimpering dogs when you feel as sick as a dog … Again, house call vet to the rescue!
  4. Does a trip to the veterinarian makes your pet so nervous they vibrate the floor or get physically ill?  Your dog or cat would be more relaxed if his or her vet came into their domain.  Baby Boomers are most likely to pay for the privilege of a home visit – anything to avoid feeling like a bad Mom or Dad.  As the American Veterinary Medical Association put it way back in 2000, “it appears the boomer generation and those generations hence are more willing than ever to spend their money on products and services, including veterinary care.”

So, this really is a brilliant business move by my vet, the Herndon (VA) Animal Medical Center. I’m impressed that she recognized the potential of the older market.  And that she understood there were too-busy Boomers and other mature consumers who may have difficulty bringing their pets in. Who doesn’t love the convenience of house calls?

Related posts: 

* Come! (Good Baby Boomer) - Lessons from a dog for Baby Boomer Marketing

* Marketing to Boomers, Seniors … and SWELs? - Functional foods are being developed for aging boomers, seniors and pets

Mature Marketing and the Longevity Revolution

Thursday, January 20th, 2011

When I was growing up, there was old (anyone over 30), there was really old (my Nana – then in her mid 60s) and there was George Burns. Born this day in 1896, Burns graced the silver screen and did nothing less than give God a new image. He also stood out in my mind because – at the time – it was really rare for someone to live to 100 … not to mention living an active life at 100.

Now, 65-year-olds are younger than ever and 100-year-olds aren’t as rare as they once were. There are an estimated 72,000 centenarians in the United States today and there could be as many as a million by 2050.  As the Stanford Center on Longevity puts it in the New Realities of an Older America:

In less than one century, life expectancy has increased an average of 30 years in developed regions of the world. This added longevity is, at once, among the most remarkable achievements in all human history and one of our greatest challenges. More and more Americans are reaching old age, and older Americans are making up a larger share of our total population.

Here are some ideas on what the longevity revolution means for those who are marketing to Baby Boomers and beyond:

• Stanford Center’s excellent report notes that “the number of old people – age 65 and over – will double over the next 30 years.” The description of anyone over 65 as OLD conflicts with the way Baby Boomers and Silent Generation members see themselves. How could they be old when Boomers are launching businesses in record numbers? Their neighbors are getting re-married at 82? Or taking Hollywood by storm at 89, like Betty White?

• If you’re pitching your product or service with a message of “perfect for your last years,” those last years will last longer than ever. What’s your guarantee? Older consumers will want assurance they’re making the right choice.

• Many marketers are focusing on what Boomers will inherit but for many, that ship won’t come in for another 10-20 years. Until then, Boomers will be spending their time & money on maintaining their own lifestyle and health, as well as caring for older parents/family members.

Marketers should take a cue from their Baby Boomer targets and adjust their timeframe. You must build brand relationships with Baby Boomers that last longer than a Presidents Weekend special. Work towards your monthly sales goals but don’t discount long leads – invest in those relationships and give them time to pay off.

Boomers are in it for the long haul, and your organization needs to be as well.

(Now, say goodnight, Gracie.)

Social Networks on the Rise, Email for Everyone, Finds Pew

Monday, December 20th, 2010

The Pew Internet & American Life Project released its second ‘Generations” reportlast week, with data about what various cohorts – from Gen Y/Millennials to Baby Boomers to the Greatest Generation – are doing on the Internet.  Turns out, these cohorts are becoming more alike in their online activities.  A quick synopsis:

Activities Dominated by Millennials

Pew found that Gen Y/Millennials aged 18-33 are much more likely to use instant messaging, watch a video, or play online games.  While larger numbers of older Americans are joining online social networks, they still lag their grandkids/great grandkids in this activity.  Social network sites are used by:

* 16% of Greatest Generation (74+)
* 34% of Silent Generation seniors (65-73 years old)
* 43% of older Baby Boomers (56-64)
* 50% of younger Boomers (aka Generation Jones, 46-55)
* 62% of Gen X (34-45)
* 83% of Gen Y/Millennials

Use of the Internet itself is an area where older cohorts still lag.  79% of all Americans go online, states Pew, yet younger folks are overrepresented in a census of Web citizenry.

The percentage of each generation who go online

Chart: Pew Internet & American Life Project, Generations 2010

Online Activities Where Older (Gen X, Boomers & matures) Dominate

Pew found only 2 areas where older cohorts are more likely than Millennials to be active:  visiting government websites and getting financial information online.  Consistent with lifestage, Baby Boomers and Silent Generation seniors are spending the most time seeking out financial information, including mortgage rates, stock quotes and advice to help them plan for retirement or make the best of un-retirement.

Everybody Loves Email

As Pew puts it, the bulk of online activities are now more consistently popular across the age groups.  Some have significant differences between the oldest cohort (Greatest Generation) and the youngest (teens & Millennial) generations – if they didn’t, THAT would be a headline!

For marketers feeling the pressure to put dollars into social media, if you’re targeting Boomers and beyond, remember that email is used by nearly 9 in 10 of all people over 50.  Email is the most popular of all online activities regardless of age:

* 88% of 74+ers
* 90% of the Silent Generation
* 93% of older Boomers
* 91% of younger Boomers
* 94% of Gen X
* 96% of Millennials

Now that Pew has detailed what online activities Boomers and seniors are pursuing, how do you apply these statistics to your marketing program?

In January 2011, Creating Results will release findings from our proprietary, national survey of mature consumers that could offer some answers.  More than 400 consumers over 40 answered questions about web preferences – pet peeves, favorite features & more – and attitudes toward social media.

And we went “beyond the numbers,” inviting 40+ Americans to share their opinions in their own words.  There also are specific take-aways for those marketing housing to Boomers and seniors.

To be first to receive the full findings of “Social, Silver Surfers,” please register here:  http://www.creatingresults.com/silver_social_surfers/.

Older Generations Puzzle over Today’s Youth (Redux)

Wednesday, September 1st, 2010

While Creating Results spends its time focusing on Baby Boomers and beyond, marketer Carol Phillips focuses on Millennials.  After two “what’s the matter with kids these days” articles in high-profile publications, she mused about a Generational Culture Gap on her blog.

“Millennials have a way of driving older folks crazy … Gen X’ers and Baby Boomers find this generation puzzling, and rather than strive to understand the differences, instead are inclined to view them negatively.  It’s as if they were visiting a foreign country, and instead of trying to understand the culture, they respond with, ‘Eww, look at them, can you believe it??!’

… Millennials meet the definition of a subculture. Data and experience both show that Millennials look at many things — work, food, religion, politics, fashion and more —  differently.”

Phillips calls for all to suspend judgment and truly get to know their targets – good advice whether you’re marketing to a 50-something Baby Boomer or a 70-something senior or a 20-something Millennial. 

As a marketing  professional who specializes in the language, customs and drivers of Baby Boomers and other older generations, I’d venture pretty much every young cohort has a way of driving the older generations crazy.

* The “Silent Generation” (born roughly between 1925 and 1945) got its moniker from a Time cover story.  The reporter (from an older cohort) sure sounded frustrated with the kids of his day.  He bemoaned their lack of activism and reported that “the girls want a career – and marriage.”

* Baby Boomers (1946-1964) drove their elders crazy with their hairstyles, clothing, protests, drugs and more.  Heck, “Bye Bye Birdie” was all about a (musical) generational culture gap.

* Time_Magazine_Cover_Generation_XThe nickname for Gen X (born roughly between 1965 and 1945) was popularized by yet another magazine article.  At the time, the other name being used for this cohort of stand-for-nothing underachievers was the “Postponed Generation” because young adults kept moving back home.

Phillips wraps up her fine post by saying “It’s not better or worse, it’s just different.” 

In my view it’s not better or worse, but quite familiar!

41.6 Percent of Americans Are On Facebook

Thursday, August 12th, 2010

… and 98% of Americans have at least one television set

Kudos to Roy Wells for tackling the misperception that only teenagers and college students are on Facebook.  His post for SocialMediatoday.com this week calculated that 41.6% of all Americans have a Facebook account.  And, as we’ve reported frequently on this blog, ALL Americans on social networks includes quite a few members of Gen X, Baby Boomers and the Silent Generation. 

I most appreciated Wells’ emphasis on – gasp! – understanding your audience and crafting a marketing strategy appropriate to those targets.

If you are a CEO, or someone whose job it is to grow your business, the role that social media will play in your strategy is a function of who comprises your target audience, and where you can find and engage that audience. Clearly, a portion of that audience, regardless of age, are using social media channels.

So, with that in mind Creating Results would like to remind those businesses hoping to drive business with mature Americans – 40 years or older – that TV is a place you can find and engage your audience.

98% of households are TV households, reports Nielsen.  55% of US homes have three or more television sets.  The median age of prime time TV watchers is 51 and seniors (65 or older) watch more minutes of “boob tube” than anyone else.

seniors_watch_TVLearn more about how – when it comes to marketing to Baby Boomers and 65+ (seniors) – social media hasn’t yet killed television by reading Nielsen’s statistics or posts from the Ad Contrarian, Chuck Nyren and this blog.

A Gen Xer, Boomer, Silent and WWII GI Walk onto a Golf Course

Thursday, July 29th, 2010

No, it’s not a joke.  It was on the second green when I realized that our group represented four generations.   What had caught my eye was watching an 89 year old member of the Greatest Generation bending down to fix the ball mark that the Boomer’s ball had made.  The Boomer had walked past it, either oblivious to it, or perhaps thinking he would fix it at some point in the future.  The GI took care of it and a few others while he was at it.  The Boomer didn’t notice or express appreciation.  This happened many more times during the day.  At the end of the day, the course was in better condition because a member of the Greatest Generation had played there.

Creating Results studies different generations and segments  to help companies connect with mature consumers, but we don’t often get to play with them.  As the round continued, I noticed more behaviors that demonstrated typical generational characteristics, but I also saw that we were individuals rather than stereotypes.  The Boomer easily regaled us with stories about his successful children and the state of his business and the impact of the recession.   He shared a story about when he had come to play with the Silent and GI ten years ago.  He had put his bag on a golf cart and planned to ride around the course.  The Silent showed up and pulled his bag on a hand cart.  The GI, then 79 years old, carried his bag and walked all 18 holes.

The Silent was, for the most part, silent.  He asked questions, helped the others find their balls, and offered suggestions on playing the course.  A course he had helped to design surrounded by conservation areas he had saved from development, but one would never have known that from his actions.  The Silent had organized and funded the entire outing with the only objective being to have a good time with some people he respected and whose company he enjoyed.

The GI was frustrated with the quality of his game and complained at one point, “I need to practice more.”  I asked how often he played and he said, “most everyday, but I need to practice more”.  Despite his “under performance”, he cleaned our clocks.

dday

For the Greater Good

The GI volunteered little information.  But when asked direct questions about his experiences as a member of the 82nd Airborne in Normandy, the Battle of the Bulge, his life after the war, and his children arranging for him to return to Normandy for the 65th anniversary commemoration, he somewhat reluctantly shared stories that have stuck with me.  Listening to him was humbling.  I had no doubt in my mind that I had the honor to be in the presence of a member of the Greatest Generation.

After the war, the GI lived many lives, but through all of them was a theme of public service.  He devoted much time to volunteering on town councils, creating affordable housing and assisting a multitude of charitable organizations.  For longer than I have lived, he has organized his town’s 4th of July celebrations.  That meant for years I had seen, and yet not seen, him march with the Veterans.  I was inspired and yet disappointed when I reflected on my comparatively meager contributions to society.

My golf that day was horrible, but it was the best round I’ve ever had.

Should Referrals Be A Bigger Part of Your Boomer / Senior Marketing Mix?

Wednesday, July 21st, 2010

Continuing care retirement communities (CCRCs) and other businesses marketing to Baby Boomers and active adults frequently ask us about new technologies, or how much time and money to invest in social media/social engagement. Problem is, they often forget the power of an “old-school” marketing tool: personal recommendations or referrals.

Word of mouth/referrals are, indeed, powerful with all ages of consumers. As John Jantsch puts it in his description of his new book, “The Referral Engine:”secrets

The power of glitzy advertising and elaborate marketing campaigns is on the wane; word- of-mouth referrals are what drive business today. People trust the recommendation of a friend, family member, colleague, or even stranger with similar tastes over anything thrust at them by a faceless company.

Effectiveness of Referrals in Health, Travel and Financial Services Industries

Referrals have an impact in all stages of a purchase decision, from when consumers decide which products to consider, to when they evaluating options to when they make a decision to buy.

The reality is that there is no way you can “test drive” a holiday to Bali. There are no in-store samples when it comes to choosing healthcare or financial services. The statistics below show the importance of recommendations and word of mouth in those industries where product/service “demos” aren’t easily come by. (more…)

Tips “Sunset Daze” Holds for Marketing to Seniors

Thursday, May 20th, 2010

Sunset Daze is a new reality TV show on WEtv network. It has everything you expect in reality TV including sex, gossip, and situations set up (but not scripted) to increase the drama quotient. And it has something you wouldn’t expect – the stars are Baby Boomers and seniors living in an Arizona retirement community, ranging in age from 61 to 74 years old.

sunset-daze3

I watched an episode, and found it to be typical reality TV fare, which isn’t my particular taste. I did enjoy the fact that the residents in the episode seem to be enjoying the attention they are receiving. The show has sent several opportunities their way, such as a free ride in a stunt airplane. They also seem to enjoy being their age, despite any of the negatives of growing older.

Sunset Daze may not be my taste or yours. But marketers can get some good insights thanks to this show, which fights ageist stereotypes and gives us an insider’s view to a huge, vibrant segment of the population.

Tips from Sunset Daze for marketing to Baby Boomers and seniors:

Don’t forget the romance. These folks don’t. Many of the seniors featured in this program are romantically and sexually active. Many were actively looking for new social opportunities when they choose this retirement community.

You never stop learning. All the residents we meet on Sunset Daze view their move to Sun City Grand as an opportunity to try new things in life. They finally have time for the things they’ve always wanted to do, like learning to speak Spanish or learning to dance.

Aging is not a fairy-tale. These seniors and older Boomers still have problems, some related to the realities of aging. Their lives are not problem free or pain free. While the show’s tagline states “The Golden Years Just Got More Golden,” residents still have surprises thrown at them, like an adult child moving back home to live.

Growing older is okay. Our culture is swimming in decades worth of ageism, and TV – including reality TV – often markets the incorrect idea that all people value is youth. This group of matures is full of life, and they go to great pains to directly address the negative view that many have of people their age growing older. For example, Jack is the resident “Mr. Romeo” on the show. WEtv.com now features Jack’s blog called “Senior Citizens Not D.O.A. – as Many Think” , and he is doing his best to debunk myths about people his age.

Have you been watching “Sunset Daze” or reading Jack’s blog?  Share your thoughts below!

In a Fast World, There is Still Room for Slow and Steady

Friday, May 7th, 2010

I dig Seth Godin and always look forward to his blog, but yesterday his post made me wince.  Noting that Newsweek has put itself up for sale (!), Godin writes that ”The problem is that [Time/Newsweek] are both slow and general. The world, on the other hand, is fast and specific.”  Well, I think there is still plenty of room for slow and steady – especially when marketers consider Baby Boomers and beyond.sethgodin

I’m not saying Boomers themselves are slow.  Baby Boomers and seniors live in Godin’s fast and specific world.  (In fact, Godin is a boomer himself.)  This cohort was adopting new technology at early ages during the rapid spread of television in the late 50s/early 60s.  Seth’s Blog is delivered to me via email, which was itself invented by a Boomer.

The nation’s 46-64 year olds are still at the forefront of technology adoption.  As we’ve noted on this blog, they’re actively involved in social networking and are willing to invest in items that help them continue to enjoy their quality of living.

That said, I believe most members of the Baby Boom and Silent Generation would agree that a fast-paced world does not mean everything in it has to be at the speed of a texting pre-teen. 

newsweek-logo-thumbSeth asked if anyone read general news magazines like Newsweek anymore.  While it’s true circulation is declining, there are still many loyal readers.  The majority of news magazine readers are older and wealthierthan readers of subject-specific mag.  The typical Newsweek reader is 46.8 years old (a younger Boomer).  Chuck Nyren has described magazines as a “warm and nourishing” place to fly away from the chaos of our days.

Why?  The world may be specific but studies show that as we age we look at things in context, we look for opportunities to stretch ourselves and our imaginations.  It’s one of the reasons why retirement communities affiliated with universities are so popular.  Lifelong learning is general.  

Each week, I watch (or Tivo) the CBS News Sunday Morning program.  Long form stories are the norm.  I’m frequently exposed to topics I’d never thought of – like that guy who creates art out of bugs, or the explorer who found the lost city of Z in the Amazon. sunday_morning_sun_cbs

4.73 million people watch Sunday Morning with me each week.  Entertainment Weekly recently put the show on its must list.

It’s a welcome break from the fast and specific.  And sorry to disagree, Seth, but I think that in our fast world, slow and general will definitely have its place.

Time to Move Beyond “Elders Fear Technology” Stereotypes

Friday, April 9th, 2010

“What do you typically do when you’re having a problem like that?” L, the vivacious 80-something woman who was participating in one of Creating Results’ web usability testing sessions, laughed.  “I call my son,” she said, “and he always tells me it’s operator error.” 

L was one of five seniors who participated in our web research that day.  All were residents of continuing care retirement communities in their late 70s and 80s.  None was afraid of or intimidated by computers.  They were occasionally frustrated.  Not sure of the value of some online features.  But certainly not overwhelmed by technology.

If marketers read the mainstream press, you’d likely have the idea that the Silent and Greatest Generations are gripped by “sheer terror” when faced with computers.  The latest offender was the Boston Globe, with their article “For Elderly, Wired World Holds Terror – or Delight.“  Which is why we applaud aging technology expert Laurie Orlov for calling them on it.  She writes – “Enough: Newspapers are fueling terror among the elderly and computers.”

This one from the Boston Globe searches for a way to write condescendingly about seniors and their fear and loathing when it comes to using a computer. We’re so lucky — a Harvard professor has offered their ‘insight’ about the acceleration of the ‘pace of change’ and the Cambridge Health Alliance, offering insight on how it takes longer to learn new things.  Gee, was this a study? Oops, no, just a few anecdotes, vastly enhanced by the entertaining comments from seniors who have been using computers for years.  Maybe that’s how they read the Globe — which would be a revenue-free access method.

(For both articles, check out the comments for additional insights.)

If you’re marketing to the Silent Generation or the Greatest Generation, we urge you to look beyond anecdotes and “me-search.”  Instead, look at the research from the Pew Research Center (38% of 65+ Americans are online, 6% of Silents have a social networking profile, they are divided on whether technology isolates us or brings us together), Nielsen Online or eMarketer.  The wired world is not either black and white; seniors react and adapt in more ways than either terror or delight. 

You also can help Creating Results fight stereotypes by participating in ongoing research.  If you’re over 40 and have an opinion, please take our current surveys (roughly 3 minutes, anonymous):

Not over 40? Please share these links with someone who is. We’ll be sharing the findings here and at industry conferences, doing our part to move marketing beyond this (as Orlov calls it ) “fear-and-loathing-in-computerland.”


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