Online Ambassadors Influence Major Gift Donor Decisions

We’ve written extensively on both online ambassadors and major gift work. We know, from our clients’ experiences, that the two go hand in hand. A growing mountain of data and studies tells us the same. Now we have more data that helps explain why peer-to-peer is even more important and effective in major gift work than we first assumed.

For those who work in the for-profit world – particularly in retail – you’re probably familiar with the terms “higher-consideration purchases” and “lower-consideration purchases.” Even if you’re not familiar, the definitions are quite simple.

“Higher-consideration” are those purchases where you give more consideration, because they are big purchases. Think of a new car, a home, a college or university choice …something that costs a lot and is fairly permanent and often live-affecting.

“Lower-consideration” …think of a pack of gum or where you’re eating tonight.

It’s not hard to draw the nonprofit parallels and align higher-consideration purchases with major gift work and lower-consideration purchase with the annual fund.

So what does this all have to do with online ambassadors? According to the 2014 Word of Mouth Marketing Association’s study, Word of Mouth has a MUCH higher influence over a person’s higher-consideration decisions than it does for lower-consideration decisions. Which makes sense – do you often call your friends to ask which toothbrush you should buy? Unless you are the most uber of uber social media users, you probably make that call by your lonesome. On the flip side, when you’re in the market for a new set of wheels, you’ll likely have many conversations with friends, family, and co-workers before selecting your new vehicle.

The 2014 Word of Mouth Marketing Association's study shows us that the bigger the purchase decision, the more word of mouth (and online ambassadors) sways the decision.

The 2014 Word of Mouth Marketing Association’s study shows us that the bigger the purchase decision, the more word of mouth (and online ambassadors) sways the decision.

Something similar likely applies to fundraising. A $25 gift might be the result of a clever end-of-year email or well-run matching challenge. But the biggest gift a person makes in their lifetime will be the result of many factors. Not the least of which, information a person has gleaned from many years of conversations with their most trusted peers.

And here’s the kicker, that same WOMMA 2014 study found that 1/3 of all word of mouth purchasing influence now takes place online.

Yet another substantial study that, along with the growing heap of real world examples, shows us that a major gift program without a strong online dimension is probably grossly underperforming.

Justin Ware is the Vice President for Digital Fundraising Strategy at ScaleFunder.

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