Delivering Results Through Segmentation
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This document summarizes a presentation about donor segmentation. Segmentation involves understanding constituents, grouping them based on characteristics, and speaking to each group differently to influence future behavior. The presentation covers basic approaches to segmenting donors based on linkage to the cause and event, fundraising activity, and demographics. It provides tips on using segmentation data to personalize messaging and asks, and emphasizes testing different messaging approaches. The goal of segmentation is to more effectively fundraise from different donor groups.
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Delivering Results Through Segmentation
- 1. Delivering Real Results Through Segmentation Jeff shuckpresident AND CEOevent 360
- 2. Our Strategy & Success Factors Jeff Shuck, Event 360 October 3, 2011
- 3. Agenda Introduction to Segmentation What Is It? Why Bother? Basic Approaches for Event Fundraising Linkage Fundraising Activity Demographics A Few Words on Messaging Final Thoughts Q & A Jeff Shuck, Event 360 October 3, 2011
- 6. Thanks for being big and green! Keep it up! We appreciate your purpleness! How can we help you? Hi! Have you ever considered purple or green?
- 7. What is segmentation? Understanding your constituents and how they impact your program Grouping them together based on similar characteristics Speaking to each group differently Forecasting and then influencing future behavior Jeff Shuck, Event 360 October 3, 2011
- 8. Jeff Shuck, Event 360 October 3, 2011
- 9. Jeff Shuck, Event 360 October 3, 2011
- 10. Jeff Shuck, Event 360 October 3, 2011
- 11. Jeff Shuck, Event 360 October 3, 2011 Wait! IF something works, why not do it with everyone?
- 12. Jeff Shuck, Event 360 October 3, 2011
- 13. Jeff Shuck, Event 360 October 3, 2011 How do you feel when you Look AT something that doesn’t apply to you? Do you even read it?
- 14. irrelevant communications… Oversaturate people with information Reduce the likelihood they will take impactful action Miss an opportunity to build a meaningful connection Instruct people not to read your messages! Jeff Shuck, Event 360 October 3, 2011
- 15. The first rule of fundraising is to ASK. Jeff Shuck, Event 360 October 3, 2011
- 16. Long-time major donor, milestone birthday approaching. Participated in an event with siblings, lives with parents at home. Team captain for top fundraising team, thinking about retirement. Board Member, married, no kids. Directly affected by your cause, city-dweller. New volunteer with your organization, parent. “Likes” you on Facebook because a friend participated in an event, lives abroad. Lapsed participant, but consistent donor. The key is to Ask in a personal way. Jeff Shuck, Event 360 October 3, 2011
- 17. Jeff Shuck, Event 360 October 3, 2011
- 18. Jeff Shuck, Event 360 October 3, 2011
- 19. Jeff Shuck, Event 360 October 3, 2011 Most of the money raised in your event fundraising program comes from a very small percentage of participants.
- 20. Agenda Introduction to Segmentation What Is It? Why Bother? Basic Approaches for Event Fundraising Linkage Fundraising Activity Demographics A Few Words on Messaging Final Thoughts Q & A Jeff Shuck, Event 360 October 3, 2011
- 21. Collecting data is one of the largest obstacles Use the information you already have Address information Gift history Gender, birthdate Ask the most important question: Why? What’s your connection to the cause? Why did you choose to donate? Do not be afraid to ask for additional information Your participants want to get involved Whether or not someone answers a question is also important data! Collecting Data Jeff Shuck, Event 360 October 3, 2011
- 22. Linkage Cause: Are they connected to your mission? How? Event: Are they connected to your event? How? Fundraising Activity Promises: What have they committed to? Performance: What have they done? Demographics Age Gender Parent General Segmentation Approaches Jeff Shuck, Event 360 October 3, 2011
- 23. In general: The tighter the mission connection, the more likely someone is to be a fundraising constituent Look for cause or mission connection Speak differently based on that connection Sometimes, “friends of” will raise more than those directly affected The tighter and longer someone is connected to the event itself, the more likely they are to be a fundraising constituent Repeat participants and team captains should both raise more No one is to blame but you for repeat zero-balance participants; have you established that fundraising is the goal? LINKAGE IMPACT TIPS Jeff Shuck, Event 360 October 3, 2011
- 24. Cause Motivation Is Key – And Often Surprising Jeff Shuck, Event 360 October 3, 2011
- 25. Event History is critical Jeff Shuck, Event 360 October 3, 2011 Repeaters raise more than first-year participants; multi-year repeaters raise more than repeaters. Repeaters who do not pay a registration fee are much less likely to fundraise.
- 26. In general: It is easier to get someone who is alreadyfundraising to raise more than it is to get someone at zero to fundraise These are two different segments! Activity in the online system – early registration, changing goal, sending emails – is predictive of fundraising performance Segmenting around fundraising tiers can be incredibly effective Remember donors! You can realize huge gains from changing the ask you present to donors Fundraising Activity IMPACT TIPS Jeff Shuck, Event 360 October 3, 2011
- 27. EXAMPLE OF Tiered Segmentation Jeff Shuck, Event 360 October 3, 2011
- 28. Goal Levels Matter Jeff Shuck, Event 360 October 3, 2011
- 29. Minimum Levels Matter too Jeff Shuck, Event 360 October 3, 2011
- 30. In general: Median income, net worth, home ownership, and the other traits used in the traditional development world are not as useful in event fundraising We are looking for propensity to ask rather than propensity to give That said, age, gender, and parental status are all worth exploring Demographic IMPACT TIPS Jeff Shuck, Event 360 October 3, 2011
- 31. WHAT NOT TO DO Jeff Shuck, Event 360 October 3, 2011 One organization classified donors by the size of their gift: “Mass market” donor: $50 “Mid-market” donor: $250 “Major” donor: $500 and above But a study of the demographics of the donor base found that net worth and income had little relationship with the gift size Almost as many high net worth individuals gave $50 as low net worth individuals Be careful of confusing the activity characteristics with the donor’s background; the two are very different
- 32. Registration time increases the likelihood of being a high fundraiser. Age raises the likelihood significantly. Cause motivation raises the likelihood significantly. Multiple traits Jeff Shuck, Event 360 October 3, 2011
- 33. Agenda Introduction to Segmentation What Is It? Why Bother? Basic Approaches for Event Fundraising Linkage Fundraising Activity Demographics A Few Words on Messaging Final Thoughts Q & A Jeff Shuck, Event 360 October 3, 2011
- 34. None of this works unless you speak to each segment differently! Communications need to be powerful and direct Need: What problem are you trying to solve? Impact: What difference are you making? Make a specific ask Say thank you.A lot. Messaging Matters Jeff Shuck, Event 360 October 3, 2011
- 35. Agenda Introduction to Segmentation What Is It? Why Bother? Basic Approaches for Event Fundraising Linkage Fundraising Activity Demographics A Few Words on Messaging Final Thoughts Q & A Jeff Shuck, Event 360 October 3, 2011
- 36. Thanks for being big and green! Keep it up! We appreciate your purpleness! How can we help you? Hi! Have you ever considered purple or green?
- 37. Possible Segments Jeff Shuck, Event 360 October 3, 2011
- 38. Impact tips: YOUR CHEAT SHEET Ask WHY people are supporting your organization’s mission GROUP people based on their interests PERSONALIZE your messages based on what you know about people’s motivations Illustrate your NEED and the IMPACT a donation will make. TEST and MEASURE the response to different messages THANK your participants
- 39. BBCON TWEET TAKE-AWAY: Don’t be afraid of your data. Ask why. Group donors. Personalize messages. Build your case. Raise more money. Follow @event360 for more tips.
- 40. Jeff Shuck, Event 360 October 3, 2011
- 41. YOUR TURN: Q&A Jeff Shuck, Event 360 October 3, 2011
- 42. Delivering Real Results Through Segmentation Jeff shuckpresident AND CEOevent 360
Notas do Editor
- So, that’s what we’re here today to discuss. How to segment your messages, customize your content – and most importantly, deliver event fundraising results.Using the science fair analogy to walk us through the process:First, we’ll discuss utilizing online communications to stimulate results in event fundraising. We’ll make the connection between new communications methods and traditional fundraising theory.Then, we’ll talk about what segmentation is – and why it will generate results.After we understand WHY segmentation, we’ll get into the nitty gritty and discuss how it works, how you can make it work for your organization and the different ways you can take it back to your organization now.Finally, we’ll talk about measuring the results. You want to make sure that the effort that you are putting in to analyzing your audience is actually generating your desired results.Along the way, I’ll be giving you some examples of how segmentation has worked for some of our most successful clients.
- This is the strategy you use with your major donors. Look at your overall constituent base as all potential major donors and utilize your technology and your data to personalize your communications.
- This is the strategy you use with your major donors. Look at your overall constituent base as all potential major donors and utilize your technology and your data to personalize your communications.
- This is the strategy you use with your major donors. Look at your overall constituent base as all potential major donors and utilize your technology and your data to personalize your communications.
- This is the strategy you use with your major donors. Look at your overall constituent base as all potential major donors and utilize your technology and your data to personalize your communications.
- How many of you shop using Amazon.com?Have any of you ever received an e-mail like this?This e-mail is an example of highly specific targeting. When I was logged into the site, I was searching for (xxx) and it took note of my activity on the site, what I put in my shopping cart, but maybe didn’t purchase, or what I spent time browsing and sent me this e-mail to follow up on my interests.
- Another example of how people use your interests and what they know about you to target recommendations to what you might like, and therefore increase your interaction with their business.
- When you send the same messages to your entire constituent base, you run the risk of diluting your message – oversaturating people with information or asks from your organization that do not speak to their original reasons for supporting you. Your messages may resonate with some people very strongly, but may get lost with other people. If you overcommunicate with non-specific messaging, chances are you will get lost in the email clutter.
- You won’t generate results unless you ask.You already know this – we’re going to apply some of the tools that you are already familiar with to your event communications strategies.The event has been created as a REASON to ask. Make sure that you are asking.You probably have a good group of supporters that you know will participate in your event. How are they going to know about your event unless you tell them about it and then ask them to be part of your event?Think about what you are saying in your e-mails? Are you giving people information? Are you asking them to do something? Ideally, you are offering both – information AND a call to action in your e-mails. Offering only one is not utilizing your communications methods to the full potential. You have to foster a give and take relationship with your donors and constituents. Give them a reason to give and offer them information and inspiration, so that when you ask, their answer is yes.
- Animation comes out one-by-one. (one click, delay by 2 seconds)How do you get to the YES? Ask in a personal way.You would never approach a major donor with a form letter or a generic brochure, right? With the ability to personalize messages now, there is no reason that you should be sending generic communications to your constituent base via e-mail communications. While the audience is savvy enough to know that you aren’t sitting at your computer typing out an email in Outlook just to them, you should give them information that they care about and that is relevant to their reasons for supporting your organization in the first place.Understand why someone already supports your organization and speak to that.
- So, that’s what we’re here today to discuss. How to segment your messages, customize your content – and most importantly, deliver event fundraising results.Using the science fair analogy to walk us through the process:First, we’ll discuss utilizing online communications to stimulate results in event fundraising. We’ll make the connection between new communications methods and traditional fundraising theory.Then, we’ll talk about what segmentation is – and why it will generate results.After we understand WHY segmentation, we’ll get into the nitty gritty and discuss how it works, how you can make it work for your organization and the different ways you can take it back to your organization now.Finally, we’ll talk about measuring the results. You want to make sure that the effort that you are putting in to analyzing your audience is actually generating your desired results.Along the way, I’ll be giving you some examples of how segmentation has worked for some of our most successful clients.
- From MS presentation
- 82: $2,250 and over2,393: Over about $250
- When we were chatting the other day, you asked about the % of people who hit the 2008 suggested goal of $250. In 2008, 6.2% hit $250 or above. In 2009, 6.4% hit $250 or above. In 2009, we shifted our suggested goal to $125. In 2008, 10% hit $125 or above.In 2009, 12% hit $125 or above.
- When we were chatting the other day, you asked about the % of people who hit the 2008 suggested goal of $250. In 2008, 6.2% hit $250 or above. In 2009, 6.4% hit $250 or above. In 2009, we shifted our suggested goal to $125. In 2008, 10% hit $125 or above.In 2009, 12% hit $125 or above.
- So, that’s what we’re here today to discuss. How to segment your messages, customize your content – and most importantly, deliver event fundraising results.Using the science fair analogy to walk us through the process:First, we’ll discuss utilizing online communications to stimulate results in event fundraising. We’ll make the connection between new communications methods and traditional fundraising theory.Then, we’ll talk about what segmentation is – and why it will generate results.After we understand WHY segmentation, we’ll get into the nitty gritty and discuss how it works, how you can make it work for your organization and the different ways you can take it back to your organization now.Finally, we’ll talk about measuring the results. You want to make sure that the effort that you are putting in to analyzing your audience is actually generating your desired results.Along the way, I’ll be giving you some examples of how segmentation has worked for some of our most successful clients.
- An event case:Sets the tone and culture of the eventRecruits participantsCreates an easily repeatable fundraising ask for participants to makeSets a metric to report onPresents a purpose for growing over timeBe passionate.Be focused.
- So, that’s what we’re here today to discuss. How to segment your messages, customize your content – and most importantly, deliver event fundraising results.Using the science fair analogy to walk us through the process:First, we’ll discuss utilizing online communications to stimulate results in event fundraising. We’ll make the connection between new communications methods and traditional fundraising theory.Then, we’ll talk about what segmentation is – and why it will generate results.After we understand WHY segmentation, we’ll get into the nitty gritty and discuss how it works, how you can make it work for your organization and the different ways you can take it back to your organization now.Finally, we’ll talk about measuring the results. You want to make sure that the effort that you are putting in to analyzing your audience is actually generating your desired results.Along the way, I’ll be giving you some examples of how segmentation has worked for some of our most successful clients.
- This is the strategy you use with your major donors. Look at your overall constituent base as all potential major donors and utilize your technology and your data to personalize your communications.