by Dan Woychick
Imagine a crisp autumn day. A teenager is visiting a college campus with her parents. It’s just one step in a lengthy selection process of reviewing websites, speaking with friends and relatives, and weighing the pros and cons of one school versus another.
Even though most people aren’t given a national TV audience to announce their plans, it is widely assumed that a big decision – choosing a school, volunteering time or money, pursuing a job – demands deep thought. But does it really work that way?
In our experience with regional public universities, we’ve noticed the opposite is true. Prospective students are not very familiar with many schools, often making their choice based on general – and sometimes inaccurate – impressions. In other words, the common perception – touring multiple campuses, filing lots of applications, sorting through piles of information – is the anomaly, not the rule.
Just the facts, ma’am
As noted in Jonah Lehrer’s book How We Decide, it turns out our brains weren’t designed to be rational or logical or even particularly deliberate. This can be seen in all walks of life, for instance:
- In an age of unprecedented dissatisfaction with our elected representatives, incumbents are still re-elected nearly 90% of the time. Even taking into account an incumbent’s built-in advantages, this doesn’t seem possible.
- Kobe Bryant is considered by many to be the premiere basketball player on the planet. Who else would you want shooting the ball with the game on the line? Based on statistical analysis, dozens of players perform better under pressure. While Bryant makes a lot of clutch baskets, he is not more skilled at making those shots, he just takes more of them than other players.
The facts suggest we persistently disregard information that would be helpful in making our decisions.
If I’ve heard of you, you must be good.
With exposure to a barrage of daily messages and with access to a world of pretty good – or at least largely indistinguishable – choices at our fingertips, we often take decision shortcuts by turning to the familiar. It’s as much a coping mechanism as it is a reflection on what we value or believe.
We trust who and what we know.
Are we doomed?
So, while this is great news for Goliath, it represents a daunting marketing challenge for underfunded nonprofits with little name recognition. How can you compete?
- If you’re well-positioned in the minds of consumers, the pool of competitors shrinks. We’re this, not that. It’s called branding.
- You’re less well known than you think. Invest in some small-scale market research so the right messages are reaching the right people.
- Expand your communications beyond the low-hanging fruit. Anyone can preach to the choir and remain a well-kept secret. Using social media can strengthen connections with customers and turn them into advocates.
Like you, your audience is faced with decisions every day. To guide your marketing decisions, remember to ask: How can we get more people to know, like, and trust us? Becoming the familiar option will help more people choose you.