Category Archives: Strategy & Tactics

The Power of Triggering Events

When we talk about motivating behavior change, we tell people that simply making them aware of something rarely drives them to that behavior.

They usually need a triggering event – whether it is naturally occurring, like a time of year or an anniversary – or “manufactured” – something the organization does – to gently push stakeholders toward a behavior. The possible exception to this is advertising during the holidays, when people are already poised and ready to deliver the ultimate desired behavior in a retailer’s
eyes…buying merchandise!

Even with the naturally occurring triggering event of the holidays, though, companies are creating “manufactured triggering events” to drive behavior in the form of sales, coupons, emails, apps that entitle the shopper to discounts etc. Once they get you into the store to purchase what you came for, of course, their ultimate desired behavior is that you make some spontaneous additional purchases of cool stuff that catches your eye.

New Years as a triggering event? Everyone in the personal training/fitness facility world knows that New Years is the perfect triggering event for signing people up for health and fitness programs…since they have probably just made a New Year’s resolution to lose weight, train for a specific event or just lead a
healthier lifestyle.   (Personally, I try to avoid going to the gym at peak hours during January  because it is packed! I wait until February to resume my normal routine,  knowing that even the best-intentioned folks will have trouble sticking to their newly-adopted behavior without some positive reinforcement to keep them
going).

In our business, the New Year is a triggering event for our clients to finalize budgets, conduct strategic planning and re-evaluate their activities from the past year … what’s been working and what hasn’t?

This is the time of year that we like to remind them how JJ&W can be helpful in many areas beyond our crisis communication work…including (but not limited to) research, strategic planning and employee communications. The intermediate behavior we want is for them to think of us when they have a need for public relations or management consulting services…the ultimate desired behavior is that they call us to help them on  whatever problem or issue
they are about to tackle.

The question for you is: As we enter the New Year, what are the triggering events to get YOU to move YOUR key stakeholders toward specific desired behaviors?

Robin Schell/rschell@jjwpr.com

Pan-Mass Challenge: A Case Study In Establishing A Signature Event

This past August was my 4th opportunity to ride in the Pan-Mass Challenge (PMC), a 2-day bike ride across Massachusetts ending in Provincetown, to raise money for the Dana-Farber Cancer Institute.

The PMC raises more money for charity than any other single athletic fundraising event in the country. I’ve been reflecting on what they do right from a PR perspective, and there is a long list.
Goal-Driven: The PMC raised $45 million in 2015 with a goal of $46 million in 2016. Visit www.pmc.org and check out the Vimeo with PMC founder Billy Starr – powerful!

Get An Early Commitment: Those of us who are repeat riders are signing on the dotted line in January for an August ride, giving us ample time to train & fundraise. We put our credit cards down & then pray we can do the hard work ahead. One PMC t-shirt says it all: COMMIT – You’ll Figure It Out!

Establish A Clear Mission: The PMC’s mission is “Our hope is to provide Dana-Farber with the necessary resources to discover cures for all cancers”. Tough not to be for that one.

Design Healthy Competition. The fundraising can be overwhelming, but the PMC is a well-oiled machine that provides plenty of helpful tips, templates and systems to help you succeed. The “heavy hitter” and “top 10%” levels urge those with a competitive spirit to go above the required minimums.

Create Ambassadors. Last year the PMC attracted 6000 riders and 4000 volunteers – it takes everyone to pull off an event of this magnitude, from the folks pouring Gatorade at rest stops to those loading luggage bound for specific locations. Participation is infectious – all of us that have ever experienced a PMC will tell you to join the movement! There is nothing like seeing the crowd lining the streets with cowbells and signs, thanking
you for what you are doing, to pump you up as you muscle through the final miles.

Have A Passionate Champion Leading The Charge. Billy Starr founded the PMC in 1980, and he is out there creating events around check presentations, raising awareness through speaking engagements and touting accomplishments to keep everyone motivated.

For more information about the PMC, visit www.pmc.org – and consider becoming a sponsor, a rider, a volunteer!

Robin/rschell@jjwpr.com