Profile your audience

Before I give a talk to any group, large or small, I have an advance call/meeting to do a full profile on it.

I want to know who is in the room, what they are feeling, what issues they are tackling and how the meeting organizer wants them to feel when they walk out. This profile has helped me connect with my audiences, from keynote speeches to sales calls.

Many of you make presentations too. Some give them to customers or internal staff. Others speak at events and conferences. In any of those cases, if you want to move your audicence to action — you have to do a thorough profile on them first.

The more you know, the better you’ll prepare and the more you’ll customize your remarks to the real situation. Never walk into a meeting again blind.