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INSTITUTE FOR INNOVATIONLUNCH AND LEARN
“UNDERSTAND YOUR AUDIENCE”
JOHN BRANT
AUGUST 14, 2015
UNDERSTANDING YOUR AUDIENCEAUGUST 14, 2015
Today’s Agendaq Introductionq Some Theoryq Your Plan of Action
UNDERSTANDING YOUR AUDIENCEAUGUST 14, 2015
Why Is This Important?
UNDERSTANDING YOUR AUDIENCEAUGUST 14, 2015
Why Is This Important?q Great Opportunities Get Lost
UNDERSTANDING YOUR AUDIENCEAUGUST 14, 2015
Begin by Defining Your Goal!
UNDERSTANDING YOUR AUDIENCEAUGUST 14, 2015
Begin by Defining Your Goal!q And It’s Not To Inform!
UNDERSTANDING YOUR AUDIENCEAUGUST 14, 2015
Begin by Defining Your Goal!q And It’s Not To Inform!
It’s ToPERSUADE!
UNDERSTANDING YOUR AUDIENCEAUGUST 14, 2015
UNDERSTANDING YOUR AUDIENCEAUGUST 14, 2015
Everything DiSC Test Profiles
UNDERSTANDING YOUR AUDIENCEAUGUST 14, 2015
DominancePerson places emphasis on accomplishing results, the bottom line, confidence
Behaviors- Sees the big picture- Can be blunt- Accepts challenges- Gets straight to the point
UNDERSTANDING YOUR AUDIENCEAUGUST 14, 2015
InfluencePerson places emphasis on influencing or persuading others, openness, relationships
Behaviors- Shows enthusiasm- Is optimistic- Likes to collaborate- Dislikes being ignored
UNDERSTANDING YOUR AUDIENCEAUGUST 14, 2015
SteadinessPerson places emphasis on cooperation, sincerity, dependability
Behaviors- Doesn't like to be rushed- Calm manner- Calm approach- Supportive actions- Humility
UNDERSTANDING YOUR AUDIENCEAUGUST 14, 2015
ConscientiousnessPerson places emphasis on quality and accuracy, expertise, competency
Behaviors- Enjoys independence- Objective reasoning- Wants the details- Fears being wrong
UNDERSTANDING YOUR AUDIENCEAUGUST 14, 2015
Remember That The Audience Is Your Friend
q They Decided To See You!q You May Be Asking For An Investmentq But They Are Looking For An Investment
UNDERSTANDING YOUR AUDIENCEAUGUST 14, 2015
Be Yourself!
q In The End, Most Investment Decisions Are Eventually Made On The Individual’s Credibility
q Speak With Confidence And Enthusiam
UNDERSTANDING YOUR AUDIENCEAUGUST 14, 2015
Now It’s Time To Get Down To Work q Start Early To Understand Your Audienceq Develop A List Of Questionsq Develop A List Of People To Interview
q Remember Some Of Those People Will Be In Your Audience – Can One Introduce You?
q On A Single Page, Summarize Your Audience’s Characteristics
q On Your Verbal and Written Presentation, Consider the Impact On Various Aspects Of the Audience
q On Your Redraft Of Your Presentation, Continue To Review Your Audience Description
UNDERSTANDING YOUR AUDIENCEAUGUST 14, 2015
Some Examples Of How To Use Your Understanding To PERSUADE Your Audience
q For The DOMINENT D’s - Prepare A Comprehensive One Page Executive Summary
q For The INSPIRING I’s - Include Pictures And A Video If Appropriate
q For The SUPPORTIVE S’s - Exhibit Honesty In Your Persona And Written Presentations
q For the CAUTIOUS C’s – Provide Exhibits With Numerical Analysis
UNDERSTANDING YOUR AUDIENCEAUGUST 14, 2015
Focus On Understanding Your Audience And You Will PERSUADE Them To Give You A YES
