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While Tonya Azir was speaking for the Lions Club of Peoria, she was aware that four people seated at a table in the back were chatting. They continued to talk as she was reiterating her main points. Luckily, Tonya had talked with the meeting planner before she started, so she was aware that this group of elderly men came to the meetings to socialize, and the group respected and accepted their quirks. The presentation ended on time, the audience applauded, and the group rated Tonya as one of its best speakers ever. Ask yourself these questions: Do the group members know each other What is their history with each other With you Is there tension in the group What underlying political issues might affect your presentation
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24 CONCERNS
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Do some research to nd out what s on the minds of your audience. What are they particularly interested in right now, and what is their point of view Always tell an audience what it needs to know. When possible, that message should be wrapped in a coating of what it wants to know.
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Suzanne began her monthly sales meeting with this question: What would increasing your sales by $1,000 a week do for you She followed up with this answer: Picking up the phone to speak with your customers will make that happen! In that two-sentence opening, she told the audience what it wanted to know as well as what it needed to know. Ultimately, each member of the sales force increased his or her income, thanks to Suzanne s suggestions! Remember to focus on your purpose statement to keep yourself on track. Ask yourself these questions: Why do the members of the audience want to know about your topic What do they want to know, and what do they need to know Do you have credibility with this group Why should the people in your audience listen to you
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Speaking of . . . Information Sources
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Sometimes it can be dif cult to nd information about your audience. Here s a list of possible sources: Previous speakers Internet Newspaper Corporate publications Company employees Faculty members Class roster Program coordinator Target audience members
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CHAPTER 2 Audience Analysis
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Situation
The circumstances surrounding the presentation can drastically affect the outcome. Learn as much as you can about the conditions and reasons for your presentation.
WHY ARE THEY GATHERED
You need to know why the group is meeting, so you can create an appropriate format for your talk. Are you giving your talk to a group of scientists at a scienti c symposium Be formal. Are you assembled for a quick stand-up meeting before work Be quick and to the point. Is the presentation at a client s of ce or at a conference center Be well prepared and willing to adjust your style to the client s needs. Ask yourself these questions: Is this a regularly scheduled meeting Is there a critical reason for a special meeting Is this a training session to teach new skills Is this a conference or trade show
EXPECTATIONS
What audience members expect from you will in uence how they react to whatever you say. Try to match their expectations with your style, or boldly use a style change to help make your point. Ask yourself these questions: Do the people in your audience expect you to be formal or funny Are they dreading a sales pitch Is the meeting typically conversational Were previous speakers dynamic or boring
Bonus Point
If you expect your audience to be hesitant to ask questions, you may want to have someone planted to make the rst query. The rest of the audience will then feel more comfortable speaking up.
26 THE GROUP HISTORY
Getting Started
If your meeting is a regularly scheduled event and the group follows a normal routine or agenda, expect to follow the group s style. If this is an emergency session or if you re delivering particularly bad news, be direct and dispel any fears as soon as possible. The situation will affect your content and style. Ask yourself these questions: Do participants know each other socially Have they ever met before Who were their previous speakers Are there political tensions in the group Have they just survived layoffs, budget cuts, or another traumatic experience All of these items are great to know, but how can you possibly learn so many things in a short time You ll know a lot about audiences that you work with regularly, but with new groups, a good place to start gathering information is with the person who invited you to speak. From the coordinator you can get names and contact information of some of the key people in the group. Others who have spoken to that audience previously also can provide good information. Don t hesitate to make calls or send e-mails to ask questions. But remember that what you re hearing might just be one person s opinion, so do all you can to verify the information you receive, and adapt your message accordingly. If you give the same presentation to several diverse groups, study each audience, and customize, customize, customize for every situation.
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