9.1. Audience
Once you’ve decided what you want to achieve, the next step is to think about your audience.
What will you do to engage your audience?
What will you do to demonstrate that you have their best interests at heart?
How will you address the key areas of money, time and comfort?
Reviewing the responses to questions asked during previous conversations should give you a good idea of what your audience would want to hear about. Use that knowledge to structure your presentation.
Throughout this chapter we will make reference to elements of a communications skills process and workshop called Think on Your Feet® (www.thinkonyourfeet.com). Ideally, you need to take the full two-day workshop, to experience it and then practise. But we can give ...
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