🎯 Unlock the power of audience connection.

You have to make the audience the center of your universe. And everything you do in the purpose of your presentation has to search to connect with that audience. And so the first part of the content section of this book really focuses on a very simple method to connect with customers and really understand customers. And that's to take them apart into two key areas. One is motivators, and the other is barriers. To really dive into your customer and understand what are the mental models that they might have that would make them more predisposed to accepting my idea, and what are some of the obstacles that would stand in their way of understanding my idea. It's sort of like a pros and cons list. That's a simple way to dissect that customer so that when you get in that room and you're presenting and you're designing your pitch, you're connecting to that customer.