1. Copyright © 2015 McGraw-Hill Education. All rights reserved. No reproduction or distribution without the prior written consent of McGraw-Hill Education. Chapter 2 Adapting Your Message to Your Audience

2. 2-2 Chapter 2 Learning Objectives  LO 2-1 How to identify your audience  LO 2-2 Ways to analyze different kinds of audiences  LO 2-3 How to choose channels to reach audiences  LO 2-4 How to adapt your message to the audience  LO 2-5 How to characterize good audience benefits  LO 2-6 How to create audience benefits  LO 2-7 How to communicate with multiple audiences

3. 2-3 A person can be in two audiences Identify Your Audiences  Gatekeeper  Primary  Secondary  Auxiliary  Watchdog

4. 2-4 Analyze Your Audiences  Individuals  Group members  Demographics  Psychographics  Organizations  Culture  Discourse community

5. 2-5 Analyze Individuals  People you work closely with  Myers-Briggs Type Indicator – preference test that shows 4 types  Extrovert-Introvert  Sensing-Intuitive  Thinking-Feeling  Judging-Perceiving Which type are you? ISTJISFJINFJINTJ ISTPISFPINFPINTP ESTPESFPENFPENTP ESTJESFJENFJENTJ

6. 2-6 Analyze Group Members  Focus on common features  Map profile of group features  Demographic (quantity) features  Age – Sex – Education – Income – Race  Psychographic (quality) features  Values – Beliefs – Goals – Lifestyles  VALS (Values & Lifestyle) profile used

7. 2-7 Analyze Organizations  Organizational culture – set of values, attitudes, and philosophies  Shows in myths, stories, heroes, & documents  Shows in use of space, money, and power

8. 2-8 To Analyze Organization Culture, Ask...  Is organization tall or flat?  How do people get ahead?  Is diversity or homogeneity valued?  Is sociability important?  How formal are behavior, language, and dress?  What does the work space look like?  What are the organization’s goals?

9. 2-9 To Analyze Discourse Community, Ask...  What channels, formats and styles are preferred for communication?  What do people talk about?  What topics are not discussed?  What kind of evidence and how much is needed to be convincing?

10. 2-10 Choosing Channels  Communication channels – means by which you convey your message  Channels vary by  Speed, accuracy, and cost  Number of messages carried  Number of people reached  Efficiency and goodwill  Choose channels based on the audience, purpose, and situation

11. 2-11 Six Questions to Adapt Your Message for Your Audience 1. How will audience react at first? 2. How much information do they need? 3. What obstacles must you overcome? 4. What positives can you emphasize? 5. What does the audience expect? 6. How will audience use the document?

12. 2-12 Audience Benefits  Advantages audience gets from  Using your services  Buying your products  Following your policies  Adopting your ideas

13. 2-13 Four Criteria for Audience Benefits 1. Adapt benefits to audience 2. Stress intrinsic and extrinsic ones 3. Prove with clear logic and explain with vivid detail 4. Phrase benefits in you-attitude

14. 2-14 Identifying & Developing Audience Benefits 1. Identify feelings, fears, and needs of audience 2. Identify objective features of your product or policy that could meet needs 3. Show how audience’s needs can be met with those features

15. 2-15 Writing to Multiple Audiences  When not possible to meet everyone’s needs, analyze gatekeeper and primary audience to determine  Content and choice of details  Organization  Level of formality  Technical level