Customize your pitch to connect with your audience

In the context of enhancing sales presentations, an AI software representative illustrated the effectiveness of customized content during a sales call with a prospective customer. This interaction showcased the significance of personal insights drawn from the audience's background, which in this case, stemmed from information available on LinkedIn. The representative’s comment about the customer’s French language experience led to a 'Howdahell' moment, where the customer was taken aback by the personalized relevance. This approach exemplifies a broader communication strategy recommended by Jeff Nussbaum, a former speechwriter for Vice President Al Gore, who highlights how crucial it is for presenters to establish a connection by demonstrating knowledge about their audiences. Nussbaum explains that such personalized touches in presentations signal to the audience that the speaker understands their unique challenges and are thus worthy of their attention. He emphasizes that while consistency in messaging is vital, presenters often fail to engage their audiences by relying too heavily on generic content, which strips away the individualized connection. Nussbaum’s insights suggest that incorporating elements that resonate personally with the audience not only captures their attention but also fosters their willingness to engage further. To achieve this, he suggests three effective methods: utilizing LinkedIn to gather details about audience members, drawing from information on prospective companies’ websites, and leveraging real-time updates from chatbots to stay informed about industry trends pertinent to the audience’s business. By creating the illusion of a fresh, tailored experience each time they present, business representatives can breathe new life into their pitches, making them more relatable and impactful for each unique audience.