Define one or two needs you believe they have that they do not have a clue they have.
So what can you do right now to use this idea? 1. Ask your entire team what they believe the listeners need that they have not asked you to address. It is not uncommon that you will hear one or more of your own people say: “Well, what they really need is this. It’s obvious! Don’t you see what will happen if they did thus and so; they would have an incredible opportunity to leap ahead of their competition. Why can’t they see that?” 2. Call an editor of the major trade publication in the listeners’ industry and discuss current trends. Attempt to discover where your listeners are coming up short strategically. Bounce your observations off the editor and get a reaction. Explore your fresh thinking with this expert, who writes monthly about your listeners’ industry. Ask what they believe the companies in that market must do to bring more progress to the industry in general. Trust me, they will have some hot “to do list” ideas. You can ask what the editor believes the outlook is for organizations similar to the one you are presenting to, if they do not pay attention to these trends. Just keep asking why, and you’ll get new, fresh observations you can use. Editors are a fountain of current information and industry trends. They also must present fresh ideas and write provocatively to engage readers and keep their publication in
STOP BEING PREDICTABLE! 31