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P E R S O N A L I Z E Y O U R P I T C H

had in common, why they would be attending, and what they
wanted to learn. Then, I tried to give them what they wanted in a
way they could identify with.

When you’re prepared, there’s no reason to be nervous.
Treat any speech or any pitch as an opportunity to shine—
and you usually will. Always deliver the goods by giving
your audience valuable information, no matter how many
people are in the room.

—Donald J. Trump

M A K E I T H A P P E N I N Y O U R L I F E

There is usually a common bond with your audience. Your
job is to find it.

• Before you deal with others, find out all you can about
them. Learn about their backgrounds, interests, and
ambitions, and look for anything you have in common.
• When you come across common denominators, figure
out the best way to raise them. I find it’s best to be direct:
“Hey, I heard that you play golf.” If the other person
doesn’t respond positively, don’t force the issue.
• Don’t overlook any opportunity to break the ice. Every-
day occurrences such the weather or current events can
be good starting points. They affect all of us, whether

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