Analyze your audience deeply

Let's talk about some of the other elements of MAGIC, because these can be stacked, so the more of them you can do at once. So for instance, I got your mug on how to be awesome at your job. And that is a 3D object, which we'll talk about in a second, plus the element of surprise. So how do we combine some of these together? Absolutely. All right, let's hear about the A. Okay. So A is analyze them on a deeper level. Most people when they're pitching somebody are doing demographic research, which is how long have they been at their company, how big is their company. Just like imagine creating a human-shaped wallet. That's what you're doing. You're just figuring out what the wallet looks like, but you're not getting to know them as a person. And what you really want to do is psychographic research, which is understanding their values and what they really care about, and things that are tangential, like on the surrounding edges of what they actually do for a living, because that will help…