PROBE: Targeting Your Audience 55 The Bottom Line Whether you're in a situation like Andrea, who needed to coax her subordinates into going the extra mile without the extra reward; Jenna, a newcomer about to change old ways; or Randall, a usually likable leader who had to deliver crushing news without getting lynched, you have to know your audi- ence, and what you can offer them, in order to get through to them. In the next chapter, we'll get more into the specifics of tailoring a message to appeal to a particular audience, and uncover surefire tricks to get any audience behind you. Probe: At a Glance To whom do you need to speak? 1.