Every few weeks, my friends and I grab pizza together. It’s become a tradition that comes with a familiar debate: toppings. One of us always tries to convince the group to skip the pepperoni and go all-in on pineapple.
But what I find most interesting isn’t the topping choice itself, but how how the pitch may change depending on the audience. Suppose I were trying to sell getting a pineapple pizza to a room full of marketing leaders. In that case, I might say, “Pineapple is the perfect combination of contrast and surprise—just like every memorable brand.” But if I were making the same case to my 11-year-old cousin and her friends, I may go with, “This slice is lowkey bussin’. It’s sweet and juicy with no L’s in sight.”
Same idea. Very different messages.
In the workplace, we often forget that communication isn’t one-size-fits-all. We default to the message that makes sense to us, not necessarily the message that makes sense to them. But if we want to influence, inspire, or get things done, we must meet people where they are.
IDentify the message
Before tailoring your message for different audiences, take a moment to clarify what you’re trying to say. What action do you want someone to take? What decision are you hoping they’ll make?
It’s not just about the what, it’s about the how. Small shifts in wording can dramatically change how a message is received. Words that appeal to identity or values often create stronger engagement than those that feel like tasks or instructions. For instance, positioning an ask as an opportunity to contribute to a shared goal or mission can resonate more than a transactional request.
You’re more likely to inspire a meaningful response when you ground your message in purpose, clarity, and a sense of personal relevance.
Run an audience analysis
Next, dig into your audience. Who are they? What matters to them?
Let’s say you’re trying to roll out a new process. A CFO might care about risk mitigation, ROI, and long-term value. A front-line manager might care more about efficiency, ease of training, and minimizing disruption.
Both groups can support the same initiative, but only if it’s framed in terms that matter to them.
Ask yourself:
- What does this group value?
- What pressures or goals are they juggling?
- How does success look from their seat?
Understanding your audience isn’t just respectful—it’s strategic.
customize the message
Now comes the real work: adapting the message without changing the message. You don’t need a new idea for every group. But you do need to know how to frame the message.
For example:
- For executives: “This change will streamline operations and position us for scalable growth.”
- For operations: “This change will save two hours a week and reduce errors by 20%.”
- For human relations: “This change reflects our values and makes life easier for everyone.”
You’re telling the same story. But you’re changing the frame, the language, and the proof points. And you’re aligning with their world—not just yours.
This isn’t manipulation. It’s clarity.
practice delivery
Even the best message can fall flat if it’s delivered poorly. Once your message is crafted, you need to practice the delivery.
Think about likely questions or objections. Can you respond with empathy and clarity? Do you have data, stories, or examples that reinforce your case?
Confidence isn’t about being perfect, it’s about being prepared.
Consider role-playing with a peer. Practice framing the same idea for different audiences. Test whether the message lands.
This level of preparation not only boosts your credibility, it helps you adjust in the moment when you get unexpected reactions or questions.
Influence doesn’t come from saying more. It comes from saying what matters in a way people can hear.
Whether you pitch pineapple on pizza or a major project initiative, your job is to translate, not repeat. Speak their language. Tap into their priorities. Tell the same story in a way that feels like it was made just for them.
Because when people feel understood, they’re far more likely to say yes.
