Is It Really a Creative Risk, or Do You Just Not Know Your Audience?

Matt Trappe nailed it when he said:

“If your creative feels risky, you probably don’t know your audience well enough.”

It’s a simple insight that cuts to the core of why so many brands avoid “risky” creative. Only 13% of brands are “risk-friendly” according to a Canes Lions study and 50% of them cite lack of audience insight as a key component as to why. When you don’t know your audience deeply, everything feels like a gamble.

Charlie Grinnell put it this way:

“If you’re talking to everyone, you’re talking to no one.”

But determining your audience isn’t as easy as generating some demographic details and giving them a name. Let’s build a real framework for understanding who you’re creating for.  Here’s a comprehensive list of questions that goes beyond basic information to help you uncover the emotional, behavioral, and cultural depth of your audience, based on insights from the guests who have joined our show.

Context & Culture

“Understanding the psychographics of your audience leads to more resonant storytelling.” – Marc Bock

Mindset & Motivation

“You have to understand what their needs are, what the problems are, what the tensions might be.” – Tony Sattler

Behavior & Attention

“You have to show up where they are—whether that’s Instagram, the trailhead, or a ski film.” – Kevin Knutson

Emotional Triggers

“Emotion drives recall. That’s what people remember.” – Will Truettner

Relationship with the Brand

“You can’t just create trust in one interaction.” – Ben O’Meara

Insight Activation

“Are we really talking to the right people… what inspires them?” – Diana Ochenrider

If your creative feels risky, the first thing to check isn’t the script or the concept—it’s the audience section in the brief. With a clear understanding of your audience, you should start to see insights that can help drive creative. Insights aren't just an observation, it’s about connecting observations, conversations, and behaviors into something emotionally compelling and actionable. Insights often link data and story, helping you understand what’s really driving your audience before you start creating solutions.

As your audience becomes clear, the ideas about what will speak to them become clear. Don’t take risks on your audience or the insights you derive about them, but use those foundations to take a creative risk and see what happens. Don’t put yourself where you’re betting the entire farm on one idea, but try something, analyze it, and try again.

If you’re wondering whether or not the idea is a good one, trust your gut. It should feel right when the idea is right because of the groundwork you’ve done.

Photo credit: Riley Seebeck

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Be quick to listen, slow to speak

Give the audience a reason to care

Lead with empathy

Goal first, story second

Ask harder questions

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