There’s nothing like getting tapped to speak at an event or conference—it’s not only nice to be asked, but it speaks volumes about what people think of you: That you have something of value to share with their community, and they want it.

That said, there are three questions I ask myself before I accept, let alone begin to prepare, for a talk. And it isn’t, “When, where, and what should I wear?”

Nope. They’re questions that most people don’t ask before they dive in, and I believe you should to set yourself up for success. I like to ask the organizer these questions so I get a handle on who I’m speaking with, but also, I use it to generate my own questions and shape my content and approach accordingly.

(This is part of a live webinar I did recently called “5 Steps to a TED-worthy Talk” and I’m happy to share it with you because attendees found it so useful.)

1. Why are they there? 

There are lots of reasons people take a seat at an event. And they’re worth considering:

They paid to be there. If they paid their own money to attend an event, they want something in return, and expect something, right? What investment are they making—are you speaking at a business seminar or an event that’s more lifestyle focused? Are they there to rally together and change the world? Or is this meeting or community more focused on trying to maintain the status quo?

They paid a lot to be there. Then there’s the next level up—I’m talking not $50, or even $500 to be there, but like $5,000 or maybe more. We’re talking fundraisers, high-profile events. Now, if someone is donating that much money to be part of an event, it’s not because they expect, say $10,000 worth of content.

As Seth Godin says, when people pay to be somewhere like that, they’re saying to themselves and each other, “people like us do things like this.” Think about how what you’re about to tell them affects or touches their vision of the world, and their role in it. Especially if they’re there for a big cause, a pioneering effort, or perhaps something less grand but no less expensive.

They have to be there or else. Perhaps the group of people you’ll address have to be there because it’s their job, their managers mandating it, or it’s part of their own training and required.

I won’t purport to know what every group of required attendees thinks when they walk in a room, but that’s why it’s worth asking. Is this an event that’s highly anticipated, or deeply dreaded? Do they have high expectations or the lowest of low? This is how to gauge your own approach. Often I’ve found people who file in with zero expectations are sometimes the easiest to delight.

2. Why did they pick you?

The people who hired you or invited you to speak have their own goals and objectives, and they’re not necessarily the same thing. Do you know why that is? (And it’s not just cuz you’re awesome, even though you are.) I once spoke at an event of full-time employees in the HR business, and I was told, “We want you to motivate them enough to love their jobs, but not to leave.” Good to know.

Ok, so, do they want you to inspire the people there to be empowered and to create positive change? Or do they want you to inspire…compliance? There is no good or bad here, by the way.

We operate under the assumption that they want what’s best for the attendees and the organization. But what that is something they take the lead on, not you. So ask, and listen closely. Maybe they want you to wake them up—or perhaps, calm them down in the wake of organizational or industry unrest. Good to know.

3. Why are you there? 

I mean, aside from because they asked. Maybe they’re paying you good money to be there, and that’s great. But no matter what you speak about, chances are, you don’t do it for the money; you’re there because you want to exert some kind of positive influence, some change or fresh perspective or compelling information that can change the way they think and live.

So it’s important to be clear on your own intentions. Maybe it is a good gig and you do it every year, end of story. You have some contacts there and you like to keep them up.

But maybe this speaking event presents another, larger or longer-tail opportunity, in which you make inroads to do more work with them or to get a foot in the door in their industry.

Perhaps it’s an event in your own industry, and speaking there gives you a bit more clout and attention, and that’s a real plus. All great reasons! Just be clear when you’re going in. Because the way you approach a talk to people whose business you know is quite different from when you’re an outsider. Both have great advantages, if you know how to use them.

Bottom line, be honest with yourself about what is expected of you here, and also what YOU want to get out of it. The purpose and mission that drive your talk may not change, but the way in which you deliver it does, group to group. And the more mindful of that you are, the more powerful and effective you will be—and the more opportunities will come your way.

(Want to learn how to create a stand out signature talk that gets you booked, again and again? Join me for Tapped to Speak, my six-week online program designed to help you land the idea, develop the talk, and wow the crowd. Registration closes Friday, 6/16/17 @ 8p ET.)