It is obviously important to know in advance who you are going to have in your audience. Why are they there? What did they come to learn/do/see? Who are they? Here is a simple breakdown of how to understand an audience member's motivation walking in the room...
Passionate Paul - "I absolutely want to be in the room."
I am here to learn something specific that will help me either solve a problem or add to a solution I am currently experiencing.
How to Spot Me - I am sitting in the front rows. I am asking you questions beforehand. I am taking notes. I am challenging you for more, better, deeper, more specific information.
How to Connect With Me - Give me your best content up-front. Quickly let me know you have what I think you have. Win me over with substance.
Curious Chris - "I think I want to be in the room."
Your program title looks interesting, you look interesting, etc. I don't have an urgent need for your content, but I think I might like either you and/or your content.
How to Spot Me - I am cordial toward you. I am basically like Passionate Paul, only I'm not quite as eager or anxious.
How to Connect With Me - Make the experience great. Attack all my senses with music, interaction, reflection, information, etc. Win me over with interestingness.
Social Sally - "I have ulterior motives for being in the room."
I am here because my friends are, my co-workers are, or it is the better than being somewhere else. I am not really interested in you or what you have to say.
How to Spot Me - I will be checked into the room, just not checked into you or what you have going on. I will be chatting with my people in the room and/or texting/calling my people not in the room.
How to Connect With Me - To get to me, you are going to have to go through the side door. You can't hit me directly with information or even interaction. I will put up a wall. Ask non-responsive questions that I may have wrestled with recently. Tell a story that I can relate to. If you do interaction, let me stay with my friends. Win me over with indirection.
Hostage Harriet - "I absolutely don't want to be in the room."
I am here because I was forced to be here. I didn't have a choice. If I had a choice, I would certainly choose to be somewhere else.
How to Spot Me - Arms crossed. No eye contact. No response to questions. I might be abrasive or disruptive, but not necessarily.
How to Connect With Me - Don't force the issue. Just assume I'm not in the room. If I try to disrupt you, deal with me quickly and privately. Be real with me, though. I'm still a person with emotions. It just so happens my barriers are up higher than others. But you can't take them down. You have to give me a good reason to take them down on my own. Win me over with respect.