2015 HARRIET STEPHENSON BUSINESS PLAN COMPETITION MARCH 7, 2015 BOOT CAMP 1

AGENDA 9:00-9:30AM: WELCOME, INTRODUCTIONS & LOGISTICS 9:30-10:30AM: GUEST PANEL DISCUSSION "PREPARE & PITCH LIKE A WINNER (ON STAGE OR AT YOUR BOOTH)" 10:30-10:45AM: BREAK 10:45 -11:45AM: GROUP BREAK-OUTS AND PITCH PRACTICE 11:45 -NOON: DEBRIEF AND CLOSING 2

THE “HOOK” 1-2 SENTENCE SUMMARY PROBLEM/OPPORTUNITY MARKET AND TARGET CUSTOMER DEFINITION YOUR SOLUTION CURRENT SOLUTIONS/COMPETITION SECRET SAUCE/COMPETITIVE ADVANTAGE BUSINESS MODEL – HOW WILL YOU MAKE MONEY SALES & MARKETING STRATEGY TRACTION/PERFORMANCE/AWARDS FINANCIALS PITCH FORMAT 3

SAMPLE PITCHES SAMPLE 1 SAMPLE 2 SAMPLE 3 PITCH FORMAT 4

LEAN CANVAS MODEL 5

TRADE SHOW BOOTH STAFFING TIPS DO Practice, practice, practice Make eye contact and firmly shake hands with prospects Be a good listener Use inviting nonverbal communication – smile Have open-ended ‘go to’ questions prepared Talk to everyone who comes within talking distance Represent your business professionally from set- up to tear-down DO NOT USE THE CELL PHONE IN THE BOOTH. SIT, READ, EAT OR DRINK IN BOOTH CHEW GUM GOSSIP OR BADMOUTH COMPETITORS LEAVE THE BOOTH UNATTENDED WEAR BADGE ON LEFT SIDE TALK AMONGST YOURSELVES AND IGNORE PEOPLE PASSING BY DON’T USE QUESTIONS ANSWERED BY ‘YES’ AND ‘NO’ 6

TRADE SHOW BOOTH STAGING TIPS DO USE SIMPLE GRAPHICS USE PLEASING COLORS ATTRACT ATTENTION BUILD INTRIGUE THINK OF EXHIBIT AS A BILLBOARD, NOT A BULLETIN BOARD DON’T CLUTTER YOUR DISPLAY WITH A MULTITUDE OF IMAGES AND TOO MUCH TEXT. USE SHOCKING OR UNSETTLING IMAGES MORE IS MORE * Source: Kristine Peterson, Point to Point 7

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TRADE SHOW TOOL KIT 15

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