50% OF ALL
VISITORS SAY THAT A
IS THE MOST IMPORTANT
CRITERIA WHEN DECIDING
TO VISIT THE TRADE FAIR.
FROM 8 TO 4 WEEKS
BEFORE THE TRADE FAIR, IS THE BEST TIME FOR
LETTING PEOPLE KNOW THAT YOU’RE ATTENDING.
OCT NOV DEC
MAY JUN JUL AUG
25 - 29 APRIL, 2016
ONE MORE THING (THE ACTUAL RESOLUTION)
In the next three to four years, SpaceX is looking to hire a 1000 exceptional individuals in Seattle to enable human life on Mars.
On December 8, 2010 SpaceX, a manufacturer
of advanced rockets,
became the first commercial
company in history to send a
into orbit and return it
safely to Earth.
WHEN WHO WHAT WHERE
CONTEXT CONFLICT SOLUTION COMPLICATION
A feat that at the time,
was only accomplished
by six nations or
with technology that
had been developed
forty years ago.
This meant that it cost
from 28 to 38 thousand
dollars to put a kilo of
cargo into orbit. This
equated to more than $50
million for a single satellite.
Because of this, SpaceX has
developed the Falcon 9 to cut
the launch cost to less than
one tenth of the competition.
The model changed the industry.
By 2012, SpaceX had more
than enough contracts with
40 launch missions and one
to develop a next generation
crew-carrying capsule for NASA.
What it did not have, was enough
people to deliver on those contracts.
BECAUSE OF THAT AND THEN UNTIL FINALLY CLIMAX
SpaceX had to aggressively
pursue the top 1% of the
population by looking for
talent at the world’s best
It had to filter based on
hardware and software
competition results, GPAs,
SATs, drive and grit.
The hiring spree turned SpaceX,
a company with 1800 people
in 2012, to one with over 3000
within a single year.
By October 2013, the company
had grown to over 3800 people
all across the U.S. and built one
of the most formidable engineering
teams in history.
IN THE END
SpaceX is like special forces, it does missions that others think are impossible.
From automotive to software gaming to electronics, we seek the top technological talent on the planet.
Get in touch if you think you’ve got what it takes to change the future of humanity.
THE STORY SPINE
THE HEDGEHOG AND THE FOX
A story of two principles, a single lesson in communication.
DO YOU HAVE THE [S.T.O.N.E.S.]
TO TELL YOUR STORY?
Present references, cases and data relevant to the prospect.
Be transparent in communicating what your company is about.
Did you know that our [ _______ ] are used on the [ _______ ]?
An original big idea will be remembered if you’re 1/1000 attendees.
Stay specific. “We have a wide range of products.” – is too general.
Does your story have a big idea, a spine and a call-to-action?
Have a detailed catalogue for support but avoid overwhelming your
prospect who would be just getting to know you and the company.
Too much choice can lead to decision angst. Guide them instead.
Finding the right approach to a lead can be hard at times, especially
for Nords. You will do well to show empathy, interest and excitement.
Use: “Our best selling product X has recently won a quality award.”
WHAT IS YOUR AUDIENCE LIKE?
Sit in their chair. Find out what they go through every day.
Sketch out their ethos. Get to know their story.
Answer the question of why are they important to you?
WHAT ARE THEIR EXPECTATIONS?
The audience is the star. You are the guide. Why are they at the event?
Did they want to participate or somebody told them to? Ask, listen.
WHAT KEEPS THEIR BLOOD PRESSURE UP?
Show understanding of and empathy towards their fears and pain.
Then see if you or somebody else can solve it. Reciprocity works.
HOW CAN YOU SOLVE THEIR PROBLEM?
A list of features and technical specs will be forgotten. A story will not.
Show how your product is improving the lives of people like them.
WHAT ARE THEIR CONCERNS?
Always address concerns. Beyond the usual references, projections.
Resistance to new ideas/products is a healthy sign of engagement.
WHAT ARE THE NEXT STEPS?
Answer “What now?” Be clear on what is that they need to do next.
Your personal story. Why will people listen to you?
Can the people relate to your experiences?
“Comfort me. Amuse me. Touch my sympathies.
Make me sad. Make me dream. Make me laugh.
Make me shiver. Make me weep. Make me think.”
— Guy de Maupassant
Analysis, Structure, Data, Argumentation, Cases.
Is what you are saying making sense?
“WHAT IS YOUR CONNECTION TO THE EVENT? ARE YOU [...] OR [...]?”
PAUSE AND LISTEN
“[ ........................................... ]”
“I’M EXCITED ABOUT THE SPEAKER LINEUP [...], ARE/DO YOU [...]?”
“THE [...] HAS SOME IMPRESSIVE TECH, HAVE YOU SEEN [...]?”
NOD. SMILE. REACT.
“SO WHAT YOU’RE SAYING IS [...]”
“IT SOUNDS LIKE YOU [...]”
“WHAT IF [...]? HAVE YOU CONSIDERED [...]? HOW WOULD YOU [...]?”
Who are you?
What is the problem or opportunity?
What are you doing about it?
How does this create value for the audience?
Can we meet again?
THE GOOD OLD ELEVATOR PITCH