1 MAKE IT COUNT 2 The SCIENCE of Role-Plays Step 1: Entry & Impression Step 2: Introduction Step 3: Road-Map Step 4: Content Step 5: Summarize Step 6: Question Period Step 7: Exit 3 Entry and Impression Important dynamic: all presentations, in essence, the same wont likely remember you for content MOST first impressions come from dress & hygiene Step 1: Enter & Make the Impression Wipe sweat off hand Smile Take control & initiate handshake: Hi there, my name is Matthew Price, . pleased to meet you. Ask: May I be seated? Sit on the edge of your seat and smile wait for instructions. If people judge you, it will be here! 4 Case Format Key Issues / Main Issue Current Marketing Situation Decision Criteria Identification & Evaluation of Alternatives Marketing Strategy Marketing Presentation Format DECA Format 1.Main Issue/Problem 2.Your Objective 3.Brief Current Marketing Situation Company, Competitor, Customer, Industry Environment 4.Decision Criteria 5.Brief Alternatives & Choice 6.Marketing Strategy cover all 4 Ps Performance Indicators 5 Road Mapping Today I/we will talk about A B C D Firstly, regarding A, it is critical that we Moving onto B, we need to recognize that With regards to C, we recommend a strategy To summarize, today we talked about A B C D Performance Indicators, in exact wording 6 4 Ps of Marketing Price Product Place Channels of Distribution Supplier Manufacturer Wholesaler Retailer Consumer Promotion Direct/Personal Selling Direct Mail Advertisements TV Newspaper Radio Posters Sales Promotions Public Relations Newspaper Press Releases 7 Industry Examples & Buzz-Words Importance of Industry Examples: Wal-Mart (low-price, high volume) Dell (direct distributor) Abercrombie vs. American Eagle (perceived value) Facebook / MSN Importance of Buzz-Words Market Share Bottom-line Revenue vs. Profit Differentiation (quality, price, value) Competitive advantage Strategic Key Takeaway Value proposition & value-added Short term profitability, long term sustainability 8 An Example Introduction Example... My role: Sales Manager Judge: Hotel Manager Company: Embassy Suites, Orlando, FL Performance Indicators: 1.Develop a sales promotion plan 2.Select strategies for online advertising 3.Explain the role of customer service as a component of selling relationships 4.Create promotional signs Conclusion Example 9 The ART of Role Plays Delivery is critical Professional speech Enthusiastic/energetic Dont read (maintain eye contact) Watch your speed Hand gestures Offer diagrams Probe for understanding Are you familiar with Role-play rubric follows performance indicators 90% Performance Indicators 10% Overall Impression BUT, intrinsically linked! 10 The ART of Role Plays BE A GOOD SPEAKER A.Non-verbal face the listener, look at listener while speaking, maintain eye contact, stay relatively relaxed, avoid distraction mannerisms (ie. playing with objects or clearing your throat), maintain an upright posture, lean towards the listener B.Verbal speak distinctly and clearly, uses sentences and proper grammar, think before you speak and plan your message, try to summarize and get to the heart of your idea, avoid use of slang and bad habits (ie. like, you know, nothin), give the listener a chance to respond to your message C.Body Language first impressions happen from the moment we meet people. Body language includes posture, facial expressions, eye contact, and gestures. Smile, make eye contact, use open gestures, and use good posture to send a consistent message during the presentation. 11 Remember Purpose: to simulate a business meeting; play the role. More than just content Captivating Introduction Roadmap Effective conclusion To win, you MUST make an impression (and first impression) To win, they MUST understand you Professionalism & Confident = most important! If you look like you know what youre talking about, theyll believe you 12 Remember Step 1: Entry & Impression Step 2: Introduction Step 3: Road-Map Step 4: Content Step 5: Summarize Step 6: Question Period Step 7: Exit 13 Juggling another variable TEAM DYNAMICS Decide ahead how to cover content Three primary choices of strategy: Speak in succession (A, B, A, B, A, B) 1 st Half, 2 nd Half (A, A, A, B, B, B) Organize based on competency (A, A, B, A, B, A) Introduction/Conclusion who? Questions who? If not speaking, what do you do? Look at partner and look at judge. DO NOT interrupt your partner, so when it is your turnId like to elaborate Take-away: decide strategy in advance! 14 Presentation Mannerisms Very subjective; personal preference Perfect everything you can control: stand or sit? read or point-form? audience involvement (command with eyes) hand gestures facial expressions (smile ) tone of voice & expression speed of delivery annunciation reference (visuals/handouts) & reiterate team dynamics Introduction & conclusion: memorable & captivating! 15 Presenting to the Judge First thing is to shake the judge hand and introduce yourself. Initiate the conversation and the beginning of the presentation. Introduction begin with a brief overview of the problem and your solution to the problem. Description of the best alternative Describe your solution to the problems in detail. Be sure to point out both the pros and cons of your solution. Also make sure you address the performance indicators. Conclusion Repeat your solution and if possible, outline an implementation strategy. This means how you plan on putting your plan into effect (eg. In the first week, in the first month.) If possible, come up with ideas as to how you would measure success (ie. Is the plan working?) Questions from Judges some may ask at the end, some in the middle. If you have answered a question in your presentation, they may not ask you any questions. If they ask you a questions you have already answered, politely answer it again. Lastly, thank the judge for his/her time. Leave all notes and the case with the judge. Remember to bring : Portfolio or clipboard Pen/pencil/calculator Photo ID 16 Questions to Consider: How can you make yourself memorable to stand out from others? What are some definite what NOT to dos!? How do you present with notes, but not make it seem like youre reading? If we stumble, how do we recover while looking professional? How can we be creative with such limited time? How to avoid UM and distracting mannerisms (like, and whatnot, basically, eh, etcetera) In business presentations, are they strictly professional or can I use analogies, jokes, & creative ideas? Do I immediately start in my role? If I introduce myself first, is that my introduction?