The ability to make face-to-face connections with potential buyers of your products and services is a key highlight of the Opportunities reverse trade show. There will be many local, state and federal government agencies and prime contractors present, so be sure to prepare so you’ll have enough time to connect with those who more likely to need your products and services.

The best way to do this is to craft a strong elevator speech (also known as an elevator pitch). The elevator pitch is your 30- to 60-second opportunity to tell a potential buyer what your company has to offer and make a lasting impression.


  1. Tell who you are and what your company does. When describing your business and it’s products and services, avoid using too much industry jargon. Plainly tell what you have to offer within the first few sentences. Explain your specialty in a conversational tone.
  2. Have a two-way conversation by asking how your products and services may be useful to the agency or prime contractor. Introduce your company’s products and services, but treat this as an introductory conversation. At this point, you will be able to gauge if this would be a good match. If so, you can continue on to #3.
  3. Explain why your products or services are a great match for the agency/prime contractor.
  4. Be sure to exchange business cards and let him/her know you would like a more in-depth conversation and ask when they will be next available.


  1. Know your customers/potential customers. Review the exhibitor list to identify government agencies and prime contractors who may be strong potential buyers of your products and services. Focus on speaking about what your clients have experienced while working with you. For example, “Our clients buy XYZ from us because…” versus “We provide top-notch customer service”…
  2. If you’ve never completed a speech before, search for a few examples using Google or YouTube.
  3. Practice your speech. You want to be sure you say a lot in a few words due to time constraints. So create a pitch and practice it with colleagues, friends or family. You can even rehearse online using tools like Pitcherific, an interactive tool that helps you make your message clear and rehearsing easy.
  4. Exchange business cards, and be sure to write a few brief keywords/phrases from your conversation on your business card before passing to agency or prime representative to help him/her remember what you’ve discussed.



If you need assistance, contact your local PTAC Counselor.