Pitching #3

So this post will be a bit more abstract. We've covered the types of pitches, as well as the elements of a pitch, and pitch materials. But even if you have all of that down pat, how do you really impress the execs?

Many writers get extremely nervous talking in front of people. Especially important people. Especially when their hearts and souls (not to mention hours and hours and even years of hard work) are on the line. But to have a successful pitch, the first thing you need is confidence.

Okay, but how do you get confidence?

• First, know your story inside and out. Love it. Believe in it. Your story and your execution of it are so fantastic that they're worth six figures or more from these executives. If you don't that walking into the room, you'll never convince anyone else of it. But, there's a fine line between confident and cocky. Maybe you wrote the next Juno. You will be laughed at if you say that. Your story is great. You're great. But you're not better than anyone else.
• Practice your pitch. In front of people. In front of a mirror. in front of your action figure collection. But it's best in front of people, because they can actually give you feedback. Maybe the first time you'll practice reading off your note cards. Hopefully, when you're ready to pitch, your note cards will have a bunch of chicken scratch on them that only you can sorta read, and you're not going to need to refer them. I hate pitching with notecards. It makes me nervous, makes me lose my focus, and inhibits my concentration on the pitchees expressions. I've always been a bit off-the-cuff, and I totally get that not everyone is. But try to memorize your pitch (or better yet, know your story well enough) that you can go off the cuff. This will help you pitch outside of formal pitch meetings, say, at a networking event.
• Don't get caught up in the wording of your pitch. Maybe you wrote something great on those note cards. Shakespearean even. If you sound like you are reciting a speech, you will lose interest. This isn't a speech, it's hopefully a conversation. If you fumble a word or two of your memorization, remember this: no one knows what's on your note cards. No one knows your script, so they won't know if you get something wrong. So don't get flustered. Because the only way anyone can possibly know if you got something wrong is if you show it all over your face, or if you correct yourself. However, if you've been calling your main character Jack, and then slip into his name from a previous draft, Steve, correct yourself so the execs don't get confused.
• SMILE! Even if you're shaking inside, a smile will make you come off as confident and enthusiastic. It will also relax you. You know that trick that if you're on the phone with someone you can't stand, you should smile, because it will make your voice sound happy? It works in real life too. Fake it til you feel it.

Next up, the difference between selling and a conversation, plus words you really shouldn't use.

Pitching #1

We're writers, right? We like to sit by our computers typing away, not really doing the public speaking thing so much. But when it comes to getting someone to read our scripts, or better yet, buying our scripts, we have to talk it up to them. We have to pitch.

A lot of people get really intimidated by the idea of pitching. Telling someone your 110 page story that you've slaved over for months in only a few short minutes? How can you possibly get it all in there? Plus, what if they hate it? Won't you just be utterly humiliated?

Not if you follow these tips. I'm going to do a short series on pitching over the next few days or so, with some techniques and guidelines.

Let's start off with the three kinds of pitches. First, there's the elevator pitch, which is a 30 second pitch in case you randomly bump into someone, say in an elevator. This is generally impromptu, so it's good to have something always memorized in the back of your mind. This pitch should include the main character, the journey, and how the script ends. If your story works, this should be a breeze to figure out. I found that I had some trouble with my elevator pitch until I really figured out the heart of my story. What is the most important part of your character's journey? The inciting incident, the main obstacle, and the ultimate goal? Practice this pitch on your friends, in networking events -- this should be your answer to "Oh, you're a screenwriter? What's your latest project?" No one wants a long answer. The key is to leave the person wanting to read your script. Remember to smile. If you're excited about your pitch, they will be too. Just an aside -- it's a good idea to have elevator pitches prepared for 1. your current script 2. any previous scripts 3. yourself. Come up with a personal pitch for networking events. This should include your current job, the fact that you're a screenwriter, and the script you are working on. Unless your current job is more interesting.

The next pitch is the 3-5 minute pitch. It's for a script you've already written. This should have more details than the elevator pitch -- the act breaks, major story beats. Mention your protagonist and maybe some other main characters. Make sure you get to the end of the story. No one wants a hidden ending, an exec wants to know the twist ending before they read your script. Imagine if The Sixth Sense had a different ending -- would it be the same movie? The twist can make a movie, so don't leave it out. The way you tell the story should be indicative of the tone. The funniest comedies are funny to talk about, the best dramas are dramatic just in story. I'll be talking a bit more about this pitch in upcoming posts. It's the most common for new writers, and also is a follow-up to an elevator pitch that has established proper intrigue.

The third is the professional pitch. This is 15-20 minutes and it's usually to get a check to write the project. So it's not really going to happen until you're more established. This includes a lot of detail, everything in the 3-5 minute plus more supporting characters and other incidents. The general idea is to tell such a good story that someone pays you to write it.

Notice that none of these pitches include the marketing strategies for the script. You may be able to throw some of that in during a professional pitch, but for the other two, it's best to let your story speak for itself. There are marketing people to decide how to find a target audience. Your job as a writer is to tell a good story. And if your story is good enough...finish this sentence please...your audience will find you.

Check back for upcoming posts on the specific elements of the pitch, strategies for delivering the pitch, and what it takes to sell a pitch.