HBL Creative

There are a lot of tough things about this writing business. But none strikes fear into the hearts of writers more than verbally pitching a project to potential producers, studios, broadcasters or other industry folks. 

The thing about verbal pitching is you have to use your body to do it. When writing the screenplay itself, and even crafting the pitch materials is generally a mental exercise. Pitching is physical and you feel it in your flesh. 

As a socially anxious person who was forced by circumstance to do a shit ton of verbal pitching, I’ve learned a few things about how to survive these fraught situations. 

Here’s a loose assemblage of my findings:

The Power Dynamic is in Your Head

I think a lot of what makes a verbal pitch torture is the baked-in power dynamic. It’s easy to think of these meetings in draconian terms. We (the artists) are the paupers begging for crumbs from the ruling class (the industry). But over the years I’ve learned that a rather simple shift in mentality can drastically improve your pitching experience and even the outcomes. 

After years of sweating through my verbal pitches, I came to a startling realization. The people I was pitching to were just that, people. They have a job to do, just like me. They have a boss to answer to. They have kids. They have social anxiety too. And here’s the crucial bit: they need content. They truly do want – even need –  to find a movie or TV series that fits their mandate. 

Once you remove that power dynamic, and begin seeing the producers, studios or network execs you’re pitching as just people doing their jobs, you’ll feel a lot more at ease discussing your project. 

Eat Breakfast

Like I said, verbal pitching is a physical endeavour. Be sure you meet your physical needs before the meeting. Do not go in there with a belly full of caffeine and a bladder full of piss. You’ll be a jittery distracted mess. 

If you are doing an event with back-to-back pitch meetings, pack snacks and water.  This might be the mom in me talking but, dress in comfy layers. You may get sweaty, so you’ll want to be able to adjust.  Forget the heels, they don’t care about your outfit. 

Make eye contact

I still struggle with this but it’s important. Look these people in the eyes. Smile. You should be passionate about the story you’re pitching. So connect with your audience, and bring them along on the ride. 

Watch for body language and follow the cues. If you’re connected you’ll see them glance at their watch or phone. That means they’re losing interest and it might be a good time to slow down and ask them a few questions. Or they might nod and lean in. That’s your cue to keep going. 

Pitch Yourself First

At the very beginning of the meeting, there’ll be chit-chat. You know, weather, traffic… At a certain point, the business must commence. So either they’ll prompt you with a question like “Tell me a bit a yourself” or you can launch into “Let me start by telling you who I am.”

Have a very short and fun intro to yourself ready. Craft it. Write it. Memorize and Practice It. It should include:

• Your full name (they may have forgotten it)
• Any impressive recent achievements. My last film premiered at TIFF or won a Pulitzer or aired on HBO. I was named top 30 under 30. 
• Your VIBE as a writer or filmmaker. Themes in your work. The genre you work in. 
• A piece of interesting biographical info that makes you stand out “My parents were carnies and I grew up in a travelling circus” And if you come from a racialized or marginalized group and if you’re comfortable you can mention that here too, especially if it relates to your project.

Pitch It

You want to keep this pitch short and conversational. Everybody’s different but I like to write out a script and practice it. That doesn’t mean I’ll just launch into a 5-minute speech, but I’ll have all my most crucial points handy. The language I want to use will all be there at the tip of my tongue.

I usually start with “I’ve got a bunch of projects in development but I’m here today to talk about…” Then you give your title and logline. It’s a psychological thriller about XYZ. Or it’s a romantic comedy about XYZ.

Pause. Read the reaction. Let them know they can jump in with questions or comments along the way. Then continue. Here’s where you go into details about the characters, the obstacles and set pieces. If it’s a film, tell us how it ends. If it’s a series bring us up to the end of season 1. 

Finish with the themes and your connection to the material. What’s the story REALLY about? Why is it important to you and the world right now? 

The whole thing should be 5-10 minutes depending on the length of your meeting. But be prepared to speak at length about it, and answer lots of questions. 

Make it a Conversation

Make the meeting about more than just this particular project. Pitch yourself as a creator and learn what they’re all about. That way it’s not a complete loss if they pass. You’ll have made a contact who may be interested in working with you at a later date or might be willing to introduce you to other industry people down the line.

Remember this, you are also interviewing them. You are looking for the right fit for your project too. So ask questions about the work they do, their process, and their goals. Not only does this take some of the pressure off you but it shows your interest in them and gives you opportunities to connect on topics outside of the project. 

Follow up 

Once the meeting is done, be sure to follow up the next day with a quick email. Thank them for their time, and attach any support material you may have like a pitch deck, sample or reel. 

Let them know you’d love to keep the conversation going. 

Then wait.