The following is something I wrote for the writers program at the University of British Columbia when I visited them as a guest speaker. The students all took turns pitching (or selling) me one of their projects. I wrote down some thoughts for them about going out into the world as a professional, and turning your pitch meetings into a positive experience, and avoiding some of the potential pitfalls. So here it is – part two:
KNOW THE PERSON/COMPANY/BROADCASTER YOU ARE PITCHING!
What is the type of project you are attempting to pitch? Is it comedy? Do they do comedy? Is it a feature film? Does the company produce features? Is it a ½ hour format? Is the broadcaster’s schedule full of hour programming? Do they make feel good family fair, and you’re gunning to sell them the next Nine ½ Weeks? (that’s soft porn for those of you too young to remember it.) Do your homework!! I am constantly seeing people attempting to pitch stuff that doesn’t fit with company and broadcaster mandates.
There is nothing more embarrassing for someone to be told – “We don’t make that kind of programming”. How many times over the years I’ve been witness to this horrible display. The offending party can often be heard exclaiming, “Ohhh!”. That’s pretty much all they can manage to say. Then they stare blankly at those in attendance for a minute. They usually don’t say anything further because they weren’t prepared for that response….and, (as discussed in Part 1), they didn’t have a back-up project to pitch. They mumble something like “Okay”, or “Sorry”. Then they stumble away.
Nothing can ruin a cocktail party quicker than the awkward silence after someone’s decided to make an approach, do an impromptu pitch, and has then walked away leaving the pitchee staring into their wine glass contemplating why…oh god why…can’t more people spend five minutes perusing their website? Educating yourself is key!
THE RENDEZVOUS
Much of the time we’re not conducting meetings in an office setting. We’re doing them in bars, restaurants, and the always-dodgy Delegates Lounge at markets, which are full of dozens of other people like yourself perched at little tables attempting to look interesting. As ridiculous as this may sound if you’re meeting in a public place, try and get their first to scope it out. If you can’t find a comfortable and quiet place, at least you can take the seat you want. In other words you want the person you are pitching to be sitting with their back to the room, with nothing but your charming mug to look at.
Most individuals in the industry are highly professional and courteous. But every once in a while you will run into somebody who appears to be so hopped up on caffeine they can’t focus. There’s nothing more disconcerting than trying to tell your idea to someone whose eyes are darting around the room faster than a pin ball.
To that end if you take goodies to a meeting like a one sheet, or even a business card, do not hand them over until after the meeting. It’s human nature. If you put something in front of a person they’re going to want to look at it. NOW. They’ll be examining the font you used, picking up the document, rolling it into a funnel, tapping it on the table, feeling the parchment. People are curious monkeys. Make sure they’re listening to you, and aren’t distracted while you’re trying to sound captivating.
DO THEY HATE YOUR IDEA OR ARE THEY SUFFERING FROM GAS?
Never be affected by the facial expressions someone makes while you’re pitching them. We are always looking for clues as to how we’re doing. Forget about it! People pull the strangest faces. Often the, “What a piece of crap” look can be unbelievably similar to, “What a fantastic idea!”
I did a pitch once, got midway through it, glanced at the broadcaster, and I swear she had a look on her face that said the coffee and croissant she’d had for breakfast that morning was getting ready to make a re-appearance. I started to lose it! “I’m going down. There’s flames coming out of the engine, the cockpit is filling with smoke.” I was getting ready to make a grab for my parachute and bail!! Suddenly a calm came over me. I told myself that I liked and believed in this project, and that I shouldn’t be questioning myself. If she didn’t like it, that was okay. I finished the meeting, managing to keep myself under control. Then I began plotting my retreat to the hotel bar for a stiff drink. She suddenly said, “You know I really love this project. We’d like to develop it.” I almost fell out of my chair. It was a big lesson for me. The person might have gas, or a bad rash. You don’t know. Some people just make strange faces when they’re concentrating. Don’t let it phase you!!
PITCH WHAT YOU LOVE
I’m sure you’ve been beaten over the head with this, and told it a thousand times. But I’m going to say it one more. Attempt to make what you love. Pitch what you love! The industry is full of people attempting to remake other people’s stuff under the guise that it’s original.
My life was a living hell for two years after Pulp Fiction came out. I was sick to death of reading scripts that were hyper violent, peppered with foul language, with attempts being made to come up with some strange lingo that sounded hip and cool. There were shootings, and car chases…everything felt false, and every script screamed that the writer was trying way too hard to create something they didn’t really feel in their heart.
This is the common thread I’ve noticed over the years. Whatever the latest and greatest thing is, you will suddenly see a barrage of poor imitators trying to ride the wave of what they think will sell. People know when they’re hearing something authentic. The industry is starving for good material. If you can manage to be honest, and pitch stories that are raw and real, that come from your gut you will be WAY ahead of the game!
JUST “BE”
And finally just “be”. Be who you are, be authentic, speak in a way that makes you comfortable, don’t try to put on airs, don’t oversell yourself and your experience, show them what you’ve got, and most importantly be 100% committed to believing its worthy and worthwhile. Because if you aren’t convinced how are you going to convince somebody else? You have to be mentally committed to the fact you’ve got something good on your hands….maybe even great and that other people are going to want to get behind it.
Excitement, enthusiasm and passion show….and they are contagious. So be excited about it! Be enthusiastic! Be passionate! Just BE and stop worrying that you and your work are not good enough. We’re our own worst critics so stop it! There’s enough rejection in this industry to do your head in so don’t add to the misery! Don’t do it to yourself too.
You might have to knock on a lot of doors but one of those doors might eventually open to you. And while you’re knocking on those doors you’ve got to keep your morale up. Don’t let a “No thank you”, destroy your self-esteem or your belief in your project. Not everybody is going to appreciate it. Not everybody is going to see its value…but that doesn’t matter, because all it takes is one YES. One is all you need.
If you’re feeling low remind yourself about the story of J.K. Rowling who is responsible for the most successful children’s book and movie franchise in history, Harry Potter. Her first book was turned down…over and over again. Yet she kept sending it out. Until one day one of these naysaying publishers finally had the bright idea to give the book to an actual child to read to get their reaction to it….the rest is history.
Maybe somebody just doesn’t get what you’re selling….that’s okay…somebody else will…so don’t give up! Keep going, keep asking for meetings, keep pitching people and one day magically the door will open to you because you’ve managed to locate the person who sees and understands your vision and wants to help you see it come to life on screen. Keep plugging away at it, keep being your best self, and that dream will become a reality!