Nate FedermanYou’ve got a great idea, but how do you convince others of just how great it is? Surely, it’s a meritocracy and best pitch wins, right? Wrong! So this week’s #Scriptsky #Screenwriting thread is on HOW TO SELL THE SIZZLE. The little things you can do to get others onboard with your idea.
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Let’s start simple. Eye contact. You want to look people in the eyes when you pitch to them. Why? If you engage with them, they pretty much have to engage with you. If you look away, you create a permission structure for them to look away. Just don’t make creepy eyes at them. ‘Cuz that’s creepy!
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My awesome coworker, Carson, was pitching a new story this week. When Carson pitches, he gets this mischievous smile and looks like he’s on the verge of making himself crack up. It feels like he’s letting you in on a secret. He’s having fun and that energy is infectious! Now we’re all having fun!
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The opposite is also true. If you’re visibly stressed, talk too fast, don’t show any emotion, or look like you’re having a bad time, your audience is going to feel anxious. Avoid that negative feedback loop. And remember: they want to like your idea and see you succeed. Seeing someone bomb sucks!
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Can you memorize your pitch or read it verbatim? Sure. But here’s the key: you want it to seem like some of this is spontaneous. It’s a magic trick. But the more rote you sound, the more it shatters the illusion that you’re just talkin’. Actually, that we’re just talkin’; this is a conversation.
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And part of selling an idea is making the person I’m selling it to believe that it’s our idea. We’re collaborating. People want to be a part of the creative process. Give them that ability. Invite questions. Let them riff. You don’t have to take all their suggestions, but you can consider them.
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When I pitch ideas, I usually start with a quick personal anecdote that’s connected to the idea. Could be a person, event, or theme. My thinking is twofold: 1. Demonstrate why I’m the person to tell this story. 2. Get the pitch off to a good start with a story I know is engaging. Prime that pump!
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Once you know you’ve sold the idea, wrap it up. I’ve seen so many writers pitch a story idea that everyone is into, but then they keep adding details… details we start to bump on. Suddenly, the killer idea feels problematic. My agent is fond of saying, “Don’t buy back what you’ve already sold.”
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Okay, my wife is headed to a seed swap and I gotta parent and run errands. Maybe I’ll circle back and add a few more thoughts later. Got any more tips? Drop a comment. I would assume this stuff is applicable to more than just TV writing, because it’s all based on human psychology.
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