The Pitch
Tell the buyer the name of the script and the genre. Give him your agent’s name, if you
have one. Keep eye contact throughout your pitch. If there is more than one executive,
some experts advise that you pitch mainly to one person. Hook the executives with your
best idea first. Excite them! Keep your pitch entertaining. Put on your best acting and
storytelling performance. Use your hands to gesture; use your face. Executives are
more likely to buy an idea that is fun for them, too. Pitch in the style of the series or
story you’re trying to sell. If it’s a comedy, pitch the fun of that series or story. Try to connect
emotionally.
Maybe the buyer didn’t think she needed a project like yours before you arrived, but
make sure that she needs it before you leave. Don’t give too much information. The more
you say about a project, the more reasons someone might find to reject it. Do be prepared
to pitch three or four brief episode ideas, if you’re asked. Adjust your pitch to the interest
level. Change your tone of voice to wake up lagging interest. If you’re told that the company
already has a similar idea in development, stop immediately and go on to the next idea.
Don’t pitch more than three or four ideas. Let the executive know that the pitch is over by
asking her if she’d like to read the series bible or if she has any questions.
When your pitch is over, let the executive talk. Be prepared to answer questions like these:
- What’s the basic concept? (The logline version.)
- Who’s the star?
- Who’s the main villain?
- Why is your series or story different? What’s the twist? What’s the hook? Why is your
project exciting? - How does this relate to the child viewer? Why will she like the series or story? How
do the characters relate to her? Why does she care about your star?
Can they work with you? They are judging you. You don’t want to do or say anything that
will give a negative impression. Be honest, be positive, and go with the flow. If you don’t know
the answer to a question, say so. Tell the development executive that you’re not prepared to
answer that question right now. You can call back with the answer. If an executive interrupts
you with a new idea about your project during the pitch, go with that. Even if they hand you
something entirely different, run with it and don’t look back.An idea that a development exec-
utive just gives away is an idea that she wants to buy. Fight for what’s important to you, but be
willing to make changes. There will be many changes during development.
Hand the executive a copy of your bible as you leave. Thank her for her time.
After the Pitch
The next day you may want to send a thank you letter. Thank the executive for her time.
Reinforce any major selling point. Answer any question that you were unable to answer at
the meeting. I know one writer who encloses (or leaves behind) a stamped postcard with
the title of the project, his name as developer, and a line that mentions that this project was
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