The Ten “Laws” of Pitching

Here are some laws of pitching according to the director of film and TV at Buffalo State Jeffrey Hirschberg:

KNOW YOUR AUDIENCE (WHO YOU’RE PITCHING TO)

Always ask the exec what they’re working on, what types of scripts / genres they are looking for, etc. Say you have a Rom Com and a Horror pitch in your back pocket – how the exec answers these questions might impact what you say.
Understand the four quadrants (Male and Female 14- 25 and over 25) and the audience your story is intended to attract.

KNOW YOUR CHARACTERS

Your heroes and villains should be roles that will be attractive to A-List actors or actresses. Think big characters; not necessarily big budgets.

KNOW YOUR STRUCTURE

Producers and studio executives are very familiar with classic three act structure – speak their language and you will keep them engaged.

KNOW YOUR FOUR TS: TONE, TOWN, TIME AND THEME

Is it a drama based in present day New York City about unrequited love? Find a way to get the four T’s into one sentence. This technique will also help you craft your logline.

LESS IS MORE

Don’t pitch every story beat. Engage the exec and make him / her part of the process. The more they feel a sense of ownership, the more they’ll fight for you and your script.

ENTHUSIASM COUNTS

If you don’t demonstrate that you believe in your pitch, the exec will never believe in your pitch.

THE BUYER IS ALWAYS RIGHT (ALMOST)

If the exec makes a suggestion, don’t dismiss it. See if you can incorporate his / her vision into your story without losing your vision. Tell them you’ll think about it.

PAINT THE ONE SHEET

You’re working in a visual medium. Execs love to think beyond the pitch and how they can sell a film. Paint the picture.

PAINT THE TRAILER

NEVER ANSWER A QUESTION WITH “I DON’T KNOW”

Execs want to know you’ve thought out almost anything they can throw at you. Thinking on your feet is critical.
Will these “Laws” work for every situation? Absolutely not. But, hopefully, you can use the above as guiding principles to help you sell your next project… and sell yourself.