How to Pitch with Clarity and Confidence

Following in the footsteps of Dave Noll and being inspired by recent posts by Audrey Knox, I'm sharing advice on how to become more confident when pitching.   I pitch constantly. Whether it’s my catalog of IP to partners for translation, or pitching that same list to audiobook and podcast partners, or pitching to film/TV (studios, production companies, investors, etc.), pitching book club, panels/workshops/conferences, or media placement for myself, an author, or book client, etc. I am constantly pitching. In my business as a publisher and lit agent, I'm pitched to by agents bringing me their clients’ books and writers seeking representation! This is not to mention my consulting work which REQUIRES ME TO PITCH! So take these below tips, and use them to your advantage! KNOW YOUR STORY: Be ready to sell yourself AND what you’re pitching. Be prepared to talk about yourself, your goals, and your achievements in a concise yet interesting way. BE PREPARED: Be on time, early even. Memorize key points of your pitch. Practice. Test audio and video equipment prior to the meeting. Dress well and comfortably. Remove distractions! KNOW YOUR CONTACT: Learn all you can about the pitch target (business-wise), and let it inform your approach. BE PASSIONATE: Demonstrate your passion for the subject matter, genre, etc. Show off your knowledge in a non-cringe way. BE POSITIVE: Do not pitch out of desperation or a need to sell something ASAP or else you are going to be homeless. Do not bad-mouth others or put down successful creators in your genre/market. Sell without being negative. ASK QUESTIONS: Ask questions, even if you already know the answers. Be actively engaged. Make the pitch a conversation. Seek to understand what your pitch target wants/needs. Get to know them and what it might be like to work with them. Express interest in their job/role, their preferences, and what attracted them to you or your work. BE PROFESSIONAL: No matter how they present themselves, remain professional. That means, no cursing, no chewing gum, no background noise (if remote). I once had a meeting with a development exec who took the meeting from his bedroom with his unmade bed behind him. So not the vibe. FINE-TUNE YOUR PITCH: Write your pitch. Practice your pitch. Try variations of your pitch.   DON’T GIVE UP: The entertainment business ebbs and flows in terms of what’s in and what’s not. Execs are very busy. Be patient but persistent. Find the balance between the two that yields results in your favor. FOLLOW UP: Don’t be afraid to follow up. Sometimes, execs need a nudge or a reminder to get back to you or to read what you sent. When you nudge, be respectful, be kind, remind them of who you are and when you sent something (exact date to help them find it), and ask when you can expect to hear back. Of course, thank them for their time. Good luck!

A decade into my sales career, and I still get just as nervous for big presentations as I did as a new AE. The difference is that now I have a proven preparation method that guarantees a smooth, confident delivery. Here’s how I prepare to ensure I perform at my best: Two days before: - Review prep materials/research to determine what is top of mind for attendees The goal is to identify the top outcome they want to drive and the biggest pain they want to solve. - Identify my one takeaway that ties back to my audience’s “top of mind" If the audience only remembers one point, what do I need it to be? - Build a talk track to emphasize my primary takeaway They'll forget what they hear while remembering what they feel. I build my talk track around the question, " What do I want them to feel that is associated with my main takeaway?" One day before: - Practice until mostly smooth, with minimal reliance on notes The timing here is extremely intentional: sleep reinforces learning. One night’s rest between practice and presentation allows my brain to cement the flow. If I'm 80% polished the day before, simply sleeping and waking up gets me to 95%. Brain science is cool. Day of: - One more walkthrough, with emphasis on tonality (where I want to pause for emphasis, etc.) At this point, I've mastered the material. I know what I want to say. I just need to polish how I want to say it. Then, I enter the call with the confidence that stems from preparation. Regardless of your experience or comfort presenting, you should never outgrow the need to practice and prepare. Next time you have a big presentation, try this framework. I bet you'll deliver a more confident and impactful message.

I used to panic when I was asked about my solution I turned fear into confidence by internalizing 3 basic questions: - Can I explain what my product does to my grandma? - Do I know how this helps the personal needs of my clients? - Not marketing speak, what is ACTUALLY unique about us? Fumbling questions to an engineer is not the answer your prospects are looking for I started winning a lot more deals once I took this seriously Practical things I did to help that you can do too 👇 1. Use it yourself if possible. Plain and simple. Feel the value yourself. 2. Take someone out to lunch that is seen as an expert in the product and deep dive 3. Go on-site or ask to speak to customers about how the product makes their lives easier 4. Shop around on sites like G2 that offer insights into the competitive market 5. Test your knowledge by asking your leader to run through mock situations with you This is what worked for me What worked for you? Let me know in the comments👇