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The basics of pitching are so simple that even a child could do it. So why do I feel like it's pulling teeth? A minute and half is not a lot to tell a story that takes close to 400 pages to write out.
It can be done. However, as I look on my PRO-Class and AskAnAuthorPro e-mail loops, I realize that the basics aren't what I need to remember. What makes me nervous is selling the author: me. I not only have to have a story to tell, I have to have a bit to say about who I am, what I think of my writing, and what I think of the person to whom I am pitching.
Am I nervous that the editor and agent won't like the idea of my story? Certainly. But, I'm consoled by the fact that the writing will speak for itself and a request for at least a proposal is not out of the question.
Doesn't that take the pressure off? It does for me. All I have to do is talk the book for a minute, talk about me for 30 seconds, then shut up, turning the balance of the appointment over to them.
Here's a baker's dozen to-do list for pitching, some coming from others, some from myself, some just plain common-as-mud sense.
- Make eye contact--nothing makes a person more uncomfortable than another person who can't seem to look them in the eye.
- Know who they are -- Walking in and saying, "You were my second choice," never won anybody brownie points. Make this personal for them, let them know you wanted this appointment with them in particular and why.
- Shake their hand -- develop a nice firm shake, not a limp dead fish, not a bone-crusher. Studies have shown for years that a firm handshake at an introduction as well as the ending thank you puts you in the category of memorable and likeable. Would that the rest of the pitch could be so easy.
- Be interested in what you have to say -- no one will want to hear you if you bore the pants off of yourself.
- Actively listen to what the editor/agent says or asks, then answer concisely -- not easy for me. So I practice snippet replies, so I have a stock answer at hand for when my brain takes a flight to South America while I'm supposed to be pitching.
- Put your business card strategically on the table, name facing the editor/agent -- especially at a conference when a dizzying amount of people float in and out of appointments. Your name will probably be forgotten just from information overload alone. (I read this in an email and I'm sorry, I can't find it now. When I find the name, I'll happily give them credit.)
- Leave your family, kids, pets, health and financial situation at the door -- you only have one minute to make a first impression. Make it professional and make it about you and the industry.
- List your industry credits, even if it's only to say you are in a writers organization.
- Pay attention to body language, both theirs and yours -- You can tell if someone's closed or open easily. If their eyes glaze over, you've lost them. If they cross their arms, they aren't open to what you're saying.
- Have a proposal to hand them, but offer to mail it to them -- how much stuff can they carry in their baggage, really?
- Give them your business card
- Ask for one of their business cards
- Say thank you, not only at the end of the interview, but snail-mail them a hand-written note -- agents and editors see a lot of e-mails and type-written letters and manuscripts. A hand written note says personal and stands out from the other text they see every day.
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