Never Fear! How to Get Control of your Nerves When Pitching to Execs & Producers

Hi All,

Even though most in-person meetings are on hold right now, Zoom pitches are still going strong. Some screenwriters find that this new ‘pitch in your pajama bottoms’ approach makes them more comfortable and relaxed; but if you’re a screenwriter who breaks into a cold sweat at the very mention of the word ‘pitch’ (virtual or otherwise) this info can help.

Now a little fear can be a good thing. It can help keep you focused and on your toes. Some screenwriters actually find when they’re a little nervous they think faster, come across wittier, and feel more ‘on their game’. The problem arises when the fear is debilitating: when it overwhelms you and ends up ruining your meeting.

Here are 6 tips for ‘lowering your fear level’ when pitching to execs and producers (whether it’s virtually or in person):

1. Don’t Let Your Imagination Get the Better of You – Use it to Your Advantage

Pitching is full of unknowns. You are presenting your work to people you have never met before. You don’t know if they’ll be into your idea, if they’ll pay attention, or if you’ll end up tripping over your words and melting into a puddle on the floor due to sheer embarrassment - I’m pretty confident that last one won’t happen, but I’m sure a lot of you have had similar, overly-dramatic ‘worst case scenarios’ cross your mind when faced with a pitch. When we’re imagining a future unknown event, we tend to fill those ‘unknowns’ with our fears. One way to combat this is with visualizing. I know this might seem woo woo, but it’s worked for me and I’ve seen it work for hundreds of others. Visualize yourself pitching. You’re centered, enthusiastic and the people you’re pitching to are leaning forward. They’re really into it, and you’re in the “zone”. Picture this in detail, feel what it feels like, and do this visualization at least a couple of times a day leading up to your pitch. It can make a difference.

2. Being Super Prepared By Practicing Will Definitely Help With The Nerves

One thing that can help is practicing your pitch beforehand. My friend, DJ Nash, a very successful TV showrunner and amazing pitcher, wouldn’t think of taking a pitch meeting without practicing at least 40 times. The challenge is to know it backwards and forwards without sounding rote or too rehearsed. What I tell clients and mentees is: write out your whole pitch, word for word, then put it in bullet points and practice from the bullet points. This way you have room to improvise a little and still get everything across that you want to say.

3. Sit up Straight

You might be rolling your eyes at this one, but ‘power poses’ exist for a reason. Confident body language can help lower your anxiety. Just by sitting up straight and using your hands to help convey your point can actually raise your confidence. When you first log into Zoom it might feel very fake and a little silly, but as the meeting goes on your brain (and nerves) can actually adapt your state of mind to reflect the state of your body. It sounds crazy, but it is possible to get a dose of confidence from the outside in.

4. Deep Breaths

When you’re scared your breathing reflects your fear. It gets shallow, up in your chest, and speeds up. This can show up in a pitch in some weird and unfortunate ways: you might speak a lot faster than you usually do - you might actually speak faster than you think, leaving you tripping over your words. Or, you might be continually making nervous gestures. One writer I know played with her hair, tucking it behind her ear constantly and unconsciously. It was really distracting. So, what do you do to avoid this? Take a deep breath. Practicing a few moments of deep breathing before a pitch (or a few moments of meditation) can help ground you and your breath. I suggest taking 3 deep slow breaths, in through your nose and out through your mouth right before you turn on your camera. You can also take a deep breath during the pitch as a bit of a ‘reset’ if you fumble your words, or get nervous when someone asks a question - just take a deep breath, re-center and get back on track.

5. Get Rid of the ‘Me vs. Them’ Myth

The stakes of a pitch can feel especially high when you start thinking of executives or producers like ‘Hollywood Gods’. They’re not. Yes, they have the power to buy your show, or hire you as a writer (and that can be intimidating) but in a lot of ways they’re just like you. They have families, bills to pay, and are probably also doing this pitch meeting in their pajama bottoms. Mentally bring the people you are pitching to down to your level. Don’t get me wrong, you still need to show them respect, but try to see them more like equals than ‘Hollywood Gatekeepers’. When you feel like you’re talking to an equal, conversation usually flows a lot easier, and you have less fear of just being yourself. And… if you’re in the room pitching, it means they like your work, and they WANT the pitch to succeed.

6. The Best Pitch is NOT a Pitch

The best pitches don’t feel like a pitch at all, they feel like great conversation. Think of it like buying a car, when a car salesperson feels like she’s selling you something it can feel forced, and off putting; but when it feels like she’s just talking with you and just happens to give you the details of the car through the conversation, you are probably more apt to buy a car. Learning to present your pitch in a conversational way can do two magical things: 1. It will help your pitch sound more intriguing (a presentation that feels too rehearsed can feel stiff and a bit ‘disengaged’), and 2. It will help you create a less stressful atmosphere. As I said, rehearse your pitch, but give it room to breathe and keep it flexible, more like a great conversation rather than an overly structured performance. 

Now go out there and break a leg!

How do you overcome fear when pitching or presenting your work? Let me know @CaroleKirsch!