Actually, things are so much more complicated than that. “You come up with a brilliant phrase about what it’s going to be. There is a danger of being reductive in a pitch, says Shindler. Once she talked through the beauty of that story, everyone was won over.” They met up and on one day fell in love again and decided to get married. “What Sally did so brilliantly was set up the idea of two people who fell in love when they were 15 and hadn’t seen each other for years. She says that Last Tango in Halifax was a tough sell because it was a relationship drama about two families, rather than a cop drama or another genre piece. ![]() Nicola Shindler, founder of production company Red, says you have to show sincerity when pitching. It shouldn’t be flash it should be sincere. Nicola Shindler, founder of production company Red, which has been behind everything from Queer as Folk to Happy Valley, says: “If you genuinely love something, you’ll talk about it in a way that shows how it would work on television. “One of the biggest points of difference between a successful pitching team and an unsuccessful one is the extent to which the client thinks that team is a unit, that they get on brilliantly together.”Īcross industries, sincerity is the one thing everyone appears to want in a pitch. He says that the chemistry between the people pitching is crucial. We’ve got an opportunity to talk to a brand owner and they are fascinated by what we think.” “We prefer to look at a pitch in that respect. “I remember someone telling me once, with a job interview, that you could either look at it as a terrifying moment where your whole life turns on it, or as one of the few opportunities in life when someone is going to spend half an hour just talking about you. ![]() Golding, for one, tries to relish the opportunity to pitch to a client. That’s very important in our training, to always think: ‘How am I feeling and how am I making the person in front of me feel?’” Zangs says that human beings are very empathetic: “If someone is anxious or very excited, we feel that as well. Part of the battle is feeling good while presenting. “If the movements are aligned with what we are talking about, the brain has a lot more space.” There is a lot of adrenaline, so the body can become very agitated or very numb.” She suggests putting feet flat to the floor, if sitting down, and using hand gestures and head movements to calm down. “A lot of the time when we are pitching, it’s very overwhelming. Zangs says that movement, correctly controlled, can help combat nerves. Sometimes it’s the errors that make it an outstanding pitch – the things that go wrong and how well it’s recovered Deborah Meaden ![]() Both are choreographers and use their background in dance to help clients to communicate better. Emma Zangs and Mariana Marquez founded Metaspeech, which runs online courses teaching tech companies how to pitch more successfully. That is where training can come in helpful. If people are nervous and cannot present, “the client is left thinking: ‘These guys didn’t have much faith in their own work,’ and that’s very important. The same is true in adland, says Golding. Dragons’ Den star Deborah Meaden has witnessed hundreds of pitches.
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