Pitch Meetings Structure Stage 4: Deliver the “improvised” component of your pitch
Pitch Meeting Stage 4: Q&A
The goal: to deliver great answers to questions
The way to do well in this stage is to anticipate likely questions and prepare answers in advance.
The trap: getting defensive
If the buyer is genuinely interested, you are likely to be asked a number of difficult questions (even trick questions).
It’s likely that they will hone in on the areas where your pitch is weakest. If you get defensive, you lose. If you can’t handle some difficult questions at this stage, the decision-maker isn’t going to want to send your script to stars, directors, and producers–because they’ll have questions, too.
Key tactic: keep track of what you’re asked
When you’re testing your pitch in advance, listen to what your feedback group asks you. Every time you’re asked a question about your story, that’s an opportunity for you to prepare a great answer to that question for the next meeting.
PROCEED to STAGE 5
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Pitch Meetings Happen In Five Stages
- In Stage 1, you build rapport and warm up the room.
- In Stage 2, you ask questions and listen to show respect.
- In Stage 3, you deliver the prepared component of your pitch.
- In Stage 4, you deliver the “improvised” component of your pitch.
- In Stage 5, you ask for one thing if necessary and leave on a good note.
