David Marlett has been blogging over at Moviemaker.com with some great articles on film financing. This week he touches on something that's the opposite of what you'd think would be a selling point in a pitch meeting: honesty.
Marlett actually considers honesty to be a key ingredient of the sales pitch. (Doesn't honesty in sales sound like a kind of oxymoron itself?)
His attitude in terms of laying out the possible return on investment scenarios for investors reminds me that "people don't want to be sold to...they want to buy." Investors don't want to be hustled or fast-talked. They know if it sounds too good to be true it is. If I had a dollar for every producer I met who said that the movie they were developing was going to snag an A-list actor, an Oscar winning director and make a boatload of cash, well I'd have nearly enough money to start shooting the crazy Bollywood movie.
We're so hardwired to sell, sell, sell it's useful to reflect on how much we stand out by acknowledging that we don't have all the answers. We lift ourselves out of the pack by simply confessing that the final fade out of a movie's run might not be all of its investors sipping champagne on private islands from the movie's theatrical and DVD sales earnings.
But hey, not too much reality. We're in the dream business... We have to pull off the balancing act that requires us exciting a prospective investor at the same time as we (ironically) build his or her confidence by acknowledging we could come up short.
Check out the post here if you're producerly inclined.
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