How to pitch to publishers – Hendrik Lesser, Remote Control Production
Before going into how to pitch you need to know what a pitch is
The pitch is basically you asking someone to give you a large amount of money to make something that doesn`t exist yet - but should!
Since you want something from the other person, you really need to understand WHO you are talking to. You won`t pitch adult games to publishers who specialize in kids games, for example.
Yes, we know this doesn`t make any sense, but the sad fact is that we still see people doing it.
Do not underestimate the power of a good pitchdoc
Usually people are 10 minutes late and you will be left with only 15 minutes, so you need to have something that gets the point across as quickly as possible. Due to time restrictions you can`t go fully into the presentation and present everything you would want to. Instead you have to be aware of the time the other person has available.
The best is to install the demo to your tablet and show it everywhere you go to. Some people still insist on taking loads of equipment to the presentations, but these days that is just plain silly.
10 steps you need to take when preparing for a pitch
- Make a short summary of your game and its main features
- Bring a video or a playable demo!
- Know you game inside out
- Specify your target customers
- Know every publisher you meet
- Know your budgets
- Prepare a blazing fast elevator pitch
- Prepare a mindmap of the key elements of your presentation
- Practice your public speaking skills and body language
- Deal with the NDA stuff way before the meeting
Never say "I don`t know" to a publisher
You WILL be kicked out of the meeting room if you do so, but if you`re not then you will get a rubbish answer. Know your figures before talking to publishers or investors.
If the game is complex then the elevator pitch can also be a bit longer, but not longer than needed. Don´t go into the details of the storyline and finish with a "but the princess is in the other castle" ending..
Keep your expectations in check! Don`t be over confident, expect to make a mistake or few and don`t take it personal when your project fails. Act like you want, but don`t insult people.
5 tips on presenting an idea
- Be confident and convincing
- Visuals - simple and bold
- Sell yourself and your company, not the idea
- Show PASSION
- Present the benefit of a collaboration and create win-win scenarios
Do
- Say yes to the publisher
- Read people`s faces and adjust yourself when needed
- Introduce yourself
- Get to the point
- Conquer the nerves
- Speak slowly and clearly
- Be open and professional
Do not
- Say no or but
- Be boring
- Bitch about the competition
- Be late or hungover
- Leave without action items
After the pitch - SIGN THE DAMN THING
Great points from Hendrik, a man who seems to share a similar mindset to myself.
His company RCP helps developers get money. Out of those developers 90% are building mobile games. The company is privately funded, started with just Hendrik and has now grown to 100 people.
