How To Sell A Webseries
Webseries are currently being hailed as the savior of new media. Why? Well, it brings Hollywood legitimacy and stardom along with a very welcomed financial freedom for all involved! Right? Wait. Is this really true? Webseries may be popular, but can I be truly profitable? I’ve created my webseries, but how can I sell it? What can I expect them to ask? I have included a list of questions I like to ask when considering purchasing a webseries. Keep in mind every interview is different but there are a select few questions that remain the same.
1. Tell me about yourself?
Pop Personality Quiz! I always begin by giving them an open ended question to gauge their personality. Please don’t be boring. Do NOT begin with your content or your business. This will come later on the conversation. Discuss your interesting hobbies, interests, my secretaries outfit, the current market change, your crazy aunt Lil who gave you the gout last week. Anything to engage me. Sell me on you. If I like you, you have a better chance of me being more interested in your project. Jeffory Gitomer is a prophet on the topic.
Tip : Actors Casting Sessions are the best training ground to work on your personality pitch under pressure.You have less then a minute to make a lasting, and meaningful connection with a important industry contact. These casting sessions are free in the form of “cattle calls.”
Recently, a potential network client and I had very good initial meeting, he ended the conversation very enthusiastic, and his secretary booked me in two weeks for a phone conference. Disappointing. He then called me two hours later on his commute home to discuss not only my project, but also similar paintball hobbies we both shared.
2. What are you working on right now?
Give a BRIEF overview of your current projects. Never have only one concept you are currently developing. Be prepared with examples of different stages of development. Simply list them with an interesting information tidbit, and let them select which of them they find interesting. This is your initial barometer for your conversation to gauge their interest in the project you are about to pitch. Be passionate, engaging, and informative. Allow them to interject their thoughts and feed off their input. Utilize the power of suggestion. Never leave something with the that initial conversation for it may derail the reason you were brought in. Let each project run its course. Often web creators are bursting with concepts, and other such passions which comes of as an overanxious rabbit. Give them one thing to think about and move on.
Verbal Tip : Always have several irons in the fire. We are not seeking one hit wonders, rather a trained professional who will be able to provide us with a series of successful ventures. Be sure to explain briefly your project, and be prepared to discuss in depth. Do not answer this short question with a speech. Rather treat it as an elevator pitch.
Written Tip : Give them a two sentence synopsis of your project. If they are interested give them your one paragraph premise. Then stop. Do not provide direct information. Supply casting improvements, or the creative team behind it. This adds potential to your project while allowing their mind to wander on its possibilities.
3. What are you passionate about?
Understand and explain articulate a simple answer. It is important to do background research on the client‘s corporate vision to ensure that your passions fall within their interest or you may be wasting both of your time. If you are passionate to create family programming do not pitch to SPIKE TV. I encourage a themed approach to your answer. This is broad enough of an answer to engage them without being off topic. “Educating & Entertaining teens” or “Engaging & Equipping Gamers.” This lets them know you are on the same page.
4. What one thing are you best at?
Be Honest! This is not a trick question, but a sincere one. Often webseries creators must be a multitasking King, and as a result the overall quality suffers. Often we would like to pair up like minded professionals to produce a excellent product. Do not give a generic answer, be honest. Do not state what you WANT to be best at. Discuss your current strengths. Often enough we work on building/ or fixing our weaknesses which is not the reason we make money or attract work. No one hires you for your weakness. Rather your strengths. want them to either pick up our webseries or hire us. It is for our strengths. Be comfortable not cocky discussing these.
5. What are you willing to concede?
Be Inquisitive. This is a critical point in the conversation as it is a fundamental buying question. If you are unwilling to consider their terms the conversation is over, and you may have lost a potential client. I recommend asking in return, what are you willing to invest? This is not a tic for tac, but rather best executed earlier in the conversation. Not an opening questions, but if you are able to ask a few questions previously you should be able to tell where their price point is at.
6. Where do you think this will go?
Be Realistic. Contrary to popular belief this is NOT a “closing the deal” question. Remember to be realistic for your product, experience level, and even what the market will bear. Currently there is less then half a dozen mainstream successes of webseries, so set your sight reasonably. Give KPI (Key Performance Indicators) regarding what your estimates are for audiences your content can attract, as well as a most budget, finishing with a healthy ROI (Return on Investment) If you take this route you are answering all the essential questions your client is asking. Provide them with information to excite, and motivate them to use your studio or purchase your content.
7. How much will you sell it for?
I recommend offering a sliding scale for your services. This allows them to suggest where they see the most natural fit. For example, offer a “per-finished minute” rate or a episode rate with a bulk discount. Do not cloud the issues with extraneous detail. Give broad overtones to financial discussions. The market is currently treading lightly on engaging and thereby purchasing web series. There is no hard bargaining. Yet.
Tip : Consider your stage in your career. Perhaps you may not get the majority of monies you would like to see, but you are establishing yourself. You may be giving one idea away for less then you are willing to , but you must start somewhere. What are your future project?
Conclusion
Hopefully this list has encouraged you to either begin or continue your pursuit of webseries success. Perhaps you will be one of the select few independent webseries creators to profit from this recent market trend. It is a growing process with lots of adventures along the way. I remember my first few pitches were full of stressful excitement which resulted in some pretty memorable moments. Anyone have some great stories of great or horrible pitches?