(BONUS) The psychology of the pitch: what TV producers know that salespeople don't, with Maz Farrelly
About this episode
Maz Farrelly shares insights on effective pitching and understanding client needs in this bonus episode.
We put someone on the moon in 1969. We didn't put wheels on suitcases until 1972. The problem was: Nobody had stopped to notice the problem existed in the first place. That gap - between the problems people will tell you about, the ones they'll only admit after a drink, and the ones they don't even know they have - is exactly where Maz Farrelly operates. In this bonus conversation with the executive producer behind Big Brother, The X Factor, and Celebrity Apprentice, we get into the practical mechanics of walking into a meeting and already having the room on your side before you've said a single word. If you have a pitch coming up - for an idea, a budget, or yourself - this episode has something useful in it for you. Maz and I discuss: The "warming up the room" technique Maz uses at the start of every pitch meeting, and why it works How she used reverse psychology to make network executives desperate for the idea she told them she wasn't going to pitch Why the smartest operators don't sell — they make themselves buyable The three layers of problems your…
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