How to Pitch Agents at a Writers Conference

So you’re at a writers conference and you have a chance to sit down with literary agents. This encounter is basically like speed dating because you have about five minutes to get the person across the table from you to want, if not to commit to a relationship, at least to try one out.

You have probably 15 seconds to make a lasting first impression. Another 30 to build curiosity. A mere few minutes to captivate, inspire and intrigue...

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These time estimates don’t apply just to hooking agents. They apply to meeting people in general. In our culture, we first impressions matter a lot—consciously or not. And when you approach an agent with your banging book concept, you’re the hundredth person she’s seen that morning. So you have to make her hear you. Which means, somehow, you have to get her attention.

And that’s where creativity comes in. I know authors who have gone far to get agents’ attention. One woman wore an extravagant, oversized elaborate hat. Another went dressed as her main character: a prim Victorian lady. One guy wore his parrot on his shoulder. And someone actually admitted to hobbling in on crutches, feigning a broken leg, just to make an impression.

They all made, I’m sure, lasting first impressions. But was that enough?

Apparently, it wasn’t, as not one got agents that way. Getting attention is good, but it’s just the first step. It isn’t enough to shock with costumes or win sympathy with a limp. Even if you wear neon tights and arrive by trapeze, you’ll probably need something more.

So prepare. Find out what other books that agent has represented, what she is interested in or specializes in, what direction her agency is moving in.

Then, once you have the agent’s attention, show how your work fits with her areas of interest, expertise and growth. Point out both how your work is similar to books with strong success, and how it builds on that success, moving into profitable and exciting new territory. Be careful not to swagger; let the agent decide if your book is the next Harry Potter or Twilight. But help her by placing your book on a mental shelf—for example, “It’s kind of like The Girl with the Pearl Earring meets The Wolfman.” (Or whatever.)

And don’t ramble! Be prepared with a few well-practiced, succinct sentences that sum up your book. Envision this summary as a taste test. Give her one bite of filet, a single morsel of chocolate, one small sip of wine. Make her want more. Tantalize. Tempt. Tease. Be excited. Let your enthusiasm and passion for your work show.

But again, this interaction is not just about you and your work. A speed date is, after all, still a date. It involves the other person, too. Ask questions. Find out whether this agent interests you. Whether his/her energy and goals are compatible with yours. Tune into your instincts; pick up nonverbal signals and cues so that you can decide if the two of you seem to fit. Like dating, working with an agent isn’t one-sided. It requires shared goals and commitment on both ends.

Afterwards, when your five minutes are up, no matter how the encounter went, remember to shake hands. Thank the agent for her time and attention, just as you would a speed date. Walk away with a smile.

And, on your way home, remember to shed the gorilla suit before you hail a cab.

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