When we’re pitching a novel idea, most of us behave as Lockeans, whether or not we recognize our connection with the seventeenth-century philosopher. Faced with an audience of nonexperts, we tend to ascribe to Locke’s belief that the people we’re pitching to are tabulae rasae, blank slates. 

Consequently, we do all we can to engrave our novel story onto those empty surfaces. We go to great pains to educate our audience, filling them up with technical details. We emanate enthusiasm and confidenc…