Shark Tank Chronicles Part 3: The Pitch
This is Part 3 of our 4-part Shark Tank Chronicles series. In case you missed it, you can catch up on Part 1 here and Part 2 here!
From that point on, I was unshakeable. No matter what the Sharks threw at me, I knew I could handle it. I owned the room and led with confidence and humility. I didn’t miss a beat. I felt superhuman. There was nothing they asked me that I wasn’t prepared for. It was like I was playing chess in my head, answering questions while simultaneously predicting their next question. It also helped that I founded the company and I still manage all aspects of the business, and having a finance background meant I deeply understood our numbers. I was also able to pull from my experience live-selling on QVC. Nothing like being on live TV to help you learn to think on your feet.
Once I finished my pitch, the Sharks started peppering me with questions about the products, about selling on QVC, our margins, sales, scents, and my personal background. I was well-prepared and nailed every answer, and the Sharks expressed how impressed they were with my presentation. It felt so good to be seen and to have my hard work recognized.
But then, one by one, the Sharks started backing out.
First Mark said I didn’t have the hockey stick growth he looks for.
Then Barbara wished I hadn’t raised money so early.
Then Mr. Wonderful said my products weren’t his area of expertise.
Then Lori felt like we were doing too much and had too many products.
Finally, we got to Daymond. He gave me my first, and what I thought would be only, offer: $300,000 for 20% equity in the company. I countered. That was just way too much equity to give up and for far too low of a valuation. We have real, meaningful revenue, and I know what the business is worth. I honestly didn’t really need the funding, I just wanted a Shark on my team
We went back and forth, but he wouldn’t budge.
But that’s when the magic started.
All of the Sharks were out except Daymond, so all of my focus was on keeping him in. At the very least, it’d make for some entertaining TV.
I had to think on my feet. I told him how I don’t need hand-holding.
“I was HIKING two hours ago!” I said. “I got the call from the producers while I was on a mountain, I ran down, got ready in under 30 minutes, and now I’m here. This company is going to be successful because I will not quit.”
That got everyone really excited. None of the Sharks knew about this, and there was a buzz of: “WHAT?!?! IS THIS TRUE?!”
I laughed and joked that I didn’t even have time to shower (which was a perfect opportunity for me to plug Curie’s full body deodorant spray—perfect for all those times you have to go from sweaty-hungover-hike to TV-ready in 20 minutes!)
While Daymond and I negotiated, I could see Barbara and Mark out of the corner of my eye whispering to each other, so I kept going. All of a sudden, Mark and Barbara came back with an offer of $300,000 for 14% equity.
We had a deal. A fair one, at that!
Both Mark and Barbara got up out of their seats and gave me a big hug. Barbara even lifted my arm and sniffed my armpits. It was priceless.
To work so hard for something and to be that disappointed getting dropped from the schedule the night before my taping, only to come back and knock it out of the park? It felt incredible.
Stay tuned for Part 4: After the Tank!
I saw the Shark Tank episode and was so impressed with you and your product. I ordered it right away and received it quickly. It really works! My daughters were visiting, tried the roll-on, but really loved the spray. In fact, one daughter actually took it back with her before I had a chance to try the spray lol! This is the first women’s deodorant that truly works for me.
I’m obsessed with your products – the stick deodorant and whipped body wash are my favorite. I hope there’s a white tea body lotion in the works so I can be covered in that scent head to toe. You killed it on Shark Tank and so glad we saw you there or we wouldn’t have known about your awesome products, which work so well!
I placed my order right after it was shown on shark tank! You did great! Bravo!!! What you have accomplished is not easy and to be able to the shine the way you did on the show is truly inspiring. Best of luck to you!
I strongly believe things happen for a reason. You’re taping day was delayed, which I assume means the air date was delayed. Your episode aired right before I started radiation treatment for breast cancer, and one of the requirements of my treatment was to discontinue using deodorant containing aluminum. After watching your episode, I ordered the Better Bodycare Bundle, and received it just as my treatment kicked off. Everything happens for a reason, and I am thankful I saw your episode when I did, because I may not have tried your products otherwise, and I thankful I tried your product because they are AMAZING! The deodorant works better than anything I’ve used before, the whipped body wash is heavenly, the clay mask is fantastic, and the hand sanitizer so silky-smooth. I’ll be officially cancer-free in 2 weeks, but I’ll be a Curie customer for life!
I LOVED your pitch and this deodorant! I instantly bought 5 sticks, my husband thought
I was crazy buying so many before trying it but I knew it was going to work.
Well we’ve both been using the deodorant for 3 weeks and we love it!!! I am so glad I went with my gut and ordered it when I did!
I’ve tried many natural deodorants and none compare to this. I am SO thankful I only have to apply this 1x a day and don’t have to revert back to the non natural deodorant when I know I have a stressful event coming up. This deodorant is a 1 stop shop I can finally throw out the other stuff for good!
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