The Pitch Tank

In business, there are always risks…

Going to the Locker2Locker Pitch Tank in Florida was a risk – both personally and financially. The question is… was it worth it?

I first heard of the contest when Kevin Harrington posted a tweet announcing the contest. After checking it out and seeing it would take place in “Hollywood”, I thought to myself – “heck, if I win, it’s only a few hours drive”, so I completed the application, printed a copy for my records and boom, hit the send button.

Several weeks later, when I received an email advising I was chosen as a finalist, I got excited. Until I realized it was in Hollywood – FLORIDA and only one week to book the trip. Oh. Crap. Quick mental calculation: Air (last minute ticket), hotel (Super Bowl week), rental car, mileage, parking, food and other incidentals  = NOT IN BUDGET. My head droped and my shoulders slumped in dissapointment.

But after speaking with the coordinator and learning about the invitee list, I thought this could be a great networking opportunity. The infomercial wasn't as attractive to me as was the chance to meet Kevin Harrington, Les Brown, Lisa Nichols, Susie Carder and others in person. When would I ever have the opportunity again to meet professionals like this all in one place? After discussing it with my husband, we both agreed this could be good... and you just never know what could happen. So keeping myself open to possibilities, I booked the trip.

The Pitch was held at Trump Hollywood, a luxurious high-rise immediately recognizable as The Donald's brand. As a finalist, I was invited to attend a VIP Pre-Awards Reception in one of the high-rise suites... Swanky!



Following the reception, the finalists were asked to meet in the library to begin preparing for our presentations. At this point, I start getting nervous. Being upstairs the entire time, I didn't realize that several hundred people were partying downstairs too - and they were going to be watching our presentations. YIKES.

To help me relax, I went up to each and every person in the room, handed them a pack of Action Wipes and said... "I'm pitching my product tonight, Action Wipes, and I'd like you to try them. I would really like your feedback after I'm done." Everyone was very kind, gave me words of encouragement and wished me well. How cool is that!

We were then asked into the "green room"...

Where we were briefed and given instructions...


We were also advised that we would go in random order, except for Elite Health, they would go first. Overall, the event didn't go exactly as planned due to time constraints. Originally, all the contestants were suppose to pitch, then three finalists would be selected, they would pitch again then a winner would be announced. Instead, we all pitched and were told the winner would be announced in the morning - during the business summit. Bummer.

However, after the pitch, I stuck around to thank the judges – that’s when I saw Kevin speaking to a camera, announcing the winner.… As I read his lips, I was disappointed, I didn’t win. The winner was Elite Health, the first presenter.

At the end of the evening, as I was waiting for my car, I had the opportunity to speak with Kevin one-to-one as he waited for his car too. (Ok…his limo.) I asked “why Elite?”  He told me what he liked was that Elite already had 180,000 distributors and was generating income. Having said he liked my product and could see a lot of opportunity, I asked - "Can you help me, and if not, do you know anyone that can?" He said it would be a good product for the Home Shopping Network (HSN), but he wanted to think about it more as he was on overload from all of the day's events. So he asked that I follow up with him by sending more detailed information and we would go from there.

So there you have it. Was it worth it? It was to me. And you just never know what can happen from the samples I passed out (not only at the event, but to the flight attendants, business folks in the shuttle, passengers next to me on the plane... call me Johnny Appleseed!)

And remember - always ask for help and don't stop there. The person you ask may not be able to, but you never know who they may know!

My Comfort Zone

Martha Van Inwegen, Action Wipes from Doug MacMillan on Vimeo.

As a small business owner, I constantly have to step out of my comfort zone, which makes me uncomfortable! Very uncomfortable.

My friends and family think I’m an extrovert and that getting in front of people just comes naturally to me – but it doesn’t, honestly. It takes every ounce of courage I can muster to approach a complete stranger and ask if they would like to try our Action Wipes. When we go to events and people start making their way towards our booth, my stomach does summersaults and my coffee starts coming up my throat just watching them walking our way. When I won the Shorty Award for Brand last year and had to go in front of some 300 people and thousands more watching via the web to give my 140 character speech – I was so scared, I almost didn’t make it to the stage because I shaking in my boots so hard (ok, I wore sandals).

So now that you know this about me, you’ll laugh when I tell you that I seriously considered participating in ABC’s Shark Tank. Yes, a show with millions of viewer’s nation wide! I have to tell you, I was sick to my stomach just creating the five minute video required to be considered. But I submitted it non-the-less. So imagine my surprise when they called and told me they loved it and wanted to move forward. Man, I had just about puked and even cried on that demo tape – how could they possible want me?! However, I passed on the opportunity – not out of fear, but out of what I believe is smart business sense. After reading the 40 page contract and them not willing to accept changes, I decided there was no way I could sign it.

As uncomfortable as it makes me, I am always looking for opportunities that will help promote Action Wipes, or at minimum, put them in front of people that can help me. So, here’s another opportunity for you to laugh at me again… I recently entered a contest to win a free infomercial at the Locker2Locker Pitch Maker Contest, in conjunction with the 2010 Professional Athletes Business Summit. For the contest, entrepreneurs submitted their product, or idea in the hopes of being one of 20 finalist chosen to present to a distinguished panel and in front of over 100 professional athletes. Guess what? We made the final 20. GULP.

I am now sitting in Oakland, waiting to take the Bart to the San Francisco airport to catch a red-eye to Hollywood. Florida. Since the day I found out, my stomach has been in knots. The closer it gets to stepping on that plane, the more I can feel my early morning breakfast coming back up. What makes it more nerve wrecking is that - ironically, the deciding panel is being lead by Kevin Harrington – one of the sharks on Shark Tank. OMG!

My sister once asked me “how do you do it - so easily approach people and start talking to them or pitch your product?” “I have to, my business will not grow if I live my life in fear and hope people will find us by chance” I said. “I could never do what you do” she said.

If you want to have a successfull company, you have to put yourself out there, you have to keep putting one foot in front of the other - but know that one day your perseverance, the nervous sweat and even making a fool out of yourself will pay off. I believe it - that's why I do it!