The Secret Behind the Pitch That Landed a $200,000 Investment Sharleen Ernster, founder of We Are Hah, discusses her winning strategy on 'Entrepreneur Elevator Pitch.'

By Mackenzie Truman Edited by Dan Bova

staff

Entrepreneur Elevator Pitch is the show where contestants get into an elevator and have just 60 seconds to pitch their business. Our board of investors is watching, and if they like what they hear, they open the doors and the entrepreneur steps into the boardroom to try to seal the deal. If they don't like what they hear, the entrepreneur gets sent back down.

It's fun, it's intense, and in this ongoing article series, we're celebrating the entrepreneurs who walked out with a win and sharing their tips for pitching success.

Who are you and what is your business?

I'm Sharleen, founder of We Are HAH the HAHTEST sustainable intimates brand in the world today. HAH is disrupting the industry with our game-changing eco products in lingerie, swim, and sleepwear. HAH was born from my +15 years in the industry, leading brands like Victoria's Secret, and my desire to create the next generation of zero-impact intimates that are easy on you and Mother Earth, too.

Related: Watch Sharleen's Winning Pitch

How did you prepare for the show?

I was a zombie, walking around for days reciting my 60-second pitch while watching my iPhone alarm! Revising it, rewriting it, presenting it to my kids, my husband, my team — looking to everyone for feedback. I spent the entire flight from LA to Miami repeating the pitch over and over. In addition, I watched tons of episodes to ensure I had an answer to every question that might be asked in the boardroom. I just wanted to be able to tell myself that if it didn't work out, I put 200% into the prep and gave it my best.

Related: You've Got a Great Invention. Now How Do You Get People to Buy It?

What did you think was going to happen? What was different from your expectations?

The only unexpected experience was the amount of time spent with the other contestants. We were together all day and it was great, but also really nerve-racking watching them all prepare. It made me more nervous than I expected.

Why do you think they opened the doors?

I think 60 straight hours of recanting that 60 seconds kinda paid off…. but really I had so much good advice about what to keep in my pitch and just practice, practice, practice.

Related: Watch the Pitch That Landed a $175,000 Investment

What do you plan to do with your investment?

I made a deal with Kim Perrell, who invested $200,000. We are investing in expanding our team, brand amplification and customer acquisition through new media advertising platforms.

What did it mean to you personally to get in the doors and walk out with a win?

Everything! It was a personal goal of mine to nail the 60-second pitch. It was a real challenge and I was proud of that. But the win was for my team. They are so supportive and believe in our brand and I wanted to win for them. The momentum, exposure of the brand, and validation of our work thus far is epic for the entire team.

What is your advice for anyone thinking of applying to be on a future episode?

Do It! Challenge yourself and meet the challenge. Entrepreneurs have to fail again and again. Failure is a moment and hey, you could succeed!

Mackenzie Truman

Entrepreneur Staff

Want to be an Entrepreneur Leadership Network contributor? Apply now to join.

Editor's Pick

Business News

JPMorgan Shuts Down Internal Message Board Comments After Employees React to Return-to-Office Mandate

Employees were given the option to leave comments about the RTO mandate with their first and last names on display — and they did not hold back.

Business Ideas

70 Small Business Ideas to Start in 2025

We put together a list of the best, most profitable small business ideas for entrepreneurs to pursue in 2025.

Business News

Zillow Predicts These 10 Places Will Have the Hottest Housing Markets in 2025

Zillow predicted that the hottest housing market of 2025 will be Buffalo, New York. Here's why.

Business News

'Masculine Energy Is Good': Mark Zuckerberg Tells Joe Rogan He Thinks Companies Need More Aggression

On the most recent episode of "The Joe Rogan Experience," Meta CEO Mark Zuckerberg said corporate culture has become "neutered."

Business News

'More Soul-Crushing Than Ever': Popular Hiring Platform Finds Around 20% of Its Postings Were 'Ghost Jobs'

Is that job listing too good to be true? There's a one-in-five chance that it might be.

Starting a Business

Starting From Scratch

Here's what you need to know before you launch your big-time food product.