Get All Access for $5/mo

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

Growing a Business

How to Build, Grow and Make Money With Ecommerce

To grow your online business, you need to develop a strategy and invest your time wisely. These actionable tips can attract customers and increase online revenue.

Living

70% of Small Business Owners Experience Monthly Burnout. Follow These 3 Rules to Avoid the Same Fate.

Here are three guidelines to help entrepreneurs achieve balance, growth and success in both their professional and personal endeavors.

Side Hustle

'Hustling Every Day': These Friends Started a Side Hustle With $2,500 Each — It 'Snowballed' to Over $500,000 and Became a Multimillion-Dollar Brand

Paris Emily Nicholson and Saskia Teje Jenkins had a 2020 brainstorm session that led to a lucrative business.

Leadership

7 Telltale Signs of a Weak Leader

Whether a bully or a people pleaser who can't tell hard truths, poor leadership takes many forms.