So we know that investors have a lot of money
and a little bit of time,
what is your advice to include in a pitch
or start a pitch off with to keep them listening
and wanting to build that partnership?
So I think a couple of things,
one go on with passion.
Because i mean,
the two people on this table are very loud.
(laughs softly)
But, you don't have to be loud,
but you have to be passionate.
So get that passion across,
because people will connect with you first.
Then get to the idea real quick in terms of why,
as the French say (in foreign language)
What's the reason for being?
Why are you there?
And the last thing is,
I need some numbers.
You see on Shark Tank,
everyone gets excited,
and then the guy or the lady starts speaking about numbers,
and they're a little bit dodgy,
or they've burned a million dollars
to create 200 thousand in sales.
You're like (mumbles slightly)
that seems a little bit upside down.
Get me to numbers that show proof of concept.
So I prefer that you've got a million dollars in sales
in Chicago only,
versus a million dollars in sales nationwide.
Because now I'm showing the depth of engagement.
You're showing there's a,
this is a real idea.
When you just spread it like,
butter on toast is too thin.
I want to go deep.
Great. Thank you.
Really good advice,
isn't this riveting. (crowd claps)
My husband has,
what makes these wonderful cannolis.
And since we don't have the celebrity sponsorship
that you're talking about,
how would you put us out there
as far as branding
where everybody would want that cannoli is
Interesting.
Would you have some for me here?
(crowd laughing)
[Shor-Haired Woman] I'm sorry.
I didn't bring any, he's at home.
Making them. I think the,
the biggest part of that pitch that's missing
is the actual cannoli
(crowd laughing) I'm like a.
I'm sorry I'm not the (laughs softly)
Yeah. Next time please.
Oh, next time i promise. Bring the cannoli.
[Short-Haired Woman] Next time I promise.
So a couple of things.
One in 10 Americans influence the other nine.
You've got to find that one
and that one does not necessarily today
have to be a celebrity.
The beauty about what's happening today is,
you've got people across social media.
Both nationwide, regionally, etc.
That can start building that brand for you.
So one,
try and connect with influencers,
not necessarily celebrities
who work for what you're talking about.
So for you, it might be food bloggers,
it might be people.
Where do you live?
[Short-Haired Woman] California San,
Okay.
So if you are in that region,
the people that talk about food
and discovering stuff that people follow.
You don't need 10 million people overnight,
you need half a million people to know about your product.
The second is where,
there's certain places that people discover,
right? At whole foods, is you could discover,
[Short-Haired Woman] Right. You know,
you may not discover necessarily
some of the big huge grocery stores,
but some of the smaller,
more boutique stores,
people still go out.
Even in this day and age,
you still go out and live life,
find those outlets,
that people discover the stuff that's new,
because that's what gets written about.
Okay.
You have them in New York still,
you have the cheesecake place the Lower East Side
that everyone goes to.
That's the places you gotta get into.
And the third part,
is create some brand around your cannoli
because cannoli is, I mean,
everyone makes cannoli.
[Short-Haired Woman] Right. Why is yours different?
What's your brand?
[Short-Haired Woman] Okay, thank you.
Why is your cannoli different?
(crowd laughs)
'Cause it's,
it's from Sicily,
the maker. (crowd laughs lightly)
Gotcha.
Okay, so you have an authentic baking story,
so that's a real pop there,
that's gonna be core to it.
That's gonna be core to it.
Next time bring the Sicilian cannoli.
I will, I promise. (crowd laughs)
(crowds claps) Invite me and I will.
Leave the gun, take the cannoli.
(crowd claps)
Are we supposed to do something with those drinks
that Kevin's been holding for a really long time.
So what are these examples of? (crowd laughs)
One of the things people asked about is,
how do you differentiate? (coughs softly)
And I'm saying packaging,
is the a thing,
without celebrities without influences.
people gravitate to imagery.
And so this is the,
husband and wife pair came onto Shark Tank,
Right? I love them.
She had almonds.
She was, she wanted to feel better.
She wanted apple cider vinegar,
but honestly that makes you gag.
(laughs softly) So she's like,
how do I put it in a product and make it taste good.
So she brought Mother on set.
So this is Mother which is nice.
Right? Right.
Product was amazing. (crowd laughs)
I hated the package.
Yeah.
It was an (sounds disgusted)
and i can't even try to work the word mother
because everyone has one. (thuds lightly)
So we created this. (thuds lightly)
It's amazing.
That's the same product. Same product.
Get it.
And when we put this on shelf at Whole Foods,
people went crazy Went bananas.
And that,
If you guys want to do something,
your number one thing's your package because today,
you will automatically gravitate to this.
That's right.
Over this and once you try it,
you're in (crowd laughs)
He could do this all day. All day.
And he does. (Man laughs loudly)
And luckily we can watch him do it too.
(crowd cheers and claps).
(air whooshing)
(crowd cheers and claps)
(air whooshing)