This Viral Product Dominated Shark Tank! (Here’s How)

Ladies and gentlemen, I'm coming out, I'm saying it. This is the greatest Shark Tank pitch of all time. And if you don't agree with me, I don't care, because I have seen thousands of pitches over my years and these guys were absolutely money. Now I'm going to watch the entire pitch and I'm going to give you a step by step breakdown of why this was absolute fire. So I'll let this puppy play and I'll show you how the magic unfolded. First up are Sarah Faray and Lewis Battersby from New South Wales, whose product has taken the beauty world by storm.

It's not often that a world's first gets to the market, so they best get in now before someone else does.

Yeah.

So first up, before the pitch even begins, their setup was beautiful. Presentation really, really does matter. You know, there's about a minute or so before the entrepreneur steps out into the tank. We get to see their setup and we already start judging it. And it's like when a plate food is served, it looks horrible. That doesn't really get your appetite going. It doesn't get your digestive juices flowing and you're like, oh, my God, I really, really want to eat. And it's the same thing with a pitch. Presentation is so, so key. And after seeing hundreds of these pictures in the shark tank, immediately you can see the people from the get go before a word comes out of their mouth. The ones that have done the preparation and really hold this moment that they're about to have to the highest regard possible and maximize it by spending the time and energy on designing a fit out of their display. And that was one of the things that I saw from these guys straight out of the gate.

Hi, Sharks, I'm Sarah.

And I'm Lewis.

And we're seeking $250,000 for 10% equity in our company.

Wow.

Sharks, believe it or not, you're looking at one of the most viral skincare products on TikTok with over 200 million views.

Boom. A big, bold statement. We're sitting down on our chairs for hours on end as pitch after pitch after pitch roll. And what you really need to do to really get our attention is to come in and make a big, bold statement. Not only is there a big, bold statement here, but there is a big, bold statement intertwined with social proof. This is the viral product with over 200 million views on TikTok that immediately got me to pucker up and stand up in my chair and go, okay, wow, what is this? Not only was I already excited by the presentation, but then immediately they reel me in by making this huge bold statement right out of the gate and then sprinkle in that social proof to make it even more validated with the statement that they're making. Wow.

And it was designed right here in Australia with the help of our trusty 3D printer. It's called Contour Cube, the world's first ice facial tool that makes facial icing fuss free immediately.

It's setting the premise of what their product is.

It all started when my mom introduced me to ice facials, but we both struggled using ice cubes which were slippery and messy.

Fantastic story based copy. They're talking about how the problem arose. They're starting to really unfold on the unique mechanism of the problem that exists in the marketplace.

So I looked everywhere for a tool that would easily grip the ice, fit the contours of my face without freezing my fingers off, but I couldn't find anything anywhere. And that's when it hit me. Why not design it myself? Let me show you.

Now we're venturing into the demonstration part of the pitch. Now all this might sound like quite elementary, however you would be surprised with how many people really fail in this part of the pitch which is just clearly presenting exactly how their product works. Watch as Sarah really unfolds this and makes it just completely stupid, simple for all of us to understand.

Simply fill it through the heart shaped hole, pop it in the freezer and you've got the perfect ice facial tool.

Contour Cube is also great for post workout redness, to soothe sore muscles, reduce anxiety, migraines, and for cosmetic aftercare.

How hitting all the different use cases straight out the gate. Just when you thought, okay, this is, you know, just for facials. No, no, no, no, no. This is for so much more than that and just itemizing and bullet pointing out all the different use cases really unfolding and not just leaving it and burying the lead. A lot of people, only after half an hour of questioning do you find out that the there's another use case when you could have just done it straight out the gate in the pitch in the first place.

Contour Cube has created a brand new category in the beauty market and is used by 70,000 people around the world.

Bang. More social proof. Immediately they say that we have created a brand new category because they have created that category, they then become the category king and then they validate that 70,000 people all around the world are using it. There is not one part of this pitch that was missing social proof. All right, so this is absolutely, absolutely fire. Listen to this line.

And stocked in major retailers around the globe.

This is where they take it up with just the chef's kiss of social proof.

And it's even used by the Kardashians so sharks don't let this deal slip through your fins. Who wants to chill with us and revolutionize the beauty industry?

Here we are two minutes into their pitch and they just dropped an absolute bomb in the tank. So they came out huge, bold, claiming this is the viral product that you've seen all over TikTok. Then we go into the story based copy of Me and my Mom. We found this problem and all of the solutions that were present in the marketplace had all these other flaws and problems with them. So what I did is I created this product to solve this specific problem that I have. And then I found that it was not only me that was benefiting from this product, but this thing took off like a rocket. And we got 200 million views on TikTok. We stocked in all the big high street stores and even the Kardashians are using it. Then we've got all the different use cases and at every single site step of the way, they've been sprinkling in the social proof. Then they created a brand new category that did not even exist, where they sit upon the top of that as the category king and just perfectly setting the scene and having us completely salivating for what is about to ensue.

When did this launch? We actually launched the product on TikTok so mid pandemic and blew up our first video hit over a million views in 24 hours.

Wow, these guys are good, right? So what you can say is. No, no, no, no, no. They didn't just say that the thing blew off. They told you how many views it got in the first 24 hours. That is very specific. Specificity adds depth to your claims. You can go out there and make loose claims if you want. Here's how to lose weight. No, no, no, no. Here's how to lose 12kgs in five and a half weeks. That is specificity. Whenever you can add specificity into the claim, it just makes it so much more believable and so much that not only do they just keep freaking lathering on that social proof at every single turn of this pitch, but they also keep on layering it by adding more specificity as time goes on.

We're first to market, first to mine.

That's how you're gonna protect it. Even the little slogan we're first to market, first to mind. Oh, that's how you're gonna do it. Robert just right there says, yeah, that's how you're gonna do this thing. Where are you stocked?

So this year, we stocked in 450 Priceline stores across Australia. Oh, die. We're also stocked on the iconic and Woolies everyday market. And we're also stocked in chemist warehouse, New Zealand and all their stores.

Congrats. Layering it on. They got further distribution. Layering. And by just saying each and every distributor that's currently stocking their product, again, it's music to our ears.

It's just literally perfect storm.

Yeah. This is going to be like $100 million business now.

Mic drop. That is what you call a perfect pitch. I hope you enjoyed this breakdown. I'll see you in the next one.