How to pitch and win deals with big retailers like Target, Whole Foods, Ulta Beauty from entrepreneurs who did it

How to pitch and win deals with big retailers like Target, Whole Foods, Ulta Beauty from entrepreneurs who did it

April Harris of dessert company Keeping You Sweet, Melissa Butler of The Lip Bar, and Gwen Jimmere of Naturalicious share several things in common: they are Black female entrepreneurs who have succeeded building businesses on their own, and they have succeeded in winning deals with national retail partners including Target, Ulta Beauty, Sally Beauty and Whole Foods. Even with unique product ideas and passionate consumer bases, getting into the big retail stores wasn't easy, and they have all learned valuable lessons, from pre-pitch research to post-pitch operations, on how to build a retail partnership that makes sense for a growing small business. They recently shared some of their early wins and misses, mistakes and hard-earned business wisdom, with CNBC. Here are 9 lessons they want to share with entrepreneurs hoping to win a pitch with their dream retail partner.

1. If you aren't a celebrity, bring proof of social media

Gwen Jimmere, founder and CEO of hair care brand Naturalicious, has been on the other side of the table: she worked at Ford in global communications and in the advertising industry before starting her own company. Ford was among the first companies to build its brand on Facebook and Jimmere says it