7 Female Founders on Closing the Deal
Bobbi Brown of Bobbi Brown Cosmetics
Know when to bluff.
When Brown was trying to get her lipstick into department stores, Bergdorf Goodman told her they couldn't take her product.
"I remember my stomach dropping when I got the message. I was at a photo shoot for Saks and telling the creative directors and art directors about this new line, and they said, 'Oh, my God. We want it.' I called Bergdorf back and said, 'That's too bad, but don't worry because Saks wants it.' Bergdorf called me back 10 minutes later and said, 'Uh-uh. We're going to take it.' I never even went to the right people at Saks. Now I know that's called bluffing."