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This month our client Hilary Lambert, the founder of American Sports Bra, found her way into a major marketing avenue using her success as a small business. Her article in this month's Vogue Magazine® has not only increased her unique visits 375% over the previous month, but also has attracted interest from iVillage and NBC.
We interviewed Hilary Lambert about her recent success and are amazed once again with her delightful, positive attitude.
SPP: Briefly, tell us the story of how you ended up in Vogue Magazine®.
Hilary Lambert: Someone at Vogue who I know liked the sports bra. She showed it to the writers and they passed a few times. Then, a story came up that was about women having different body types...and it was an opportunity to talk about the sports bra. They did a really nice job. It took time and a connection at the magazine. It was a great boost for business. I'll always be grateful for that break. They are rare. But, even if you don't know someone, you can find a way if you believe in your product and it has value, it helps people somehow. I think having passion is really the force behind any breaks you get. People can feel your energy and so, even if you have an "in", you still have to have a product that has some value. SPP: As a company just starting up, what resources did you have to work with and how did you use them?
Hilary Lambert: I grew up in a family where designing things was part of our everyday
life. My step dad, who I was extremely close to, was an industrial
designer. He was a great resource for me because he encouraged me to
get a patent and to really try to make the sports bras for other
women. He taught us how to make something work.
My mom and dad and step dad are all very hard working business
people, and I think I learned from them that you have to keep at
something until you get it right. And that quality is most important.
Another resource was of course my fiance who is an actor. His
creativity and drive helped push me to follow through, to meet with
people and ask questions, to keep looking until you find the part you
need or the person you need. As an actor, you need to have that "Never
quit" spirit. He brings that out in me. Other resources...I have
always been a passionate athlete. It is part of me. So, my
experience, and really being in touch with my own physicality helped
build my product and get it right. Also, I had a career as tv
reporter and producer and writer, so I wasn't living as if my business
was the only dream I had. In fact, it took so long because I was
working and living the other parts of my life fully. Other resources
are - a great patent attorney, accountant, web designers, and great
sewers and pattern makers. Great people who are willing to help the
new-comer.
It's important to be really nice and have gratitude for all the
people who help you, regardless of the fact that you are paying them
for their expertise. Gratitude is, to me as important a currency as
money.
SPP: Are there any websites or resources that you found helpful and would like to recommend to new or existing businesses?
Hilary Lambert: The Board of Equalization has great info about business. I work in
California so the State government's page is a great resource on what
you need to do to start up. The library has tons of books on whatever industry you are going into...I read about 25 books on business.
SPP: Are there any other creative marketing plans that you've tried out or are currently developing?
Hilary Lambert: I really just have a very basic marketing plan. As we grow, we will have a new one. SPP: Do you have any future development plans or strategies for American Sports Bra as it expands?
Hilary Lambert: I think the key for our growth and what informs our strategy is - no strategy. I try to listen to the women who are buying our sports bras and bathing suits. I really care what they say
because the whole point is for them to feel good, to want to go out and
exercise and to be comfortable.
So, my only plan is to show it to as many women as I can, of all
sizes and shapes because every woman is beautiful...and every woman
needs to move...
I would say to anyone...once you feel that you have left no stone
unturned and you know your product works...you have tested it not once,
not 10 times but 100 times in 100 conditions...then get out and meet
people. See what they say to you. Listen. If you always think you are
right, you will miss important information.
We are developing new products that I have wanted to do since I
started. But, it's important to keep it simple at first. Do what you
can afford and what you can handle.
Be patient.
SPP: Do you have any advice for other business owners just starting out?
Hilary Lambert: I would say that if you are adding something you truly believe is
valuable to the world, a product, a skill etc., get fired up about it
and don't quit.
It will be hard. There will be days when no one understands
what you are trying to do, but go on anyway. Believe in your goals
because no one will do it for you!
Also, treat customers with the utmost respect. They matter and
they are spending their hard earned money on something. And finally, I
feel that I have another motive for working so hard. It is to one day
be able to give back to help kids and animals...I think it's good to be
driven to do good for others. Also, you will meet great people on your
business journey. It's hard work, day and out...but it's a great ride. |