She Became A QVC Star in Two Years

Once Boehler had her first order in hand, it was time to start selling. Most entrepreneurs with new products hire sales representatives or pitch their products to store owners after making an appointment. But Boehler didn’t know this, so for the first few weeks, she made cold calls to 30 boutiques in 10 towns, emphasizing the wrap’s versatility. (“You can wear it around your bathing suit as a sarong and then in the evening as a wrap—from the pool to the restaurant!”)

She sold all 200 and went back to the factory for 900 more, at a cost of $6,300. Some boutique owners would buy a dozen to resell at $30 each. Others would politely send her on her way. The rejections, although infrequent, hurt. “Once, before I even finished my pitch, the store owner snapped, ‘We’re not interested,’ ” Boehler recalls. She fled to her car and wept, wondering whether she should cut her losses and fold the business. The financial pressure was driving her crazy and costing her sleep. She eventually sought help from her doctor, who prescribed Ambien for the insomnia and later Xanax to relieve her anxiety.

Pinning her hopes on a mention from Oprah Winfrey, she e-mailed and called staff on the show and at O magazine every single day for six months straight. She pitched to other media outlets as well, finally landing a mention in Self magazine and on iVillage.com. One day, in the summer of 2007, a customer suggested she contact the producers of The Big Idea with Donny Deutsch, which regularly featured innovative entrepreneurs. After the show aired and orders poured in, Boehler hired a part-time assistant and sales representatives around the country. Then, in January 2008, she got her second big break. At a weekend accessories trade show, a QVC buyer stumbled on the Chilly Jilly display and left a message asking Boehler to call back. Boehler did—and two days later, she was sitting at QVC headquarters being quizzed by three buyers. “I started doing my spiel, but then I realized it wasn’t a matter of if they would have me on, but when. They just wanted to see if I would agree to their terms.”