We all know that sinking feeling when mistakes and rejections pile up.

It makes you question if you’re even cut out to run a small business.

But here’s the thing: every successful entrepreneur has faced failures that almost made them throw in the towel.

What sets them apart is how they bounce back.

Sara Blakely’s journey with Spanx is a perfect example.

She faced countless rejections and hurdles.

And, at the time, it was hard being a woman starting your own business.

So how did she do it?

In this blog, we’ll take a closer look into Sara Blakely’s remarkable journey from a door-to-door fax machine salesperson to the founder of a billion-dollar shapewear empire.

Who is Sara Blakely?

Sara Blakely– born in 1971— is the brilliant mind behind Spanx.

It’s a revolutionary brand that transformed women’s undergarments and reshaped the fashion industry.

Sara started her career selling fax machines door-to-door and doing stand-up comedy on the side.

After saving up $5000, she decided to take the leap and develop her shapewear idea.

In 2012, Forbes magazine named her as the world’s youngest self-made billionaire.

Her journey to the top was built on the failures and rejections that life threw her way.

Today, Sara remains part of the Forbes Billionaire List with an estimated net worth of $1.3 billion.

How Failures Led To The Birth of Spanx

Before Spanx, Sara faced more than her fair share of failure.

She initially dreamed of becoming a lawyer, but failing the admission exams twice made her take a step back and reassess her goals.

Determined to find a way, she took a job selling fax machines door-to-door.

Seven years of knocking on countless doors and facing many rejections wasn’t easy.

“Most doors were slammed in my face. I saw my business card ripped up at least once a week, and I even had a few police escorts out of buildings.”

She’s heard the word “no” so many times that it didn’t faze her anymore.

Sometimes she would even just laugh at her failures.

In between her failures and rejections, Sara would always reassess her life— what were her strengths, what did she want to do?

She attributes this mindset to her dad who encouraged her and her brother to keep failing!

“We’d sit around the dinner table and he’d ask, ‘What did you guys fail at this week?’ If we had nothing to tell him, he’d be disappointed.” 

As she studied every failure, she realised her passion was in selling.

But she wanted to sell something she truly cared about.

It was on one hot, sweltering day in Florida when the idea of Spanx came to her.

Sara wore pantyhose regularly for her job but it was uncomfortable and outdated.

However, she noticed the top portion made her look more neat and put together, especially in slacks.

She envisioned a solution that would not only make women look good but feel good, too.

With $5000 in savings and one lightbulb moment, Sara developed Spanx.

What Made Spanx a Household Name?

Spanx’s rise wasn’t instant.

Sara had to hustle to even get it designed and manufactured.

She drove and cold-called different craft stores and hosiery mills.

At this point, her being immune to the word “no” seemed like a superpower!

She was rejected again and again until one day a hosiery factory in North Carolina, who initially turned her away, finally took a chance on her.

What made them change their mind?

The daughters of the manager of that factory recognised Spanx’s potential.

That’s right.

The manager said his daughters pushed him to call her back.

Women– her target audience– saw the value in what she was offering. 

Even before it was manufactured, Spanx had already made it into at least this one household.

Once the factory took her on, things started to take off.

By the first year of Spanx officially being on the market, Sara had earned $4,000,000.

What Small Business Owners Can Apply

Sara Blakely’s journey offers some powerful lessons for small business owners looking to build their brands. 

Here are a few takeaways you can use to grow your own business:

1. Embrace Failure as Part of the Process

Sara’s failures didn’t stop her from pursuing her passion.

One “no” doesn’t mean it’s the end of the world.

Embracing failure means understanding that it’s a natural part of growth.

Try to take a moment to analyse each setback you face and what you can learn from it.

Better yet, document!

Take notes and revisit them to remind yourself of how far you’ve come.

But what if you still feel afraid to fail?

Start by setting smaller goals.

Break down your goals into smaller, achievable milestones to lessen the fear of failure.

Take it day by day like:

• Day 1 think of a name for your product
• Day 2 plan out the packaging
• Day 3 sketch out a logo idea

Before you know it, you’ll have built real momentum!

2. Solve a Real, Relatable Problem

At the heart of Spanx’s success is a simple yet powerful idea: it solves a real relatable problem.

Sara identified a gap in the market for comfortable, effective shapewear that women wanted but couldn’t find.

You can do this by conducting market and customer research.

But, oftentimes, the customer you should be paying attention to is yourself.

Reflect on your current situation and ask yourself questions like:

• What frustrations do I encounter daily that no product or service seems to fix?
• Is there something I wish existed that could make my life easier or more enjoyable?
• What would I personally invest in if it were available?

If you’re experiencing one pain point, chances are others are too. 

Keep your eyes open for those everyday annoyances—they just might spark your next big idea.

3.  Think Outside the Box with Unconventional Marketing

Sara’s approach to marketing Spanx was anything but conventional. 

She would market Spanx to department stores by modelling the product herself.

She’d wear Spanx under her clothes, pull up her skirt, and show buyers the difference it made compared to regular undergarments.

It was bold, a little daring, and it worked.

People loved seeing the product in action, not just on a mannequin or in a commercial but in real life.

Be fearless in your approach!

if you believe in your product, find creative ways to get it noticed, even if it might look silly.

Redefine Your Relationship with Failure Using One Simple Question

As you navigate the rocky path of entrepreneurship, remember that failure isn’t the end of the road.

It’s part of the journey.

Each misstep and rejection is an opportunity to learn, grow, and pivot towards something greater.

Embrace the lessons hidden within your setbacks, and don’t shy away from taking risks.

Instead of letting fear hold you back, let curiosity guide you. 

Reframe your perspective on failure by channelling Sara Blakely’s mindset and ask yourself:

“What did you fail at today?”