"They loved our numbers" When viral TikTok beauty brand Love & Pebble left Shark Tank without a deal

Lynda Truong, co-founder of Love & Pebble, said after walking away from Shark Tank without a deal:

"They loved our numbers, they loved our brand, we almost got Lori, but she was concerned because we went viral, and she didn’t know if that was going to be sustainable."

For a brand that had taken TikTok by storm with its ice-pop-inspired face masks, it was a tough blow. Truong and her husband, Paul Tran, had entered the tank seeking $150,000 for a 10% stake in their company, hoping to turn their viral success into a lasting business. While the sharks were intrigued—Mark Cuban even tried eating the mask on-air—none of them were willing to bite.

But if there's one thing Shark Tank has proven over the years, it’s that a rejection on the show doesn’t mean failure. Love & Pebble is thriving, proving that sometimes, the biggest deals happen outside the tank.

What happened during Love & Pebble’s Shark Tank pitch?

Love & Pebble originated from a genuine struggle rather than a business ploy. Truong, a lifetime businesswoman, struggled with acne for years and was unable to purchase expensive skincare products. Rather, she resorted to cooking supplies like yogurt and honey.

She teamed up with pharmacist Tran to develop a product that fused his scientific expertise with her do-it-yourself techniques. The outcome? Beauty Pops is a powdered superfood face mask consisting of aloe vera, papaya, banana, and turmeric. Consumers rub it to their faces after mixing it with water and freezing it into a "pop." The fun format, vibrant color, and simple ingredients made it an instant sensation.

TikTok played a massive role in Love & Pebble’s meteoric rise. After launching Beauty Pops in March, Truong posted a transformation video of her mom using the product. The clip went viral, racking up 4 million views and selling out their entire stock. In just four days, they made over $100,000.

Love & Pebble wasn’t born out of a marketing gimmick—it came from a personal struggle. Truong, a lifelong entrepreneur, had battled acne for years and couldn’t afford high-end skincare. Instead, she turned to kitchen ingredients like honey and yogurt.

When she met Tran, a pharmacist, they set out to create a product that combined her DIY methods with his scientific knowledge. The result? Beauty Pops, a superfood face mask powder made with papaya, banana, turmeric, and aloe vera. Customers mix it with water, freeze it into a “pop,” and apply it to their face. The fun format, vibrant color, and simple ingredients made it an instant sensation.

TikTok played a massive role in Love & Pebble’s meteoric rise. After launching Beauty Pops in March, Truong posted a transformation video of her mom using the product. The clip went viral, racking up 4 million views and selling out their entire stock. In just four days, they made over $100,000.

After their TikTok success, Shark Tank producers reached out, inviting them to pitch on the show. They went through four rounds of interviews before finally stepping in front of the sharks in July. Their episode aired in November, and while they impressed the panel with their margins—it costs $9.20 to make a kit, which sells for $46—they ultimately left empty-handed.

"They loved our product, but since it was only three months old, they said we were too early for an investment," Truong explained.

Adding:

"We almost got Lori, but she was concerned because we went viral, and she didn’t know if that was going to be sustainable."

Still, the sharks saw potential. Lori Greiner even gave them her number to stay in touch. But despite the initial disappointment, appearing on the show turned out to be a blessing in disguise.

What happened to Love & Pebble after its Shark Tank appearance?

Not every Shark Tank effect is positive. In the days following their episode, Love & Pebble faced an unexpected challenge: too much demand. Orders skyrocketed, and their shipping team couldn’t keep up. As a result, they had to refund $50,000 worth of sales.

Truong took to TikTok to explain the situation, and while some followers sympathized, others were less forgiving. The couple acknowledged their misstep, admitting that they weren’t fully ready for the post-Shark Tank sales rush. But they bounced back, restocking their kits and keeping customers engaged through social media.

During their pitch, Mark Cuban gave them one key piece of advice: don’t rush into retail. Instead, he encouraged them to focus on social media. Love & Pebble took his words seriously, continuing to build their brand through TikTok and Instagram.

"TikTok is definitely our No. 1 marketing channel," Truong said.

Explaining:

"We don’t even do a lot of paid ads. We tried it, but we realized our audience loves TikTok because it’s organic and raw. That’s where most of our Love & Pebble fam lives. They’re way more engaged on TikTok."

It’s worked. The brand has grown to nearly 81,000 TikTok followers and racked up over 2 million likes. Their viral status has also led to features on BuzzFeed, Today, and Beauty Insider, further cementing their place in the skincare world.

Despite the Shark Tank rejection, Love & Pebble has only expanded. They started with a $20,000 investment, later selling their house to put another $100,000 into the business. Today, their brand is worth $5 million.

They’ve introduced new products like the Soothing Barrier Frozen Serum—a serum designed to be frozen in their signature pop tray—and a Cryo Gua Sha Facial Tool. They even traveled to Korea to collaborate with top cosmetic chemists on future formulations.

And they’re not stopping anytime soon.

"We are introducing more flavors of Beauty Pops and really excited to be launching more skincare products inspired by super-fruits and science-backed active ingredients," Truong shared.

While many entrepreneurs see Shark Tank as the ultimate launchpad, Love & Pebble proves that a deal isn’t everything. Their viral success, smart branding, and ability to adapt have turned them into a powerhouse on their own terms. With a loyal social media following and an ever-expanding product line, it’s clear that Love & Pebble didn’t need a shark to make a splash.

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Every Friday at 8 PM ET, Shark Tank can be watched on ABC, and streaming is available on Hulu.