Here’s a great video illustrating what it can look like selling doTERRA in a retail space:

 
 
 

TIPS ON SELLING TO RETAIL SPACES:

Ideas for places you can sell to:

  • Salons

  • Boutiques

  • Massage Therapists

  • Small Businesses

  • Spas

  • Gyms

  • Gift Shops

  • Clothing Shops

It’s better if there’s just one owner - then there aren’t so many people to explain & go through everything with. You want to be dealing with the person who makes the decisions for the space.

Be sure to gift them something first. A great way to do this is to include them in an Essential Oil Study. Then they love you & have had a good experience. They’ll be more willing to work with you.

 

Two options for Retailers:

 
 

Professional Account:

Talk with your account manager about details for opening up a Professional Account for a spa or health center wanting to place large monthly orders. This is really for those NOT looking for long term residual income - they just want to buy doTERRA oils at a discount, then resell at a retail price (they’re more interested in “hauling buckets” vs “building a pipeline” - also a great 2-min video HERE illustrating this concept).

Here are the details for a Professional Account:

  • Allows you to purchase at 35% off retail price

  • Enrollment fee is $35 for one 12-month period, then converts month-to-month

  • Cannot have a downline or earn commissions

  • No virtual back office - they order online with a credit card

  • Not eligible to participate in the Loyalty Rewards Program / no access to free Product of the Month (they are however eligible for the periodic 200pv promos)

  • No monthly order requirement, but any orders must be a minimum of $500

  • May not sell online (Amazon, Ebay, etc) unless otherwise approved by doTERRA Compliance

  • Must resell at 25% off retail (wholesale pricing) or higher

  • Enroller and Sponsor do NOT need to be the same

  • Not eligible for the 14-day Sponsor change

  • Required Forms (contact: professionalaccounts@doterra.com):

    • Professional Account Agreement

    • W-9

    • Business Addendum

    • Tax Exemption or Resale Certificate (if applicable)

Benefits for the Enroller:

The Enroller will receive Fast Start bonus on the Professional Account (calculated on 70% of the Pro. Account’s PV) for the first 60 days. Once the 60 days are over, the Enroller’s bonus switches from Fast Start to a Unilevel model (paid according to the Sponsor tree). Pay is based off of 70% total order PV for Professional Account orders. In addition, 5% of the Professional Account’s CV is added to the Primary Bonus received monthly - this is directly paid to the Enroller only. Professional Accounts are NOT allowed the 14-day window for a Sponsor change, however the Enroller & Sponsor do NOT need to be the same person.

 
 
 

Wellness Advocate Account:

This type of account will be the most beneficial for the retailer. They purchase at wholesale prices, then sell at retail prices. But the goal is to help their customers to understand the benefits of having their own doTERRA Customer Account, which allows the customer to purchase at wholesale prices. This allows the retailer to also earn SUBSTANTIALLY more as they grow a team & are building long term residual income. This is the “building a pipeline” (versus “hauling buckets”) mentality: great 2-min video HERE illustrating this concept.

Details include:

  • Allows you to purchase at 25% off retail price

  • Enrollment fee is $35 for one 12-month period, then $25 for each additional year as they renew (free bottle of Peppermint with renewal so renewal is basically free)

  • Can have a downline AND earn commissions

  • Has virtual back office to access all team info

  • Can participate in Loyalty Rewards Program, free Product of the Month AND 200pv promos)

  • 100pv monthly order requirement in order to receive commissions

  • May not sell online (Amazon, Ebay, etc) unless otherwise approved by doTERRA Compliance

  • Enroller and Sponsor do NOT need to be the same

  • Qualifies for the 14-day Sponsor change

 SETUP TIPS

set it up.png

 INVENTORY

Start small with inventory:

Keep it to the items we know people love the most. You can add to that as time goes on. Keep at least two of anything you’re selling. Here are the items that are great to start with:

  • Deep Blue Rub (can put it on while they’re shopping & they feel the difference on their pain)

  • Deep Blue

  • Lemon

  • Lavender

  • Lavender Touch

  • Peppermint

  • Peppermint Touch

  • Wild Orange

  • OnGuard

  • Breathe

  • DigestZen

  • Slim & Sassy

  • Oregano

  • Turmeric capsules (full plant botanical + the oil, which makes it 11x more effective)

  • Emotional Touch rollers (great gift items)...give these to people who are grieving...great gifts for friends in need

  • Adaptiv (all 3 formats)

  • Frankincense (as expensive as it is, it sells like crazy...but if that’s too expensive for you to start with then do Copaiba)

  • Copaiba

  • PastTense

  • Serenity & Serenity softgels

  • AromaTouch (if it’s a Spa)

  • Seasonal offerings: Terrashield Spray, Purify

  • Intro Kits (lemon, lavender + peppermint)

  • Simple Solutions Kits (keep these right by the register). As you have the money you can add some of the larger kits - the Healthy Start Kit, Healthy Habits Kit and the Cura Collection are also great to have.

At checkout:

  1. Give them a LIVING Magazine & A to Z Guide

  2. Include a postcard in the bag with upcoming classes or a link to a short educational webinar you’ve recorded on using their oils

  3. Include a sample of an oil they’re not purchasing

  4. Have them fill out the order form & process it later that day when you have time. If they want to pay with PayPal though you’ll need to process right then. They take home their products right then. The order is for the purpose of shipping YOU back the products they paid for & took home.

  5. As soon as you process the order (which you have the shipping address set to go to YOU) go back into their Account Profile on the doTERRA website & change the future shipping address to THEM (so all future orders go to them).

Other things to remember:

  • Have a diffuser going. ALL of your friends should have a diffuser going in their businesses, even if they’re not doing the business. When it smells good, people will buy more in their store. If it’s a big area, have more than one diffuser around the store.

  • Use a price sticker that shows both prices (retail & wholesale). You can buy a price gun that prints these, one on top of the other.

  • Try to make every enrollment over a 100pv (offering incentives at this price point helps)

  • People will buy retail for quite awhile before they become a member, so don’t get frustrated. Those people usually do a much larger starter order because they know the oils work.

  • Always ask, “Are you already working with anyone else in doTERRA?”

  • Do REALLY good follow up so people aren’t lost

  • Signage suggestions:

    • “doTERRA Products Sold Here”

    • “Ask us how to get your doTERRA products at 25% off all year long”

    • “Official doTERRA Retailer”

    • Oil of the month card in a stand alongside the oil of the month

    • A little card to note there are other oils + products that can be ordered beyond what they see in store

    • Poster noting oil classes being offered each month to educate on uses for the oils + products in stock

  • Tell them about the Continuing Education you offer ... 8 classes & then get a free diffuser

  • Have sign up sheets in the store (essential oil studies, classes, etc). Send them with samples on the spot.

  • Start teaching classes in the store right away

  • Help the retailer do the Wellness Consults so they get good at follow up. If they get good, they can offer diffusers, diffuser jewelry (there’s really great markup potential on those)

  • You can use my friend Amanda’s story when letting potential retail locations know how this could work for them: “My friend has a brick and mortar store, and doTERRA products have literally saved her business & her family’s finances. If she hadn’t had her doTERRA paychecks when Covid started, she would not have been able to stay in business. She had 2 locations and for sure would have had to close one.”

  • Teach the retail owner/orderer to bulk order during 200pv promo months to maximize their earnings!

  • If people who work there are Wellness Advocates, but not actually working the business at all, don’t place people under them. In other words, if you are the one helping the retailer get started, & they are actively doing the business, the retailer gets the enrollments. If they aren’t doing anything with the business, you (who are doing all the education, classes, etc) get all the enrollments, but place them under the business owner (so they get to take advantage of the commissions).

Always have on hand at the retail location:

  • A sample vial stand at the front desk so people can smell them easily (only need 5-8 drops in each vial)

  • Business cards with your contact details

  • doTERRA oil testing methods & what CPTG means

  • Quick Claims Guide - so people working in the store know what they can & cannot say about the oils

  • Price list

  • Reference sheet showing the oils & blends available in store

  • Retail order forms to use for ordering oils that aren’t in stock

  • Wholesale Customer enrollment forms for anyone interested in getting a wholesale customer account

  • Information sheets for all products you have in stock

 

HOW THE RETAIL MODEL WORKS

  1.  Store owner signs up & runs a personal order every month. The most productive way to put this model to work for them is to suggest they place at least a 100pv LRP order & order items for the store to sell at retail price through their LRP order. That way when customers decide to enroll with them - they’ll also be setup to earn the commissions from that enrollment.

  2. Smart store owners use retail to introduce customers to doTERRA, educate them & build residual $$$

  3. Getting past the retail mindset is the challenge here … hauling buckets vs building pipeline

Policy Manual Section 13A: Retail Store Policy

With written approval from the Company, a Wellness Advocate may sell products and/or promote the doTERRA business opportunity through retail stores such as health food stores, grocery stores, and other such establishments, except in such stores or establishments that, in the Company's sole discretion, are large enough to be considered state, regional, or national chains.

Policy Manual Section 13B: Online Sales

Wellness Advocates may not sell doTERRA products through online auctions or mall sites, including but not limited to Walmart.com, Taobao.com, Alibaba, Tmal.com, Tencent platforms, Yahoo!, eBay or Amazon, unless they obtain written authorization from Company. Wellness Advocates may seek authorization by submitting a completed Online Auction/Mall Application.

Policy Manual Section 13C: Service Establishments

Wellness Advocates may sell products through service establishments that provide services related to the products. For example, doTERRA products may be sold through the offices of doctors and other healthcare professionals, health clubs, spas, and gyms. Hospitals may not be enrolled without written permission from compliance and legal departments.

Requesting approval from doTERRA:

Email: compliance@doterra.com

 

WORKING WITH SPAS

The best approach is to meet the spa director/owner & give them some oils + a diffuser to experience as a ‘loaner’ for a week. Once they have a great experience with the oils they’ll be ready to learn more. On your 2nd meeting you could review how you can support them in launching oils for retail sales, maybe a few in house Essential Oil 101 classes, & talk about ways to take a retail customer to a wholesale customer account.

Review earnings potential with Spa:

Review what it means to be a Wellness Advocate:

  • Purchase products at 25% off retail

  • On each month’s order of 50pv or more, receive a percentage back in product credits. Example, month 1-3 receive 10% back in credits, month 4-6 receive 15% back, After 1 year receive 30% back in credits for a total of 55% off retail.

  • Receive 100% shipping back in product credits.

  • Qualify for the free product of the month.

  • Have your own doterra account/website.

  • Have the opportunity to earn commissions on sales.

Store owner signs up & runs a personal LRP order every month & begins earning free product back through rewards program + shipping rewards [which they can sell at retail]. If their monthly LRP order is higher then 100pv, they’ll also begin earning residual income off of anyone that converts from retail customer —> wholesale customer. [Smart store owners use retail to introduce customers to doTerra, educate them, & build a residual income.] Getting past the retail mindset is the challenge here...

Educational support to consider providing the Spa:

Staff Training: Provide monthly staff training for the first 3 months & then on a quarterly basis. Training schedule can be adjusted to meet staff needs. Ideally, there will be someone in house teaching the essential oil classes going forward

Customer Education:  Provide monthly classes at the Spa (these ideally are run by the staff after you’ve trained them the first 3 months). Classes can be customized to fit your needs

AromaTouch Technique: An application of oils to the back & feet that targets mood, immunity + inflammation. The one day training costs $150, which includes: 5 hours of instruction and a full set of Aromatouch Technique essential oils ($100value). A Spa typically charges $40 for the 30-40 minute aromatouch technique service. *Note - you can connect with a local certified AromaTouch teacher to offer this workshop at the spa

Give them a 2-week loaner box containing:

  • a doTERRA diffuser

  • Wood display block for the oils

  • Top Spa Oils: lavender, breathe, peppermint, wild orange, serenity, aroma touch, deep blue, 1L pump of deep blue?

  • Products from doTERRA spa category

  • Essential Life Book: the Personal Care section (starts on pg 412) has great ideas

  • Essential Yoga Book

Resources:

 

ARE YOU A REAL ESTATE AGENT?

As a real estate agent you have an incredible potential to help people connect with the oils!
This is an easy way to create curiosity in a multitude of easy ways. People will want to know more & you’ll have an endless supply of new leads into your doTERRA biz!

Click this button to download my Oil Guide for Realtors:

Incorporate these ideas . . .

🏠 Diffuse oils during open houses {ideas in my Guide}

🏠 Have your biz cards + oil class invitations by a diffuser

🏠 Gift new home buyers a Healthy Home Package. Include things like:
- a diffuser
- an Intro Kit (lemon, lavender, peppermint)
- OnGuard products for their new home

 

HOW TO ROCK TRADESHOWS / BOOTH EVENTS

 Before doing a tradeshow or hosting a booth type event, you must first submit a form to doTERRA to be approved. Click the button below to print the form, then send to compliance@doterra.com:

Helpful videos on doing booths:

BOOTH TIPS #1

 

BOOTH TIPS #2

 

Loads of booth ideas + printables here:

 

Here’s a great sign you can download + send to a company like Vistaprint to have a sign made. I had them print a 33” x 86” single sided premium retractable banner with this. It looks awesome & makes it so easy for people to see what the oils can do! The sign comes already attached to the stand. It’s portable & pops right up easily.

Click the picture below to open a downloadable PDF version

 
 
 

Booth setup ideas:

 

CREATING BUSINESS CARDS

FIRST!
It’s never my preference to give a business card.

I’d much rather get the person’s contact info & setup a time to connect. That way I can answer questions & they don’t forget our interaction.

Business cards are great for those quick interactions when you don’t have time to talk. If you do give your card, always be sure to get the person’s contact info too. Send them a quick text so they can put your name with your number. Get permission to shoot them a text to set up a time to answer questions or invite to a class. Giving them a quick sample (always have samples with you) is especially great. Let them know you’ll connect with them in 3 days to find out what they loved most about the sample.

My favorite places to create + order business cards are either Canva.com or Vistaprint.
If you prefer to have the design already done for you, try here or here.

I like the cards printed front & back, with directions on the back for how to order. Here’s an example:

 

YOGA STUDIOS + ESSENTIAL OILS

 Essential oils are commonly used in tandem with yoga, so working them into a yoga studio is an obvious choice.

Watch the following short video to see how this couple worked using & selling essential oils into their yoga studio.

 

Want to explore more of our Guides?