Ultimate Perfume Selling Guide: Essential Do’s and Don'ts | PLA

Selling perfume is an art. 

One that I've watched transform over the years at Perfumes Los Angeles.

When Sergio from California calls me frantically before Valentine's Day, he's not just buying his wife a bottle of fragrance—he's purchasing the smile on her face when she unwraps it. The confidence she'll feel wearing it. The compliments she'll receive.

But here's the thing: selling these bottled emotions requires finesse. 

Whether you're a wholesaler supplying retailers or an entrepreneur selling directly to clients, there are crucial do’s and don'ts you need to follow.

Let's dive in.

DO: Know Your Fragrances Inside Out

I can't stress this enough. Knowledge sells.

When Alejandro called me last month looking to expand his home-based fragrance reselling business, he was overwhelmed. 

"There are so many options," he sighed. "How do I know what will actually sell?"

Knowledge was his answer. The fragrance world has its own language. 

Top notes, heart notes, base notes. Floral, woody, oriental, fresh. Eau de parfum versus eau de toilette.

You need to speak this language fluently. 

When a client asks why a particular scent costs more than another, you should explain concentration levels with confidence. 

When they're seeking something "not too overwhelming for the office," you should immediately think of light, fresh scents.

Remember: clients don't just buy what smells good. 

They buy from people they trust. 

And knowledge builds trust.

Don't: Be overwhelmed with Too Many Options

Maria, who runs a multi-faceted business selling apparel, makeup, and jewelry in California, made a common mistake when she started selling fragrances. She tried to stock everything.

"I thought more options meant more sales," she told me. "But my clients would smell four or five perfumes and then leave undecided without buying anything."

The science backs this up. It's called choice paralysis.

When faced with too many options, people often choose none.

Instead, curate your selection carefully. 

For fragrance resellers, focus on reliable bestsellers alongside a rotating selection of trending scents. 

For retailers, create thoughtful categories that help clients narrow down their choices.

The best perfume salespeople guide clients through a journey of discovery, not a maze of confusion.

DO: Tell Stories, Not Features

"This fragrance has bergamot top notes with a sandalwood base."

Yawn.

Compare that to: 

"This scent was inspired by Mediterranean summers. The initial burst of citrus reminds you of fresh-squeezed juice at a seaside café, while the warm sandalwood base lingers like the sunset on your skin."

Which would make you want to buy?

Fragrance is emotional. Your selling approach should be too.

When Ana first started selling perfumes as her side hustle, she struggled to make consistent sales. "I was listing ingredients and notes, but nobody seemed interested," she explained.

Once she started sharing the stories behind each fragrance—the inspiration, the occasions it suits, how it makes the wearer feel—her sales doubled.

Great perfume sellers don't sell scents. They sell emotions, memories, and aspirations.

Don't: Push Too Hard

We've all encountered the aggressive perfume salesperson who follows us around, spraying everything in sight. 

Don't be that person.

The fragrance is intimate. It requires trust. 

Pushing too hard breaks that trust and creates resistance.

I've seen too many wholesalers lose clients by pressuring them to buy more than they need. 

They might make a bigger sale once, but they lose the lifetime value of a repeat client.

Instead, focus on building relationships. 

When John, a distributor client of mine, calls me now, we don't start with business. We chat about his daughter's soccer tournaments and his new warehouse space. The trust we've built means he values my recommendations and comes back month after month.

Remember: in fragrance, a loyal client is worth infinitely more than a one-time big sale.

DO: Make Sampling Effortless and Memorable

Sampling is the lifeblood of perfume sales. But there's a right way and a wrong way to do it.

The wrong way: Spray a paper strip, wave it around for two seconds, and thrust it at the client.

The right way: Create a sampling experience that respects both the fragrance and the client.

For fragrance resellers, this means:

• Spraying from the proper distance (6-8 inches)

• Allowing the scent to develop for a few seconds

• Encouraging clients to try on skin (inside wrist or elbow) for at least one "finalist" fragrance

• Offering water or coffee beans between samples to clear the nose

For distributors, this means:

• Providing high-quality samples to your retailers

• Educating them on proper sampling techniques

• Creating sample displays that enhance the client experience

Maria transformed her perfume sales when she created a "scent journey" station in her boutique. Clients could sample up to three fragrances, with coffee beans between each to reset their sense of smell. She trained her staff to guide clients through the experience rather than rushing it.

"It turned sampling from a chore into a luxury experience," she told me. "People started coming in just for the 'perfume journey' and leaving with full bottles."

Don't: Neglect Follow-Up and Education

Your relationship with clients shouldn't end when they make a purchase.

For distributors, this means providing ongoing education and support to your retailers. Send them information about new releases, trending scents, and selling techniques. Check in regularly to see what's moving and what's not.

For resellers and retail store owners selling fragrances, follow up with clients about their purchases. A simple email or text asking how they're enjoying their new fragrance shows you care about their satisfaction, not just their money.

Alejandro built his business through meticulous follow-up. 

"I send a text message to each client a week after their purchase," he explained. "I ask how they're enjoying their fragrance and if they've received any compliments. This simple gesture has led to countless referrals."

DO: Pay Attention to Packaging and Presentation

In the fragrance world, presentation isn't just about looking pretty. It's about setting expectations and creating value.

When Ana started her side business, she placed her perfumes in simple plastic bags after purchase. Sales were sluggish.

On my advice, she invested in elegant gift bags, tissue paper, and small thank-you cards. Her sales doubled within a month, and she was able to raise her prices.

The lesson? The experience of buying perfume should feel as special as the fragrance itself.

For distributors, this means ensuring your products arrive in perfect condition, with attractive packaging that retailers are proud to display. 

For retailers, it means creating a purchasing experience that feels luxurious from beginning to end.

Don't: Forget the Power of Exclusivity

Nothing drives desire like the perception of exclusivity.

John struggled to distinguish his distribution business until he secured exclusive rights to carry a niche European fragrance line in his region. Suddenly, retailers were calling him, not the other way around.

You can create exclusivity in many ways:

• Limited-edition scents

• Region-exclusive fragrances

• Custom blends

• Special packaging for certain markets

• First access to new releases

Even if you can't secure truly exclusive products, you can create exclusive experiences.

Maria hosts invite-only fragrance parties for her best clients. 

Alejandro creates custom sample sets not available to the general public.

The feeling of accessing something special is irresistible to fragrance buyers at every level.

Conclusion: The Heart of Fragrance Sales

At its core, selling perfume successfully comes down to understanding that you're not just selling a product. You're selling a feeling, an experience, a transformation.

The do’s and don'ts we've covered are philosophies that recognize the unique place fragrance holds in people's lives.

Whether you're a distributor like John, a home-based business owner like Alejandro, a multi-faceted entrepreneur like Maria, or just starting your side hustle like Ana, these principles will help you create not just sales, but relationships that last.

At Perfumes Los Angeles, we're passionate about helping our partners succeed in the fragrance industry. If you're ready to take your perfume business to the next level, I'd love to chat about how we can help.

Visit perfumes Los Angeles wholesale to explore our offerings and schedule a consultation. Let's create something beautiful together.