Selling Supplements on TikTok Shop ($0 to $200k Guide)

Selling on TikTok Shop is a very important piece of building an e-commerce brand in 2026 and it's not really because of the sales that come from the platform, but it's what it does for the brand overall. Today, I'm going to share with you how to get sales on TikTok Shop in 2026, how to do content, pricing, talk about your listing, getting affiliates, and a lot of that good stuff that we're actively using. But, I'm also going to zoom out and look at a more holistic view of how that fits into the brand overall. Last year, my supplement brand did about $7. 7 million in sales. The breakdown of that was about 5. 5 on Shopify, just over 2 million on Amazon, and we only did about $200,000 of revenue on TikTok. Yet, I'm here talking about it because it was a very crucial piece of the business and it helped drive a lot of these other sales. It helped us rank above some of our competitors on Amazon and get some extra ranking, and it certainly gave us a big edge on Shopify. Running Facebook ads, which is a competitive and expensive thing to do, especially with supplements these days. If you've been struggling with Facebook ads, this is inadvertently a Facebook ad video because we took a lot of our content from TikTok and ran it as ads and it worked. So, if you're looking forward to this video, I'd appreciate if you drop a like and subscribe to the channel. If you don't know, TikTok has really come out of nowhere. I mean, they're doing 15 billion dollars in GMV in 2025 is what they report, 70 million social shoppers, etc. Average amount spent per day in America is $32 million. I will be curious to see how TikTok does as they roll it out to more geolocations. That will be cool. Um but, they've grown very aggressively. So, you get the idea. Now, real quick, I just want to show you this is a back end of my brand showing the sample request for affiliates. These are creators, you know, how much they post. This is their sales in the last 30 days. These are all creators that are requesting for a free sample of our product, wanting to promote it not for a fee, but just for a commission. So, they only make money if they actually make sales and that's the whole essence of TikTok and this affiliate structure. But, I'm practicing what I'm preaching. I'm not just talking about this. I'm an operator. I run my business every day. We have about 20 people on the team and I just brought on a head of TikTok for $4,000 a month plus comp and that person's sole job is going to be TikTok, building the Discord community with affiliates, managing that, talking to them, giving them hooks, angles, winning video ideas, and everything to do with building a community of creators that are going to push our brand because we want to do a whole lot more than what we did last year, $200,000 in sales on TikTok. It will reduce our Facebook ad costs, it'll help performance, and it will help us on Amazon. And so, if you haven't already caught on, affiliates are the engine. This is what drives TikTok. You can make your own content. I highly suggest that. We'll talk about it. But, getting other creators to promote your brand for you. This is very hard in the beginning because you have no sales. If we go over here to the only real software I pay for this stuff, I'll leave a discount link down below, Kalodata. You should live on this thing because it has every example, even if you're doing Facebook ads, whatever, this shows you everything. Let's just take a brand like Physician's Choice for an example, large supplement brand, number one leader on Amazon, and they have done that by crushing it on TikTok. They've done $2. 8 million or $2. 4 million in the last 30 days. Last 90 days is 7 million bucks. They do a couple million a month on TikTok. Awesome. But, what I like to see is I can go down and see all of the creators and how much money they're generating them. Now, they have their own account that's producing good sales as well. You're not going to be able to get these people on board. But, what if we jump over to page, you know, 200 and we go to the small creators that are making them $3,000 a month and we message all those people with a really crazy offer, right? That's what I like to do is snipe specific affiliates that work with similar brands. And it's not like you're stealing them. They're not on contract. Maybe the biggest ones are, but you can just offer them a really aggressive commission rate and we'll talk about that. But, I can see every single product they're promoting. So, maybe I'm trying to come up with product ideas and I can see what's blowing up. I use Kalodata for that. But, specifically, the biggest thing that I use this platform for and the reason that my company pays whatever $80 a month for this is the videos. Now, they boost a lot of their stuff with ads. That is becoming very, very common. So, you can still look at these. This is only an 11-second video, right? But, I can see this video and I can understand the hook. I can see what they're saying. What is the scene? Are they showing a person right away or all the products? And I can mimic that. We can give this to our creators as an example. We have a different product, but take this video framework. And this gives me the ideas for all the hooks and everything that we're going to need for who we are targeting. And that's one piece that people miss is that the real work starts after an affiliate says yes. If a creator agrees to take a free sample of your product, which is not that hard, the real work starts once they get it. Getting them to actually post and then post regularly. Because if they get your product and they make one video and it doesn't do anything for them, they're not going to make another video. So, the real work starts after. Following up, helping train them, giving them hook ideas, script examples, writing the customer avatars out, which I'm going to do for you here in a second and show you. You have to prepare this in advance and that simple, you know, four-hour work block is the part that people miss. And it's a pain in the butt to follow up with all these creators and talk to them. But, if you want results like what the top brands are getting, you have to do what they are doing. And that means not just mass out reach. We use the a

bot called Yuka. I'll probably leave that link down below as well. They just I mean, it's spam. Like, 10,000 people a day. It just sends the messages and we get samples from that, right? You just saw that. Some of the samples are from our mass outreach. But, the work starts after they request a sample. Then, we talk to them. Hey, we'd love to have you make a couple videos per week. If you can make five a week, we'll bump up your commission. You know, here's 10 ad angles that are working. Like, you got to do that and small brands are not doing that and that's why they're not getting good results. Now, the commission structure is a big piece of this on the response rate when you're just reaching out to people because you need it to find a way to get their attention. And I like to kind of over promise and like promise the world in in a way that's true. Like, hey, you know, most brands offer 15% commission, we're going to give you 40% commission. Plus, we'll give you a retainer once you get things going. Like, I just start saying stuff. We're going to boost all your content with ads, which all of that is true. It's a little ambiguous. I'm not being too specific, but you have to be flashy and attention-grabbing in the beginning. If you're a brand with no sales, you got no followers, you don't have an influencer behind you. You've got nothing. So, we offer a large commission. I'm always in the 30s, sometimes 40%. Free sample. Uh we say, "Hey, we're going to help you like with winning hooks and all this stuff. " And then, you have to do ongoing communication. that. Otherwise, what's going to happen is you're going to send 130 samples over a month. You're going to spend money doing that and you're not really going to get any videos out of it. And then, nobody's going to produce any sales and your dashboard's going to show four orders, which is realistically what might happen, and you're going to be pissed off. I've done that. I've seen that. People in my coaching group have had that same thing happen. If you're not following up with people, if you don't understand how to set up your listing and your pricing and your offer to get out of the probation period a little bit quicker, which we're going to talk about, TikTok stifles you. They don't really let you get sales and that's what's different about this platform versus something like Facebook ads. So, your own content is the foundation. Affiliates will see your content. If your brand page, like what we saw here on Physician's Choice, they produced $194,000 in the last month. Great. Any content they make that blows up, affiliates are going to see that and that's going to draw new people in. They're going to request samples because they saw that this video made money. These are not people dilly-dallying on social media. Affiliates pay for Kalodata. They pay for different software tools and you should, too, but they pay for this so they can catch the trends and see what's blowing up so that they can promote it early. And so, if you have a video that's blowing up, trust me, they will see it, okay? Post at least once per day. Literally, I did this myself. I had already made money. I had another company and every single day I'm slinging a TikTok myself. Why? It takes 2 minutes, 4 minutes. It's not that hard. I batch it out for the week. It'd take me 25 minutes. Going viral attracts affiliates and this also helps you learn the content angle. How can you expect your affiliates to get good results and target your customer if you don't even know who your customer is? We're going to hit on that in a second and this will be useful for all of your marketing efforts. But, the real hack here, and I can name 100 different brands that do this, is the halo effect. Going viral on TikTok helps your meta ads. It If you go viral and you're making at least 10 grand a day on TikTok, the amount of views that would be necessary to do that, I promise you your CPMs will drop on meta every single time. Not to mention, you will have all these ad creatives that will also help you get better results and scale further. But, it will also bleed over a lot of people that are searching your brand specifically on Amazon and that third-party traffic is something that Amazon rewards very heavily. That's exactly what Physician's Choice has done and multiple other brands. I mean, I can name 100 of them, myself included. And it works. We did $315,000 last month on my supplement brand with one product on Amazon. There's other people selling it. It was a competitive space. If you look at it, you'd say it's saturated. But, it doesn't matter because we brought third-party traffic when other people didn't. Period. Okay, that's just how we did it. Now, let's say you're making your own content or you're trying to train these affiliates. How are you going to understand your customer? You need to do this. Follow this playbook, please. Find at least three main angles. First of all, start with making a list of every possible benefit for your product and then every type of person who could utilize that benefit. Find every other similar product that helps with that and that keeps branching out. You just build a big list of every possible touch point. How does this product relate to people? You know, there's maybe a recovery angle and the recovery all is because it hydrates you, but those are two separate angles. Are you feeling tired all the time? Maybe it's because you're not hydrated, right? We have a hydration product. So, like, there's all these different angles, you know, you feel groggy when you wake up in the morning. You're not feeling good during a workout. You're tired at work by 2:00 p. m. These are angles. Underneath each angle, come up with five hooks. Hey, are you tired by 2:00 p. m. at work every day? Do you roll out of bed and you know, you feel tired and it's a battle to even get out the door? These are angles. These are hooks underneath each and I like to write those out and give those to affiliates. Now, what I highly recommend you do cuz this is massive is build a character for each main angle, okay? So, I'm going to give you an example here that's just going to be funny, but this is true. This is what we do. Let's just say I mean, whatever you're selling. Let's say one of our ideal customers is Josie. It's not, "Hey, oh, we're targeting, you know, women in their 20s. " No, no. I get specific. Josie is a 24-year-old Pilates girl who needs to have her matcha coffee every morning and uses daily Pilates as her

primary social tool. That's who Josie is. Let's go a little deeper. Being awake before 7:30 a. m. is a crime. For Josie, a new pair of grip socks is better than a good night's sleep. Her Pilates instructor is her hero. She became best friends with the one gay guy in the class. She works in media and marketing and handling the social media stuff for a mid-size local tech company. Her dreams are simple. Pilates every day, driving a fancy mom car, and your white Porsche Macan, G Wagon, X5, or a Range Rover. Not bad options. She wants to take a vacation twice a year to the beach. She wants a big lab-grown diamond and a white house with two kids and a dog. Basically living out every country song, but Josie doesn't listen to a ton of country music, just occasionally. That's Josie. And I get that granular at understanding the customer of who it might be, and I'll build out a lot of different avatars. Because first of all, if I said that and said this story, I could literally post this as an ad and it might work. Because you want to speak to your people. And how can you speak to that avatar if you don't understand them? Right? You have to get in their heads. And this is a funny one because just for an example, I see a lot of guys try to sell female products. It's common. The biggest one I've seen is somebody doing 7 million a month and it's a dude selling female products. And he may or may not be pretending like it's women owned. Anyways, like we work with people in our coaching group and they always try to like I just see it a lot. A lot of guys try to jump in and sell female products. And that's fine, but you don't understand the selling angles cuz avatar perfectly. And so it just becomes a little more difficult. But like going deep into all of these things and then making each of these a hooks a hook, you know, is like if you have a Pilates product, let's just say I have a recovery product, a hydration product and we're taking a recovery angle. I will target women doing Pilates, even though that's not really related to the product, but it is. And I might lead off with a hook that being like, you know, Pilates girls, is a new pair of grip socks better than a good night's sleep? I might start with that to get their attention and totally pivot the conversation to hydration, you know? Be like, well, as you know, Pilates, they might not think it's a good workout, the fellows don't understand, but it is a good sweat. And after a good sweat, you need to rehydrate. You see what I'm saying? You can loop these in based on who you're actually trying to target and find different hooks. And this is the type of thing you need to outline and give to your affiliates. This is the type of thing that you build all of your Facebook ad copy off of. This is when you're working with a YouTube influencer for three grand, you give them these ideas. So that's my rant on customer avatar. I could sit here and do three hours on it. Let's continue on. TikTok Shop buyers expect the best price. It is a discount platform. It is younger demographic. It's impulse purchases. That's just what it is. Uh, this little graph is actually slightly incorrect. We do charge the same if not more on Amazon, but then you have to factor in shipping, so it kind of equals out. Uh, but Shopify D2C, like anything to do with Shopify Amazon, like that's more expensive. TikTok is always our lowest price. Oftentimes we run free shipping promos. We also do BOGO offers on here quite often. If you're struggling to get results, try buy one get one free. You know, do whatever you can to just make it aggressive. Uh, you know, there's a little survey done internally at TikTok. They reported that 58% of TikTok users are more likely to buy with a coupon or special discount. Duh. I'm surprised it's not higher. Uh, but this is interesting. Like TikTok forces you to slow down. There's what's called a probation period. I've been ranting about this for two years. TikTok still refuses to admit it exists to me, but I know for a fact that on new accounts, and whether it's a big influencer that gets millions of views, if they tag your product tied to a new TikTok Shop that has no reviews, their video will get less views. Every single time. Which is exactly why you should never pro tip, you should never pay a big flat fee for a video when you're getting started on TikTok Shop. It will not work. Period. So, there's a whole probation period. They slowly let you get more orders, views, slowly allow you to reach out to more affiliates. It takes like two to three months. It's not an exact timeline. It's kind of based on sales and performance. That's part of the reason that making your own brand content is very important. So, getting affiliates, doing your own brand content, and having a good listing. Let me know if you want me to do a deep dive on the listing. I can do a whole video on that. We do have a free trial to my school group, which is where we talk about this. You can ask me any questions. And we have a TikTok Shop training. So I specifically talk about listing setups. It's a whole course. You can get that for free. There's actually six courses inside of there. You can get for free on the TikTok Shop, building a brand. If you're doing any drop shipping, manufacturing, there's a lot of stuff. You get a free call access to me. You can ask questions. Uh, but that's completely free on the trial. Now, I always like to lead with examples because I feel like it offers insights, and I try not to do this from a bragging perspective, but look at this. The last 90 days on Shopify, I've done 1. 4 million in sales on the brand. It's up slightly. Now, my goal is to get this to monthly. That'd be awesome. We had a month that was basically right there. And I truly believe that TikTok is going to help me do that. It's going to increase my Facebook ad performance, which is the biggest driver of sales for us here. It's going to do that by overall awareness and reach, which will drop our CPM cuz people will be familiar with our ads once they see them cuz they already recognize the brand. But number two, by giving us a bunch of content. That is why I'm investing money and time into TikTok Shop and bringing someone on to do it. I actually think that four grand a month plus comp is better used there at TikTok than it is in like adding four grand and spend to Facebook

which is whatever for us. We spend much more than that every day. But it's like that's it's just worth it. It's a better platform for that. These work together. It's not a one or the other, but we are trying to grow that so that we can grow the overall brand. And again, like we've done 500,000 in the last three months through subscriptions. 56% of our customers, you know, return and buy regularly. We have a bunch of people on a monthly subscription. And that's why supplement brands are awesome. See how rock solid consistent this is for three months? Like that's why I like supplement brands. And we can also pull up the last 365 days. You can see the growth of this brand. Started from basically nothing. Big spike and now just consistency. It's slowly increasing. It's been awesome. So that's my rant on TikTok Shop. I highly recommend you check out our free trial to school down below. For sure you get Calendy, that's the only software we really pay for that's like relating to TikTok Shop. So live on that, use it, see videos, come up with customer avatar angles. There's a discount link down below cuz we send a bunch of people their way. I also have my one-on-one coaching group that opens every few months so you can work with me for six months. A lot of supplement brand people inside of there helping them scale aggressively. So, hope you enjoyed the video. I'll leave all the resources and other stuff linked down below. Let me know if you have any questions. I'd be happy to make another video. I'll see you in the next one.