Doula Consult Fails: 3 Mistakes Birth Workers Make That's Costing Clients
If you’re a birth or postpartum doula, you already know how powerful a consultation can be. But here’s the truth: your consult isn’t just a casual chat. It’s the sales moment of your business.
This is where a potential client decides whether or not to trust you with one of the most vulnerable experiences of her life. And you don’t get a second shot.
Sales is the lifeblood of your doula business—and if you’re winging consults, avoiding the psychology of sales, or relying on “good vibes” alone, you’re missing your chance to get doula clients consistently.
Let’s fix that right now. Below are the three most common doula consultation mistakes—and how you can avoid them so you can get pregnant and postpartum clients with confidence.
Mistake #1: The Chit-Chat Trap
Picture this: you’re 35 minutes in. You’ve talked about toddlers, her OB, your certification, her partner’s job… and suddenly, the consult is over. But she has no idea what you actually offer.
This happens when you lead with politeness instead of purpose. Yes, connection matters—but connection without direction leaves her confused.
Sales psychology 101: people don’t buy when they’re confused or when they’re left to make sense of things on their own.
Pregnant women—especially first-timers—are looking for leadership. They want to feel held, not just heard. Your role is to guide the conversation with confidence so you can get pregnant and postpartum clients who trust you.
Try opening with this:
“I’m so excited to connect with you. Here’s what I’d love to do—get a feel for where you’re at, hear more about what you’re hoping for, and then share a bit about how I work and what it could look like to support you. Sound good?”
Now you’ve set the tone and taken the lead.
Mistake #2: The People-Pleaser Pitch
When it’s finally time to talk about your services, do you start softening everything?
“I usually do two prenatals, but I’m flexible…”
“My package is $1,800, but we could maybe work something out…”
“No worries if you’re not ready!”
This “I don’t want to scare you off” energy actually creates hesitation.
Sales psychology says confidence creates safety. If you don’t believe in your offer, she won’t either.
Selling with heart doesn’t mean apologizing—it means calmly and clearly standing in your value.
Instead, try this:
“Here’s what I recommend based on what you’ve shared. I’d love to walk with you through this experience. Want to chat about what working together could look like?”
That’s not pushy. That’s leadership. And it’s how you get doula clients without feeling fake.
Mistake #3: The Info Dump Spiral
She asks a question, and suddenly you’re off to the races:
“I offer 2 prenatals, continuous labor support, postpartum check-in, daily texts, TENS unit, snacks, aromatherapy…”
She’s nodding, but she’s overwhelmed. And she’s already thinking about her next appointment.
Here’s what’s happening: you’re trying to prove your value with features instead of connecting to the transformation she wants.
Remember: sales is emotional. Clients don’t buy features—they buy feelings.
Instead of dumping info, zoom out and connect back to what she said:
“You mentioned you want to feel calm, informed, and not alone. That’s exactly what we build in our prenatals. It’s not just education—it’s grounding. It’s your birth plan, your voice, your vision—made real.”
See the shift? She’s no longer processing details—she’s picturing herself supported by you. That’s how you get pregnant and postpartum clients to say yes.
Final Thoughts: Your Consult Is Sacred
Your consult isn’t a favor. It’s not just an interview. It’s a sacred opportunity to connect, lead, and invite someone into transformation.
And when you avoid sharpening this process—because you don’t want to feel salesy or “bad at that part”—you’re cutting yourself off from the clients who need you most.
Pregnancy doesn’t wait. If your consult flow could be clearer, bolder, and more effective? Do the work now so you can get doula clients without second-guessing yourself.
Free Masterclass for Doulas: Book 3 Dream Clients in 30 Days
If you’re ready to master consults and start signing more clients with confidence, you’re invited to my free live masterclass:
Book 3 Dream Clients in 30 Days: The Doula Success Roadmap.
In this training, I’ll show you the exact consult flow, sales psychology, and messaging shifts that have helped my clients:
Get doula clients faster without spending on ads
Book out their doula calendars with ease
Raise their rates with confidence
Sign pregnant and postpartum clients who are excited to work with them
I’ve even added multiple date options so you can find one that works for your busy schedule.
Save your free seat here: thelisavee.com/freeclass
