Doula Sales Secrets: How to Follow Up Without Feeling Pushy
Why Do Doula Clients Ghost After a Consultation?
You know that sinking feeling when someone is so locked in during your consult?
They’re nodding, they’re laughing, they’re vibing with you…
…and you’re thinking, “Yes. She’s my client. This is done.”
And then?
It’s like she fell off a cliff.
No text.
No email.
No, “Hey, thanks for your time.”
Just… crickets.
If you’ve ever had a potential client ghost after a doula consult, you know how painful it feels. You start replaying the whole thing in your head like a crime scene investigation:
Did I say something weird?
Was it the price?
Did she hate my Zoom background?
You question your skills, your confidence, and even whether you should follow up — because heaven forbid you look “desperate.”
But here’s the truth: ghosting doesn’t always mean “no.” More often than not, it means life got in the way. And the doulas who book more clients aren’t the ones who “wait and see” — they’re the ones with a compassionate, intentional follow-up system.
This post isn’t just about what to do after someone ghosts. It’s about how to set yourself up so fewer people ghost you in the first place.
Because in doula sales? Follow-up is an act of love.
Why Ghosting Hurts So Much for Doulas
Here’s the thing: doulas aren’t selling kitchen gadgets or shoes.
A doula consultation is deeply personal. You’re holding space, hearing a family’s fears and dreams for their birth, and sharing pieces of yourself too.
So when a potential client ghosts after a consult, it feels like a breakup without closure.
But here’s the reframe: silence doesn’t always mean rejection. Sometimes it means they’re scared of making the wrong choice. Sometimes it means they’re overwhelmed, or talking to someone else, or simply don’t know what to say next.
And that’s where you — the professional — get to step back in with curiosity and care.
Real-Life Example: The Friend vs. The Doula
One of my Sell to Serve clients had this exact scenario.
She had a consult that felt amazing. Total connection. She thought it was a done deal.
Then a few days later, the prospect emailed:
“I’ve decided to go with a friend.”
Ouch.
My client’s first reaction was what yours probably would’ve been: hurt, confused, and maybe even a little “fine, good luck with that.”
But instead of shutting the door, I coached her to stay curious:
“That’s great! I’d love to hear more about the role your friend will play.”
“Will she be on call 24/7?”
“Has she supported a birth before?”
Not as an interrogation, but as gentle reflection — to help the mama think through the difference between emotional support from a friend and professional support from a trained doula.
And you know what happened? That curiosity re-opened the door.
This is the power of thoughtful, compassionate follow-up.
Why Follow-Up Is the Missing Piece in Doula Sales
Here’s the stat that shocks most doulas:
72% of my sales come from follow-up.
And when I say “follow-up,” I don’t just mean sending a “checking in” email after the consult.
Follow-up starts long before the Zoom call.
When someone grabs your freebie? Follow up.
When someone comments on your Instagram post? Follow up.
When someone replies to your story? Follow up.
Booking the consult itself is the first sale. If you’re ghosting them in the early stages, you’re leaving opportunities (and clients) on the table.
Doula Follow-Up Strategies: Before & After the Consult
Here’s how to make follow-up simple and effective:
Before the Consult
DM Nurture: Respond when they engage with your posts. Ask about their due date, their birth vision, their fears.
Value Drops: Send a resource or tip that directly addresses something they mentioned.
Direct Invite: If they’re clearly aligned, invite them straight into a consult.
After the Consult
Open Door Message: “Hey, just checking in to see how you’re feeling about birth support after our chat. Any questions come up?”
Curiosity Re-Entry: “You mentioned wanting X — has anything shifted since our call?”
Transformation Reminder: “You said feeling calm in labor was your #1 goal — I’d love to help you make that happen.”
The key: keep it warm, keep it human, keep it client-centered.
Mindset Shifts Every Doula Needs Around Follow-Up
Let’s be clear:
Follow-up isn’t annoying.
It isn’t chasing.
It isn’t desperate.
It’s proof of the level of care you’ll bring to their birth.
The right clients don’t see follow-up as pressure — they see it as commitment, presence, and leadership. And that’s exactly why they’ll hire you.
Final Takeaway: From Crickets to Clients
If you take one thing from this post, let it be this:
Follow-up is the bridge between crickets and clients.
It’s not just what you do after the consult — it’s how you show up before, too.
When you approach follow-up with curiosity and care, it builds trust instead of breaking it. And when your consult questions are on point, the follow-up practically writes itself.
Free Resource for Doulas: 3 Questions to Book More Clients
Want to make follow-up easy — and actually enjoy it? Start with your consult.
I created a free guide for doulas: 3 Questions to Ask in Every Consult to Book Yourself Out.
These are the same questions I use in my own calls to understand my clients deeply, close more sales, and make following up feel natural (not forced).
👉 Grab your copy here.
Start using these on your very next doula consultation — and watch how much easier it is to turn consults into contracts.
