Ghost-Proof Your Doula Business: How to Stop Losing Clients After the Consult
I see this happen all the time: doulas pour their whole heart into booking consults. They show up with presence, compassion, and deep listening. And in return? Pregnant mamas open up about their fears, their desires, and their vision for birth or postpartum.
You leave that call glowing, thinking: This is why I became a doula.
And then… one day passes. Then two. Silence.
Or worse—a message on day five that says, “We went with another doula, thanks so much for your time.”
It stings. Not just because it’s a lost booking, but because it feels personal. You gave everything you had in that hour, and somehow it wasn’t enough. Confusing. Heartbreaking. Enough to make you question your skills.
But here’s the truth: you’re not doing anything wrong—you might just be missing a piece.
And that piece is leadership.
Ghosting doesn’t always start after the consult. It starts before it.
If your energy going in is, “I hope she picks me,” you’ve already put yourself in the wrong role. You’re not there to be chosen like a job applicant—you’re there to lead. And leadership starts before, during, and after the consult.
Let’s break it down.
1. Before the Doula Consult: Set the Scene
Most doulas only focus on the consult itself. But the way you set the stage before the call matters just as much.
Send a warm, friendly message that creates safety and structure. For example:
“Hey mama, I’m so looking forward to chatting with you! We’ll spend about 30–40 minutes connecting and exploring whether this is a good fit. I’ll walk you through my approach and answer any questions.”
This does three things:
Lowers pressure
Creates clarity
Positions you as the guide, not the applicant
And remember—your mindset matters too. Don’t show up to prove yourself. Show up ready to guide her.
2. During the Doula Consult: Lead, Don’t Linger
Here’s where a lot of doulas get friend-zoned. You’re vibing, asking questions, laughing, connecting… but when it’s time to invite her into working with you, you freeze.
If you wrap up with, “Let me know if you have any questions,” you’ve left her floating in indecision. And indecision is where ghosting thrives.
Instead, try this:
“Based on everything you’ve shared, I know this could be a really aligned fit. Would you like to talk about what working together might look like?”
That’s leadership. You’re not begging. You’re inviting. You’re making the next step simple and clear.
3. After the Doula Consult: Don’t Ghost Her
Here’s where most doulas drop the ball. The follow-up.
Before you even end the call, set a next step:
“I’ll send you a follow-up with everything we talked about. If it’s a yes, you can go ahead and sign. If you need a day to think it over, I’ll check back in Thursday.”
Now there’s structure. Now she feels held.
When you follow up, avoid the generic “just checking in.” Instead, ground your message in what she shared:
“Hey, I was thinking about what you said about wanting to feel more grounded in early labor. That’s exactly what our prenatal visits are designed to support. I’d love to walk with you through this experience.”
That’s leadership. That’s connection. That’s sales psychology rooted in care.
Closing Thoughts
Ghosting doesn’t mean she didn’t like you. It usually means she left the consult unsure what to do next—and you didn’t make her feel safe enough to move forward.
This is fixable. It starts with clarity, presence, and leadership. Because your consult isn’t just a chat. It’s the most powerful sales moment in your doula business. And you don’t get second chances.
So let’s make it count.
Ready to Book More Doula Clients?
✨ I’m hosting a free masterclass: Book 3 Dream Clients in 30 Days: The Doula Success Roadmap.
We’ll workshop your consult flow, your messaging, and your confidence so you can sign more aligned clients without feeling salesy or fake.
Choose your date and grab your seat here: thelisavee.com/freeclass
Don’t keep winging it. This is where the shift starts.
