Why That Doula Consult Flopped—And What to Do Differently Next Time
Ever walked out of a doula consult thinking, “Ugh… that totally flopped”?
Like you were vibing, the conversation felt good, you thought she was into it… and then? Crickets. No follow-up. No payment. No yes.
You’re not alone—and you’re not crazy.
The truth is, most doulas never get taught how to lead a sales conversation that actually converts. And that’s exactly what we’re breaking down today: Why that doula consult flopped—and what to do differently next time.
Because when you understand why you’re getting ghosted and how to fix it? Booking clients becomes a whole lot easier.
The #1 Mistake Doulas Make After a Consult
You leave the Zoom call or in-person chat thinking, “She loved me. That went great.”
But if you’re not hearing a YES—and not getting paid—then it didn’t work. And here’s the truth: the most common reasons doulas get ghosted have nothing to do with their price or their packages.
You think the issue was:
“I talked too much.”
“Maybe I didn’t explain my services clearly enough.”
“She said she had to talk to her husband, maybe I missed something.”
But those are just surface-level symptoms. The real issue? You didn’t lead the consult in a way that made the decision feel safe, clear, and urgent.
What Actually Went Wrong During Your Doula Consult
Here are the three biggest reasons doula consults flop—no matter how friendly or passionate you are:
1. You Didn’t Pre-Frame the Value
If she shows up unsure what doulas do or why your support matters? You’re already climbing uphill.
The sale doesn’t start at the consult. It starts in your Instagram content, your DMs, your freebie, your reels. When someone already knows, trusts, and vibes with you, they come to the consult pre-invested.
2. You Were Passive, Not Powerful
Did you mostly answer her questions, nod politely, and hope she’d be impressed enough to decide later?
Leadership sells. Period.
Your job is to guide her to clarity—not wait for her to ask the perfect question. If you’re not leading, you’re losing.
3. You Didn’t Ask for a Decision
Let me be blunt: “Let me know what you think” is a ghosting invitation.
Doulas avoid asking for the sale because they don’t want to feel pushy. But here’s the reframe: inviting her into your support is service.
If you’re not asking clear, intentional questions that lead to a decision, you’re leaving money (and mamas) on the table.
What to Do Differently Next Time (And Start Booking More Doula Clients)
Let’s fix this. Here’s what I teach inside my Sell to Serve program, and what I’ll walk you through step-by-step inside my upcoming free live masterclass: The Doula Success Roadmap.
1. Pre-Qualify With Magnetic Content + Meaningful DMs
If they’re booking a consult cold, you’ve already missed the chance to build trust.
Start warming leads early:
Share stories that call out their fears and desires.
Post educational content that hits their emotional pain points.
Use the DMs to ask questions like:
“What kind of birth are you planning?”
“What are you hoping your doula support will help you feel during labor?”
Why this works: They show up already resonating with you. They're not just price shopping—they’re picturing you by their side.
2. Use a Simple, Soulful Consult Framework
Don’t wing it. Structure creates safety—for you and for them.
Here’s the consult flow I swear by:
Welcome & Connection – “I’m so excited to hear where you’re at—how far along are you, and how are you feeling about everything?”
Vision – “If birth could go exactly how you hope, what would that look like?”
Challenges – “What’s feeling uncertain or overwhelming right now?”
Bridge – “Here’s how I support clients who are navigating exactly that…”
Invitation – “Would it feel supportive to get your due date on my calendar today?”
Why this works: It’s not salesy. It’s a natural conversation that builds momentum toward a confident yes.
3. Ask for a Decision—With Confidence and Boundaries
Stop waiting for her to magically “get back to you.” Instead, say:
“Is this the kind of support you’ve been looking for?”
“Want to hear what the next step looks like if you’re a yes?”
“Would it feel good to get your due date reserved while it’s still open?”
If she needs to think about it, that’s okay. But don’t end there. Ask:
“When will you have time to chat with your husband? Want me to check in Friday morning after that convo?”
Why this works: You’re holding space without losing your power. You’re guiding—not guessing.
Let’s Wrap This Up
If your last doula consult flopped, it’s not because you’re bad at sales. It’s because no one ever taught you how to lead with clarity, confidence, and heart.
Here’s the quick recap:
❌ You didn’t pre-frame the value
❌ You let her steer the conversation
❌ You didn’t ask for a decision
But now you know how to fix it:
✅ Warm your leads before they ever book
✅ Lead the consult with purpose and structure
✅ Ask for the yes with confidence and kindness
You’re not too expensive. You’re not too new. You’re just one consult framework away from feeling like the CEO you are.
Ready to Book 3 Doula Clients in the Next 30 Days?
If this blog hit a nerve and you’re DONE walking away from consults wondering what went wrong, you can’t miss my free live masterclass:
Doula Success Roadmap: Book 3 Clients in 30 Days Without Feeling Pushy or Salesy
I’m sharing:
My exact 5-step sales call formula (plus the follow-up flow I use!)
How to ditch the self-doubt and show up with rock-solid confidence
The lead attraction strategies that get clients in early pregnancy—before they’re interviewing 12 other doulas
Spots are limited, because I keep it intimate (and hella powerful).
DM me the word MASTERCLASS on Instagram @thelisavee and I’ll shoot you the link.
Your clients are out there.
Your message is powerful.
Let’s go get it. 🖤
