89. Why Your Doula Consult Felt So Good… But She Still Didn’t Sign

The Moment You Think You Lost the Client Booking (But Didn’t)

This episode breaks down the exact moment most doulas lose their power—right after they say the price.

This isn’t about scripts.
 It’s about energy, leadership, and holding the room.

What You’ll Learn:

✔️ Why “I need to think about it” isn’t about price
 ✔️ The energy shift that kills conversions
 ✔️ What your client is actually thinking in the pause
 ✔️ The biggest mistakes (over-explaining, filling silence, softening your offer)
 ✔️ What to do instead—so you stay grounded and in control

Key Takeaway:

The sale isn’t lost at the price.

It’s lost in how you respond after.

Want to Go Deeper?

Join my live workshop:

👉 How to Consistently Book Clients Without Relying on Referrals or Word of Mouth 📅 March 25 | 🕑 2PM EST

Learn:
 – What to say in the first 5 minutes
 – How to pitch without rambling
 – How to handle hesitation without losing authority

👉 Save your seat.

Because you don’t need as many leads as you think, you need to stop losing the ones in front of you.

Struggling to grow your doula business? Tired of chasing prospects online? Imagine effortlessly attracting your dream clients and consistently generating a steady income month after month. 

⬇️ START HERE ⬇️

FREE Business Audit: Doula Revenue Bottleneck Analysis
Learn more about Six Figure Doula

Transcript

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I want you inside my live workshop happening next week, Wednesday, March 25th at 2 p.m. Eastern. It is live. It is free. Here's what I'm breaking down in real time. I'm breaking down what to say in the first five minutes so the call actually converts, how to pitch your offer without rambling or over-explaining, exactly how to handle hesitation without losing your authority, and how to consistently book clients without relying on referrals or word of mouth alone. Because once you see this, you will never unsee it. You will start noticing when you're rushing, when you are overexplaining, or trying to help the decision along. Because once you master this, let me tell you, beautiful, beautiful things happen. Growth, impact, all of it. Welcome to the six-figure doula podcast. This is where confidence becomes currency. If you're a birth worker who's ready to stop overthinking, stop undercharging, and start leading like you mean it, then you're not here by accident. Every week we talk sales without the ick, money without shame, and building a business that actually holds you and your clients. Welcome home, Doula. Welcome back, my beautiful, beautiful friends. Today I'm sick. I've got my kiddo at home, and it's been a week, but we're here. We show up anyway, and I know that me being nasally isn't going to affect your listening experience. Or at least I hope not. And I also just wanted to kind of like bring the real and the raw, because that's what we do here. Lately, I have been in a season of learning boundaries, which is kind of like embarrassing to say out loud because it that makes it sound like I've never held boundaries or that I've never established boundaries. But honestly, this particular season has been harder than I expected. Like this level of growth within my business feels stretchy in a way that I was not fully prepared for. And I don't, I don't think you're ever prepared because at least for me in my experience, there is no foreshadowing, right? Like I don't get to like look 12 months ahead and say, this is the month that you're gonna, you know, have an explosion or this is the month that you're gonna have a massive pivot. It all happens in real time. And usually it's the hindsight catch 22 thing, but very rarely am I able to predict and prepare. And all I can say is that there is this constant pull that I feel internally, and it's the type of pull that makes me want to work every single night super late and not sleep. It makes me want to fill every single pocket of time, to say yes to every single podcast opportunity, every single event. Because I remember what it felt like when things were slow, when I would have done anything to have this kind of momentum. I prayed for this problem. And I asked for all these clients, the demand, the growth, and I'm here for it 100%. But I guess no one really in my immediate circle talks about like the discipline that it takes to hold that growth without losing yourself inside of it. And I mean more specifically, like without losing all of the things outside of yourself that you care so deeply about. So I have a lot more that I want to say on this topic, and I'm just not ready yet. It will come, I will bring it to you. I'm trying to embrace the shift and rise into it and create more structure and space. But if I'm being honest, there are moments that I'm feeling quite lost in all of it. And on that same thread, I'm also celebrating so many wins. So again, a lot more on that to come, but I just needed to kind of share where I'm at before we get into the nitty-gritty, juicy topic that we have today. And I want to kind of shift into talking and walking you through a very specific moment from one of my VIP one-on-one clients sales calls that happens this week. It's very, very fresh on my mind. I want you to listen really closely. Cause this is not just her story. This is truly, like, in my opinion, the exact moment where so many doulas lose the sale while thinking that they're doing it all the right way. Quote. So if you've ever gotten off of a consultation and you thought to yourself, like, I feel good about that. Like she really loved me. And then you got hit with, I need to think about it, or we're gonna circle back to you. And then that never happens. I want you to find validation here, but I also want to help you see a different side of this and and really shift your perspective. It could be the biggest game changer that you have around getting clients. So my client and I, we were reviewing her call together. Um, and on paper, this is a solid doula. Okay, she is trained, she is passionate, she genuinely cares. And you can hear all of that within her call. Uh, she's asking great questions, she's warm, she's validating what the mom is saying, the mom is opening up, you know, she's talking about how she's feeling anxious about her upcoming birth, how she's not truly trusting the hospital system right now, and she's wanting someone in her corner for that reason, how she's scared that she's going to panic and labor. These are real emotions. And my client is right there with her. You know, saying that makes a lot of sense. I hear that a lot. You're not alone. So naturally, my client thinks this is going really, really well. And I know this because I asked her as we did this debrief. And just to give you more clarity on that, when I work one-on-one with clients, we actually record all sales conversations, all consultations with permission, of course. We never run into any issues with that. And then we do break apart the call and we debrief looking for specific things. So we look for structure, my heart-led method, we look for gaps, we look for improvements. Okay, so we have a whole formula so that we can really score this. But the more important piece is how do we make changes and better the next one? So I want to kind of move into the the piece that we focused the most of our attention on. And that was when she got to the offer and she did a beautiful transition. Okay, so I'm going to walk you through what support with me by your side could look like, if that sounds like a good thing for you right now. And she went on to explain her package and she went into detail on her prenatals, on her on-call support, the postpartum piece of this package, all of it. And then she dropped her price. So we'll kind of we'll kind of like use fake names, fake numbers. So let's say the price was 2200. And right after she said it, there was a pause. And this is the moment. This is the moment that I am referring to when I say that most doolas lose the sale in this moment. So if you've ever been in this moment, you know what can go down. And for a lot of us, it's a spiral. So you're staring at the screen or you're staring at your prospect and you're waiting for her reaction, and your heart rate spikes a little bit, and your palms start to sweat, and your brain is giving you this dialogue of like, did I say that weird? Should I explain it again? She's looking very unsure. And so instead of holding the moment, there is this panic that ensues. And so here's what happened in this scenario. And you know, you can decide for yourself if this has happened to you, or you know, you can relate. So within seconds of dropping the price, she jumped back in and said, So, yeah, that includes unlimited texting, and I'm really, really flexible, and I can always adjust things if needed. And I also offer payment plans, and she started to stack value. But what often happens when we do that is we also start to soften the edges and we start to make things feel smaller. Okay. And you could really honestly hear the energy shift. And this was something she called out for herself. Okay. So she went from being a leader, where she really, really held the room and the structure throughout that majority of the time in this consultation, to shifting over into what felt like, please pick me. And the mom kind of started to like lean back a little bit. She got quieter and she started to say things like, yeah, that that sounds really nice. Um, I'm gonna obviously need to talk to my partner. Um, I've got a few other dual consultations booked. And and there it is. And and and here's what I recognize and see as a pattern that I want to kind of bring to your attention. And of course, none of this is for me to shave shame my client, right? Like, A, I have her full permission to talk about this, okay? B, I've been there. And I know that so many of you have also been there. So we're we're really empowering one another to say, how can we, how can we do this different? And what I want to say is, do not give up your power at this stage of the game. Nobody listening to this podcast is a bad doula. I mean, I I know that's kind of like a blanket statement, but I'm pretty damn confident that the listeners of this podcast care or they wouldn't be here. And and they have the skills and the passion. So this has nothing to do with being bad at doula work, but often it's because we are never taught how to hold that particular moment, which is ironic because we are taught how to hold so many powerful, important, critical moments, right? And so we try to rescue it. And by doing that, we create more hesitation. Because what's really happening right here, right now, and in this scenario for that mother is that she wasn't even necessarily thinking, this is too expensive. Okay, instead, she might be thinking, this feels really big. This decision matters. She might be asking herself, do I trust myself to make a decision like this? Do I trust her, this woman sitting across from me, to lead me through this? So instead of letting her sit with that and in that, my client rushed to make it feel easier, smaller, softer. So I want to be really clear about why I feel like the sale drops here. When we re-explain everything that we already said, when we start listing even more, more features, hoping it clicks for her, when we start offering flexibility before there's a single objection, when we start to fill that silence out of our own discomfort, we are dropping our authority in a way that we think is gonna make her more comfortable. Okay. And then that is often translated on a subconscious level. I don't fully believe this either, which is devastating because I know every single one of you is like, oh, I definitely don't want that to be the message because that's not true. So here's what we talked through, and here's how I coached her in this moment, and it was to have her start immediately practicing the following. So saying the price out loud, calmly, in the same tone and cadence that the majority of the consultation has been in, and then stop and hold her ground. So not a half-second panic pause, a very grounded, anchored, I stand behind this pause and energy so that we can allow this to land, let her feel it, let her process. And then instead of jumping to rescue, we want to just simply watch. So you become observant instead of reactive. Is she thinking? Is she getting emotional? Is she calculating? Silence is not rejection, it is processing. And then I want you to lead the hesitation instead of avoiding it. So instead of pretending that it's not happening, say something like, I can feel that this is a big decision for you. That single line can change so much of the conversation because now she doesn't feel awkward. We're naming it. She feels seen. And then ask a question that actually matters. Not what are you thinking? Okay, something like, what feels like the biggest thing that you're weighing right now? Or what would need to feel clearer for you to move forward? Because now you're back in that connection mode. We do not need to convince here. Hold your ground. This is the hardest part. I'm just gonna name it. Don't chase, don't shrink. Do not start negotiating with her or yourself. Stay rooted in this is the work, this is my method, this is the value. I am here to guide you through this. So I also want to make sure that we're all on the same page here. The sale was not lost when you dropped the price, when my client dropped the price. They're one and the same. I'm talking to you two. It was lost in the energy shift after the price dropped. Once you see this and recognize this for yourself, and if you're in my world, I I always, always recommend that you have the right software to be recording these calls so that you can do your own debrief. Okay. So even if you don't have me giving you that real-time feedback and audit, you should be doing this for yourself. Because once you see this, you will never unsee it. You will start noticing when you're rushing, when you are overexplaining, or trying to help the decision along. You're actually pulling her out of the decision when you do those things. All right, I hope that this was helpful. I know that my client's struggle is the same struggle as so many of you. I want you to know you're not alone in this. I want you to know that there is a path out of this. There are skills and strategy so that you can tighten this up. Because once you master this, let me tell you, beautiful, beautiful things happen. Growth, impact, all of it. And if you listen to this episode and as we kind of broke it down, recognized a lot of the same of what's happening to you and how you're feeling and the flow of your current consultation. And you can literally hear yourself in that same moment. I want you inside my live workshop happening next week, Wednesday, March 25th at 2 p.m. Eastern. It is live. It is free. Because here's what I'm breaking down in real time. I'm breaking down what to say in the first five minutes so the call actually converts, how to pitch your offer without rambling or over-explaining, exactly how to handle hesitation without losing your authority, and how to consistently book clients without relying on referrals or word of mouth alone. Because right now, you don't need half the inquiries that you think you need. I'm gonna say that again. You don't need more inquiries. You need to stop losing the ones that you already have in front of you. And yes, we will talk lead generation. Yes, that's important. But we want aligned leads. We want the right mamas. We want to be inviting the perfect ideal clients on consultation calls, and we want to drive those home so that that mom gets the support she deserves. You make the impact that you set out to make. It's a win win. So save your seats, click that link in the show notes. This is live, and I'm teaching this like I would my private clients. So come and experience the magic. Catch you on the next one.