How to Conduct a Doula Consultation That Converts Potential Clients into Bookings

How to Conduct a Doula Consultation That Converts Potential Clients into Bookings

You got the inquiry—yay! But now what? The consultation is one of the most important steps in the client journey. It’s your chance to build trust, answer questions, and most importantly, help a potential client feel confident choosing YOU.

Too often, new doulas wing it or feel awkward talking about pricing and services. But with a few simple strategies, you can turn your consults into powerful, connection-driven conversations that regularly lead to bookings.

In this post, I’ll walk you through how to lead a consultation that feels good for both you and your client—and leads to more "Yes, I want to hire you!" moments.

1. Start with Connection, Not a Sales Pitch

The first few minutes should feel like a friendly chat—not a job interview.

Greet them warmly and thank them for reaching out.
Ask about their pregnancy and what they’re hoping for in their birth experience.
Listen more than you talk—let them feel heard and understood.

🔹People hire doulas they feel comfortable with. Don’t rush into logistics. Build rapport first!

Want help mapping your client journey from inquiry to signed contract? Let’s build it out together in a Clarity Call!

2. Share What You Do (and Why It Matters)

Instead of reading off your services list, tell them how you’ll support them personally.

Briefly walk through what’s included (prenatal visits, on-call support, etc.).
Emphasize the benefits—not just the features. (e.g., “My job is to help you feel safe, informed, and supported every step of the way.”)

🔹Focus on outcomes. What will life feel like with your support versus without it?

Need help clarifying your value and how to talk about it confidently? Join my ‘From Passion to Prosperity’ coaching program!

3. Address Pricing with Confidence

Pricing talk doesn’t have to be awkward—it can feel clear, confident, and kind.

State your rate without apologizing or over-explaining.
Let them know what’s included and remind them that doula care is an investment in their birth experience.
Offer payment plans or registry options (like Be Her Village) to provide flexibility.

🔹If you’re confident in your worth, they’ll be more likely to say yes.

Unsure how to handle pricing conversations? Grab my 'From Passion to Profession FREE Guide' for smart, confident strategies!

4. Invite Questions + Handle Objections Gracefully

Expect questions—and be open, not defensive.

Ask: “What questions do you have for me?” and give space for their concerns.
If they seem unsure, ask: “What would help you feel more confident moving forward?” Common objections include price, partner concerns, or uncertainty about what a doula does—be ready with thoughtful, non-pushy responses.

🔹 Always affirm their feelings and provide clarity, not pressure.

5. End with a Clear Next Step

Don’t let them leave the appointment wondering what to do next.

Let them know what happens if they’d like to move forward (e.g., “I’ll need a signed contract and deposit to reserve your spot.”)
Give them a timeframe: “I’ll hold your spot for 48 hours in case you need time to decide”
OR "Feel free to reach out with further questions - of course there is no rush to decide but please understand I do have other consultations booked and offer services on a first come, first served basis."

Thank them warmly—no matter what they choose.

🔹 Make the decision process simple and clear. Confidence = conversions.

Want to convert more consults into paying clients? Book a Clarity Call and let’s optimize your client conversion flow!

Final Thoughts:

A great doula consultation isn’t about convincing someone—it’s about connection, clarity, and confidence. With a little structure and practice, your consults can become the most powerful tool in your business.

Ready to make the most of every inquiry? Join my mentoring program to level up your doula business today!