5 Common Doula Consultation Mistakes (and How to Fix Them)

5 Sales Call Mistakes Doula Entrepreneurs Make (and How to Avoid Them)

Sales consultations can feel daunting, but they’re essential for connecting with potential clients and showcasing the value you bring as a doula.

However, small missteps in your approach can derail a great conversation and cost you clients. Let’s dive into the most common mistakes doulas make during sales calls—and, more importantly, how to fix them.

By the end of this post, you’ll be equipped with actionable strategies to approach every consultation with confidence and clarity, ready to sign your next in-person client or enroll a student in your online course.

Mistake #1: Kicking Off with Small Talk

A casual “How’s your week been?” might seem like a friendly icebreaker, but it often wastes valuable time and dilutes the purpose of the call. While building rapport is important, sales calls are about solving problems, not making small talk.

The Fix:

Start strong and show respect for their time. Open with gratitude and immediately focus on their goals. For example:

“Thank you so much for being here. I’m really excited to learn about your goals and challenges. To make the most of our time, are you ready to dive right in?”

This approach establishes authority, creates a professional tone, and demonstrates your leadership from the outset.

Mistake #2: Listening to Reply Instead of Listening to Understand

If you’re already formulating your response while your client is speaking, you’re not truly listening. People can sense when they’re not being fully heard, and it can leave them feeling undervalued or rushed.

The Fix:

Practice active listening. Reflect back what you’ve heard to confirm understanding and validate their concerns. For instance:

“It sounds like you’re feeling overwhelmed with [specific issue] and need support with [specific goal]. Am I getting that right?”

This technique not only builds trust but also ensures you’re aligned with their needs.

Mistake #3: Talking Too Much

Here’s a golden rule: The person who talks less controls the conversation. If you dominate the discussion, you risk overshadowing their needs and missing crucial insights about what they’re looking for.

The Fix:

Make it your mission to keep them talking. Use open-ended questions like:

“What inspired you to start looking for a doula?”

“What would make this experience feel successful for you?”

Then, resist the urge to fill the silence. Let them take the lead while you guide with purpose.

Mistake #4: Making It About You

Sharing your personal backstory or achievements might feel like a good way to connect, but clients don’t care about your journey nearly as much as they care about their own.

The Fix:

Shift the focus back to them. Use questions like:

“What does success look like for you in this experience?”

>“How can I best support you to achieve your goals?”

When it’s time to share about yourself, keep it brief and relevant to how you can help them succeed.

Mistake #5: Assuming Instead of Asking

Making assumptions about your client’s needs or concerns can backfire. For instance, if they ask, “How much time will this take each week?” you might assume they’re too busy, but the real reason might be entirely different.

The Fix:

Always dig deeper by asking clarifying questions. For example:

“That’s a great question. Can you share a bit more about what’s behind that?”

This approach uncovers their true motivations and allows you to provide tailored responses.

Mistakes in sales calls are inevitable, but they don’t have to be deal-breakers. By respecting your client’s time, actively listening, keeping the conversation focused on them, clarifying their needs, and setting clear next steps, you’ll transform your sales calls—and your business.

Ready to level up your sales game? Start implementing these strategies in your next consultation, and watch how much easier it becomes to connect with clients and close the deal.

If this post resonated with you, share it with a fellow doula or business owner who could benefit from these tips. Let’s empower more doulas to sell confidently and authentically!