If You Don’t Address THIS on a Sales Call, You’re Losing Business, Doula
If You Don’t Address THIS on a Sales Call, You’re Losing Business, Doula
The Critical Element Missing from Your Sales Calls
As a heart-led biz owner, you’re so crazy passionate about supporting people But let’s be honest, when it comes to sales calls, it’s easy to feel awkward or unsure. You might find yourself wondering why your calls aren’t converting into clients.
Here’s the hard truth: If you don’t address THIS on a sales call, you’re losing business. And no, it’s not about using a perfect script or memorizing persuasive pitches. The secret lies in addressing the emotional why behind your client’s decision to hire you.
In this post, we’ll explore:
What the emotional why is and why it’s essential for doulas.
How to uncover the emotional why during sales calls.
How addressing this one aspect can transform your business and client relationships.
Let’s dive into why understanding the emotional why can be the game-changer you need to grow your doula business.
What Is the Emotional Why?
The emotional why is the deeper, personal reason a potential client seeks your support. It’s not just about the practicalities of hiring a doula, it’s about their fears, dreams, and the transformation they’re hoping for.
For example, a mom may say she wants a doula for labor support. But the emotional why could be:
“I’m terrified of feeling out of control during birth.”
“I don’t want to feel alone like I did last time.”
“I need this birth to be a healing experience after my first traumatic delivery.”
While the logical reasons are important, it’s the emotional why that truly drives decision-making. People buy based on emotion and justify with logic. If you’re only discussing your certifications or packages, you’re missing the core motivators that lead someone to say “yes” to your services.
By tapping into the emotional why, you’re not just offering a service, you’re offering a solution to their deepest concerns and desires.
How to Uncover the Emotional Why During Sales Calls
To successfully connect with potential clients, you need to ask the right questions and truly listen to their responses. Here’s a step-by-step framework to help you uncover the emotional why on your next sales call:
1. Start with Curiosity
Initiate the conversation by asking open-ended questions that invite them to share their story.
“What made you consider hiring a doula?”
“What’s your biggest concern about your upcoming birth?”
“How do you envision your ideal birth experience?”
These questions create a space for your potential client to open up, setting the stage for deeper conversation.
2. Dig Deeper into Their Motivations
Once they share their initial thoughts, probe deeper to uncover the emotional why.
“Why is having a doula important to you?”
“What would it mean to you to have the birth experience you’re hoping for?”
“How would you feel if you didn’t have the support you’re looking for?”
These questions tap into their emotions, helping you understand what truly matters to them.
3. Reflect and Validate Their Feelings
Show them you’re truly listening by reflecting back what they’ve shared.
“It sounds like you’re really seeking a sense of control and calm during your birth. I understand how crucial that is.”
Validation builds trust and demonstrates that you’re not just another doula—you’re a compassionate ally in their journey.
4. Connect Their Emotional Why to Your Services
Once you’ve uncovered their emotional why, relate it back to how you can help.
“Based on what you’ve shared, I can see how important it is for you to feel supported and empowered during your birth. That’s exactly what I focus on in my doula practice. Here’s how I can help…”
By making this connection, you’re positioning yourself as the perfect fit for their needs.
The Impact of Addressing the Emotional Why
When you make the emotional why the center of your sales calls, you achieve two key outcomes:
1. Building Trust
Clients are more likely to trust you when they feel understood. Addressing their emotional why reassures them that you’re invested in their well-being, not just the transaction.
2. Creating Urgency
By connecting their emotional motivators to your services, you create a sense of urgency. They begin to see the immediate value of hiring you, recognizing the risk of going without the support they need.
Without addressing the emotional why, your services might sound appealing, but they won’t feel necessary. And people invest in what feels essential, not just nice-to-have.
Final Thoughts: The Power of Emotional Connection in Doula Sales
Addressing the emotional why isn’t about manipulation, it’s about service. When you take the time to understand your client’s fears, desires, and motivations, you’re not just making a sale, you’re facilitating a profound transformation.
As you prepare for your next sales call, remember to go beyond the surface. Ask the deeper questions, connect with their emotional why, and clearly communicate how you can support them in the ways they need most.
