The 3-Step Formula to Closing More Birth Clients (Even If You Hate Selling)

Let’s be honest — most of us didn’t get into birth work because we love marketing or “closing deals.” We became doulas, midwives, childbirth educators, and birth photographers because we care deeply about supporting families through one of life’s most sacred transitions.

But here’s the truth: if people don’t hire you, you can’t serve them.And while “selling yourself” might feel awkward, it doesn’t have to. You don’t need to be pushy, salesy, or someone you’re not.

There’s a simple 3-step formula that can help you confidently connect with more of the right clients — and actually enjoy the process.

Step 1: Lead with Listening

Most birth workers rush into explaining their services: “I offer two prenatal visits, unlimited text support, and will be on-call from 38 weeks…”

Sound familiar?

But here’s the thing — when you lead with your offer, you’re missing the most powerful way to build connection: listening first.

Before you share anything about what you do, ask open questions like:

• What made you reach out now?

• What are you hoping to feel supported with during your birth?

• What’s something that’s been on your mind about this journey?

Then — really listen. Let them talk. Reflect back what you hear with warmth and empathy. People don’t want to be sold to. They want to feel seen and understood.

When someone feels like you get them, they begin to trust you — and that trust is what makes them want to work with you.

Step 2: Speak to Their Why (Not Just What You Do)

Once you’ve listened, it’s time to connect the dots. Instead of listing your packages or talking about how long you’ve been doing birth work, focus on what matters to them.

For example, if they said they’re scared of being ignored in the hospital, don’t lead with your credentials. Say something like:

“It makes so much sense you want to feel heard and not brushed aside. That’s exactly why I stay by your side through the whole process — not just physically, but also to help you use your voice, understand what’s happening, and stay in control of your birth story.”

When you position your work as the solution to their specific fears or desires, it doesn’t feel like selling. It feels like helping — because it is.

Step 3: Invite, Don’t Chase

Here’s the part where many birth workers freeze up. You’ve had a great consultation… now what?

Instead of nervously fumbling or saying “Well, let me know what you think,” try this:

“Based on everything you’ve shared, I’d love to support you. If it feels like a fit, I can walk you through what the next steps would look like.”

That’s it. Clear. Respectful. No pressure.

You’re not begging or convincing — you’re inviting.

Then: pause. Let them answer. If they need time, give them a gentle deadline (like holding the spot for 48 hours) and follow up with care.

Final Thoughts: You Don’t Have to Be a Salesperson to Fill Your Calendar

Selling doesn’t have to mean pretending, performing, or pushing people. It can be an act of deep service — rooted in curiosity, clarity, and connection.

So the next time you’re on a discovery call or in your DMs:

• Lead with listening

• Speak to their why

• Invite with confidence

  
  

You don’t need a fancy script. You just need your heart, your ears, and a little structure.

Because the families looking for you aren’t looking for perfect — they’re looking for someone who truly sees them.

And that’s your superpower.