87. Doula Packages That Sell Themselves

In this episode, I’m flipping something most doulas were taught completely on its head.

More packages do NOT equal more sales.

More customization does NOT equal better service.

And line-iteming your support might be the exact reason your consults end with “We’ll think about it.”

If you’re walking into consults with three tiers, add-ons, and flexible pricing, you might be handing your clients the clipboard — when what they actually want is certainty.

Inside this episode, I break down:

• Why multiple doula packages dilute authority
• How decision fatigue quietly kills momentum
• The difference between selling logistics vs. solving root emotional problems
• How to structure consults that feel grounded, powerful, and aligned
• The exact energy shift that makes your packages sell themselves

If you’re ready to stop performing on consults and start leading them — this episode is for you.

Struggling to grow your doula business? Tired of chasing pregnant mothers online? Imagine effortlessly attracting your dream clients and reaching the mamas you're meant to serve!?

⬇️ START HERE ⬇️

FREE Assessment: Why Your Doula Biz Is Stuck Under 10K Months
FREE video guide: Book Out Your Doula Calendar With These 3 Questions
Learn more about Six Figure Doula

Transcript

SPEAKER_00 0:00

Here is the full circle reality. Doula packages sell themselves when your messaging attracts aligned women. Your philosophy is ultra clear before she ever gets on a consult. Your signature offer solves a root emotional problem. You can present one pathway with absolute certainty and you remove unnecessary decision points. 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 and happy Tuesday. My mind is blown that we have entered March. I don't know where the first part of the year went. Something about moving from holiday energy into like new year energy. And then for me personally, within my business, so many beautiful, crazy, terrifying transitions in my life as well. My son started school last week, like literal huge, massive shift for us. First time out of the house without family or my nanny. Incredible for us as far as like socialization. But as a sensitive kiddo, definitely wasn't sure what to expect. It's still super new. But I have to say that I just feel so grateful because I was able to select this school. It was my absolute top choice. It is very much like a forest school. It's a homeschool co-op. It's a small group of kiddos. I love, love, love the women leading these little souls. And I just, I know in my heart it was the right choice. But I also know that if I had not poured myself into this business and built what I've built, I wouldn't be able to have that for so many reasons. And so this was really like a pivotal moment for us where I was able to recognize how lucky we are and validate myself in like all of the struggle, all of the hustle, all of the imposter syndrome and moments of doubt. This is why. And and we're just we're excited. And then for the business, I have so many new things happening, so much clarity. I have shifted all of my offers. Okay. You can work with me two ways and two ways only, both of which I feel so incredibly uh excited about because the transformation and the results have been incredible and things just like clicked into place. It happened very, very fast. We've um outgrown our chat. So I've moved my community over to a much more organized, sustainable, robust platform. And I'm just ecstatic about that. And the feedback has been great. So just like a lot of beautiful shifts. And even when things have felt clunky and messy, it was it was so much easier at this phase to see the vision and say, I know I'll I know I'll move through this. It's gonna be okay. The growth, the discomfort, it's worth what's gonna be on the other side. And and that's a very different mental space from even a year ago. So anyway, uh, let's dive in. Today I really want to flip something on its head, something that you've probably all been taught that I don't really agree with. And I think somewhere along the way, duelists have been told that more options equals more sales. If we can offer more customization, more tiers, more packages, more flexibility, more ways for the client to choose what feels right to them, then we're headed in the right direction. And I get it because on that surface, it sounds more client-centered, it sounds more generous, but in practice, I think it's quietly destroying your consultation conversions. Because when you walk into a consult with, let's say, three packages, because I feel like that's a super common one, and a bunch of upgrades and custom options and a willingness to tweak everything depending on the client's budget or the things that she says she wants, and you're handing her a clipboard. But the problem is she doesn't want a clipboard, she wants certainty. So I have another unpopular opinion of mine, I guess, which is that I think having multiple options in that way often dilutes your authority. So constant customizing signals uncertainty. And when we line item every little thing inside of our package, we create decision fatigue. And ultimately, it's like self-sabotage. We know that decision fatigue kills momentum. And here's what happens when you line item everything. So, what I mean by that is if it's like two prenatals, one postpartum visit, unlimiting tech, unlimited texting, uh, you know, on call 36 weeks and beyond. Here's the backup dualist situation. These are the comfort measures we're gonna review, here's the resource list I provide, here's the birth plan template. What happens is that her brain shifts from, do I want her over to do I need all that? And we get her into her analytical brain. And that's where she starts doing the comparisons, weighing options, calculating. Maybe I don't need two prenatal visits. Maybe I can just text my midwife. Maybe postpartum isn't really a necessity. Can I even justify that? Maybe I should do more price shopping. So you just moved her into her spreadsheet mindset, and that's a massive trap. So when you line item your support, you're inviting her to basically dissect it, except she's doing that through a lens that she can't possibly understand the value. And once she starts to do that dissecting, she's gonna start downgrading. And the downgrading leads to questioning the investment. And then you fall into the customization spiral. Well, I guess we could remove this or make an adjustment over here. We can lower the price if we take this or that out, and now you are left negotiating your own offer. And honestly, what happens, in my opinion, is the outcome. You start negotiating the outcome. And it's all because you presented it like a menu instead of your method. I will also say this is why calling in the right mothers before you ever talk about packages is everything. I want to give you a real example from my own recent experience. So, recently, if you've been here a while, you already know I hired support right around the middle of December, and I have this new fabulous coach. His name is Ben. And Ben aligned with my philosophy. Ben resonated with how I see business. I already trusted his approach before I ever got on a call with him. So when we talked about the actual offer, when he pitched me, I was not evaluating line items, not even for a second. I was evaluating alignment. Alignment always before explanation. So if she gets on a consult and she's still trying to figure out what you stand for, no package, no matter how you describe it, will save you. So what should you be doing instead? Don't sell the hours. You need to instead diagnose the root problem and then offer a root solution. It's that simple. So when she gets on a consult, she's not saying, I would like to purchase two prenatal sessions and 24-7 on-call availability. She's saying, I'm scared of being unheard in the hospital. I don't want to feel alone when I go into labor. I need someone who doesn't panic when things get intense or go off course. I really truly, if I'm being honest, don't trust the system fully. That's the route. So if you stay in Surface Land with the scheduling and the availability and the logistics, you never anchor to the real reason she's hiring you. And when you do not anchor to the root, your offer feels optional. Root-cause solutions don't feel optional. They're necessary. They're a no-brainer. So I want to challenge you to look at your packages. If you're new, instead of building three, build one clear pathway around a transformation. If you've been at this for a minute and you have a variety of options, look at yourself in the mirror and determine what's my signature. Ways to help you map that out is asking, what problem do I solve? Don't do this in dual language. Do this in emotional language. Are you solving fear? Confusion? Are you solving a lot a lack of advocacy or prep or overwhelm? Name it. And name it for your ideal client. And then build your package as the container that helps her resolve that. And when you pitch it, do not say. You get two prenatals, and we can schedule those on Mondays, Wednesdays, or Fridays between 2 and 4 p.m. They go for 90 minutes each. No, no, no, no, no. You say this is designed so that you don't walk into birth feeling unsure and unsupported. Okay? Stay high level. High level is what sells because there's more clarity and we're able to connect to the root, to the emotion, to the outcome. The details are what justify after the emotional decision is made. So we've got to bring up consultation energy here. They go hand in hand. What I see when I watch sales calls and consult calls from my clients, and I audit these calls so that I can deliver custom feedback so that we can collapse time, fix the leaks, and do it quickly. And what I see all the time is what I call monologuing. And I know why this happens. So you think that you can explain it to death. If you can explain it well enough, she'll say yes. But if you talk for 10 minutes straight, that's not leadership. That's like a performance. And then that energy is often anxious energy. Keep in mind that a consultation needs to stay a conversation. So the rhythm that you should feel is asking something real. Like, what did your last birth feel like? Let her answer fully, reflect it back. It sounds like you felt rushed and unheard a lot of the time when you were in the hospital with that first birth. And then tie your offer directly to what she just said. This is real-time strategy. That is exactly why I built this kind of support. So you never feel like that again. We don't have to repeat that experience. And then stop. And stop more often. Silence is power. It lets her feel it, soak it in, process it. Also, it gives you a minute and an opportunity to break things up so that she stays engaged. She starts imagining herself inside of your support. So she's not just sitting there passively listening to your resume. Gag. So this is where removing decision fatigue becomes crucial. When you present one clear pathway instead of like the most common three options, her brain doesn't have to toggle between the choices. Choice overload is going to create uncertainty and anxiety, and that's going to create hesitation and delay. Then you're going to hear, we'll think about it. One clear offer, one custom solution reduces the cognitive load. This way, she's not sitting there trying to decide between packages. She's deciding whether she wants the outcome. That is a much simpler decision. And when it's time to ask for that sale, please don't undo all of your leadership with awkward energy. You don't need to fake scarcity. You don't need to change the tone of your voice. You don't need to apologize for your price point. You can simply say if this feels aligned, we can reserve your due date today. And then hold steady. Or get curious here. Do you feel ready for this level of support? Let her respond. If she hesitates, ask better questions. What's coming up? Remain grounded because here is the full circle reality. Doula packages sell themselves when your messaging attracts aligned women. Your philosophy is ultra clear before she ever gets on a consult. Your signature offer solves a root emotional problem. You can present one pathway with absolute certainty and you remove unnecessary decision points. You absolutely do not and should not customize everything for everyone. I would rather you focus your attention on attracting the right women, the right families who want exactly how you do it. That is stepping into leadership. Get rid of the menu, show up and offer your method. So if you've been watching my Instagram, looking at my stories, watching all the celebrations and the wins, then it is no secret that the six-figure doula membership is alive and well and thriving. And if you are interested in this kind of work, if you want to strip your package down and clarify the transformation and make it clean and more powerful and unmistakably yours so that you can lead with that, then you should go on IG and you should send me a DM that says leadership. DM me at the Lisa V. That's V E E leadership. We'll get you sorted.