Podcast Summary: The Doula Darcy Podcast – "What to Ask in Doula Interviews to Build Trust and Book Clients"

Release Date: November 4, 2024
Host: Darcy Sauers

Introduction

In the episode titled "What to Ask in Doula Interviews to Build Trust and Book Clients," Darcy Sauers, a seasoned business coach for doulas, delves into effective strategies for conducting doula interviews. Drawing from her extensive background in advertising and her 14 years of experience as a doula, Darcy provides invaluable insights to help fellow doulas transform inquiries into confirmed clients by fostering trust and understanding during the interview process.

Simplifying the Contact Process

Darcy emphasizes the importance of making it as easy as possible for potential clients to reach out. She points out that many doula websites inadvertently deter inquiries by burying contact information deep within the site.

Darcy [04:21]: "The harder it is, and by hard I mean scrolling, the harder it is for someone… to contact you."

Key Strategies:

• Prominent Contact Buttons: Ensure that "Contact Me" buttons are visible on every page of the website.
• Multiple Contact Options: Provide direct links to email, phone numbers, and contact forms prominently displayed.
• Consistent Accessibility: Avoid placing contact information solely on the homepage or services pages; make it accessible from all sections.

Prompt and Personal Responses

Once a potential client reaches out, Darcy underscores the necessity of responding promptly and personally to maintain their interest and demonstrate professionalism.

Darcy [05:34]: "If someone has contacted you, you want to like jump on that while they're into it."

Best Practices:

• Timely Replies: Aim to respond within 72 hours, ideally sooner, to keep the momentum.
• Personal Touch: Address clients by name and acknowledge their specific needs or concerns.
• Availability Updates: If occupied (e.g., attending a birth), inform the client promptly and set expectations for when you'll respond in detail.

Conducting the Interview: Building Connection

Darcy highlights that doula interviews are not just assessments but opportunities to showcase the doula's support and compassion. The goal is to make clients feel heard and valued.

Darcy [08:36]: "These consults and interviews are a chance for you to showcase to your potential client what it's like to be in the presence of a doula."

Essential Techniques:

• Calm and Confident Energy: Present a composed and assured demeanor to instill confidence.
• Active Listening: Encourage clients to share their stories by asking open-ended questions and listening more than speaking.
• Personal Connection: Show genuine interest in the client's pregnancy journey, making them feel supported from the outset.

Key Questions to Ask During Interviews

To tailor support effectively, Darcy recommends specific questions that help doulas understand their clients' priorities and needs.

1. Understanding Motivations:

   Darcy [11:34]: "What is it that made you interested in hiring a doula?"

2. Identifying Concerns:

   Darcy [14:04]: "What kind of support do you anticipate needing?"

3. Tracking Referral Sources:

   Darcy [15:31]: "Ask them how they heard about you."

Benefits of These Questions:

• Customized Support: Align your services with the client's specific needs and concerns.
• Marketing Insights: Gather data on effective marketing channels and referral sources.
• Enhanced Satisfaction: Ensure that the support provided meets and exceeds client expectations, leading to higher satisfaction and positive reviews.

Tracking Referral Sources and Marketing Effectiveness

Darcy underscores the significance of understanding how clients find you to refine marketing strategies continually.

Darcy [16:05]: "Always, always, always ask clients how they heard about you."

Action Steps:

• Use of Spreadsheets: Maintain detailed records of referral sources to analyze trends and effectiveness.
• Thank-You Notes: Express gratitude to referral sources with handwritten notes or small gifts to nurture these relationships.
• Adjust Marketing Efforts: Focus on channels that yield the most referrals and reconsider or eliminate those that do not.

Building Confidence and Authenticity in Interviews

Confidence plays a crucial role in convincing clients of your capability to support them through their journey. Darcy advises doulas to present themselves authentically while maintaining a professional and assured stance.

Darcy [23:19]: "People want that confidence."

Tips for Displaying Confidence:

• Clear Communication: Respond to questions about rates, experience, and services with assurance.
• Highlight Expertise: Whether seasoned or new, confidently articulate your knowledge and passion for birth support.
• Authentic Personality: Let your true self shine through, ensuring that your personality aligns with the supportive role of a doula.

Conclusion: Enhancing Client Relationships

Darcy wraps up the episode by reiterating the importance of using interviews as a platform to build trust and demonstrate the unique support a doula offers. By implementing the strategies discussed, doulas can significantly increase their chances of booking clients and fostering long-term, fulfilling careers.

Darcy [26:33]: "She made me feel really cared for, respected, listened to, held. Let's hire her."

Final Takeaways

• Streamline Contact Processes: Make reaching out effortless for potential clients.
• Respond Swiftly and Personally: Maintain engagement and show professionalism.
• Conduct Empowering Interviews: Use interviews to build trust and understand client needs deeply.
• Track and Analyze Referral Data: Optimize marketing strategies based on referral insights.
• Present with Confidence and Authenticity: Ensure your demeanor instills trust and showcases your ability to support clients effectively.

Engage Further:
Join Darcy's free Facebook group, Doula Marketing Group, to discuss these strategies and more with fellow doulas. Share your experiences, ask questions, and continue growing your doula business with expert guidance.