Charging For Initial Consultations

[AussieDoula]

So... I have been contemplating the idea of charging potential clients for initial consultations. Before you start booing and hissing, please read on.

It seems that whenever I arrange an "interview" with potential clients, they already pretty much know they want a Doula, and are basically wanting to find out what I can do for them as opposed to other Doulas on their list. These interviews seem to run closer to the 2-hour mark - and that's just covering the basics of how I can help them in their specific situation.

Instead of scheduling three or four free interviews each month (where the driving time, fuel costs, and paperwork fees are never compensated), I think I am going to focus on hosting my free "What Is a Doula and Why Hire One?" type workshops every month. This way, I can recommend that potential clients come to the next workshop, and it will act as an interview of sorts where they can get a feel for who I am, ask general questions about Doulas, my training and experience, along with any concerns they may have (I actually have a couple of business cards left over with appointment slips on the back that I've used for classes in the past - might have to print more out now). I would spend a few extra minutes afterwards with any interested families answering quick questions, and post samples of my paperwork online so that they can still access all of that information for free on their own.

For private consultations, I would charge a small fee to cover my time and the preliminary materials I bring with me. If I am hired, the consultation fee would be deducted from my usual service fee. If not, I am being covered for my time (which usually includes giving out many resources).

I feel a little wierd even considering this as a possibility, but I am hoping to find a solution to the many hours I spend driving and meeting clients who are hoping to get some free advice. I will continue informing potential clients that we can discuss certain things in more detail once they have hired me, but I find that I am still giving out more "basic" information for free during these interviews than my DP (and myself to some extent) is comfortable with.

[Bex]

I have been thinking about this too, Aussie. I'm about to have dinner, but I will be right back with some thoughts on this!

[Bex]

Ok...(i'm not known for lingering over dinner)

I have been pondering this too. Douladot and I just did a "meet the doula" event free at Earthfare last week. We brought a short dvd, books, brochures, our birth balls and birth bags, some samples and light refreshments. We used the community room at Earthfare, which is free. i have another scheduled for November, and we have a seminar planned for the end of this month. I think that's a great opportunity to meet us and learn what a doula is all about, ask questions, etc...

It is tiring driving and driving to interviews. Usually I drive about 45 minutes on the weekend to interviews, and it can be tiring if you do lots of them. I might have 1-2 a month at this point and time, but I do hope that increases! It does take time, gas, ink, (I print off my contract and other info, brochures) and it can be frustrating to never hear anything after that.

I guess all my rambling is saying, I get your point. I'm just wondering if it would be a turn off if other doulas in the area did not do this, and offered a free consultation. What do other businesses do? I think it's different for us, as we mostly drive, instead of people coming to us. As doulas, we do tend to go out of our way and above and beyond--i think it's just in our nature.

So, I'm undeicded, but I hope to hear more input on this. Great thread!

[Stacie]

At this stage of my life, I wouldn't charge. I live in a small community -- it takes me 7 minutes to drive to my usual meeting place. I don't let interviews go longer than an hour. I am sure to let them know, if things get nitty-gritty (like they are wanting info about pregnancy/birth that I usually go into during prenatals or classes) that I offer that information at x, y, or z.

I keep things short, to the point, and then get out of there.

I used to spend 2 hours at an initial meet, and I think it was my way of trying to prove I knew enough as a doula that they should hire me, kwim? Now I feel like, there is a demand for me, people know my name -- I give them the basics and let them decide if they want to pay for more time with me as a doula with prenatals or CBE.

If I lived in a location where I had to travel extensively (25 minutes+), I might consider it, even if for gas only.

[AussieDoula]

Quote:

Originally Posted by seaplay I'm just wondering if it would be a turn off if other doulas in the area did not do this, and offered a free consultation.

I think, for my target client, this wouldn't really be a concern... They may even appreciate me as a professional all the more because of it.

Naturally, there would be loopholes for my volunteer/sliding scale clients, and technically I am still offering a free interview - just as a group and at my convenience, LOL!

I think it all goes back to people valuing what they are paying for. If they are paying for a consultation, they are less likely to cancel or not show up, as well as the implication that my time is valuable (theoretically more so than other Doulas in the area who do not charge for consultations - which may potentially work in my favour).

I don't know... I'm not the first Doula who has considered this, obviously, and there are Doulas who already charge a fee for consultations (without the additional offering of regular, free "Meet The Doula" workshops). I would like to think that 2-3 hours of professional consult would be worth charging a fee for (I am basically doing all of their preliminary research - do you know how much professional researchers make just to pull resources out of a phonebook?!).

[MothertheMother]

I suppose the question is what are they actually paying for? The draw of the free consultation is to get people in the door so to speak but if you are holding the workshops you don't really need that I guess. Do you think this paid consultation would be for people who don't want to attend the workshop or do you think it would be in addition to the workshop? I'd like to think if a couple/mother attends your workshop and wants to meet with you further their minds are already made up so that extra meet is just a waste of your time (ie the free consultation).
I think I am on the fence about this. I think if you are working with 3 or 4 (or more) couples a month it is doable. I feel if you are only taking a client here and there it would be a no go.
You'll have to keep us posted on the outcome.

[AussieDoula]

Quote:

Originally Posted by Stacie I live in a small community -- it takes me 7 minutes to drive to my usual meeting place. I don't let interviews go longer than an hour. I am sure to let them know, if things get nitty-gritty (like they are wanting info about pregnancy/birth that I usually go into during prenatals or classes) that I offer that information at x, y, or z. I keep things short, to the point, and then get out of there.

I, too, live in a small community (however, my clients all live at least 30 minutes away) and have been offering my somewhat detailed consultations free of charge. I do feel that I posess valuable information that I want to share with families, and I feel strange about asking anything in return for resources most people can find with a little persistant searching. I now find myself needing to find some kind of balance before we relocate to a new birth environment where my time will not be as readily available to schedule mostly around someone else's convenience... Hopefully through exploring this concept, I can find a solution that works, hehe.

Quote:

Originally Posted by Stacie I used to spend 2 hours at an initial meet, and I think it was my way of trying to prove I knew enough as a doula that they should hire me, kwim? Now I feel like, there is a demand for me, people know my name -- I give them the basics and let them decide if they want to pay for more time with me as a doula with prenatals or CBE.

I used to limit myself to an hour, and basically talk about birth in general, allowing potential clients to get a feel for me, my philosophy about birth, and how I might be able to support them. Over the last year, however, my style has changed some, and I prefer to really give these women a head start - which means I find myself discussing their basic options, and answering simple questions about myself and their situation that any family would want to know prior to making a final decision. My interpretation of the majority of my consults lead me to conclude that most families want me to explain to them what I can do for them (as opposed to another Doula) which generally means providing a small "sample" of my services (ie. bringing basic informational paperwork and resources). In essence, this does mean a kind of "proving" to them that I am able to support their specific birth circumstance, which is a very important consideration for most mamas when choosing their Doula.

I try to encourage my mamas to investigate all of their options - even when selecting a Doula. This means that even if they have heard glowing reviews and testimonials about me, I want them to feel that connection and the confidence that I really am the right Doula for them before they hire me.

[AussieDoula]

Quote:

Originally Posted by MothertheMother I suppose the question is what are they actually paying for?

The convenience of having a professional come to their home/meeting place whenever they like and spending 2-3 hours with them discussing their specific options, as well as providing a comprehensive list of resources and preliminary handouts tailored to their particular circumstance (the workshop would be more geared toward general information about Doulas, my training & experience, etc).

Quote:

Originally Posted by MothertheMother I think if you are working with 3 or 4 (or more) couples a month it is doable. I feel if you are only taking a client here and there it would be a no go.

Well, technically, if you get even one couple a month showing up, it's basically the same as having arranged that free interview anyway, but I do agree with your logic - I would hope that if I were hosting these workshops that I would get a few potential clients signing up each month.

[Kacy]

I don't think it's a bad idea at all. If I did a workshop like that, I'd probably do the same thing.

Three different women have contacted me and they all live in this one town that's about 45 minutes away. I had two interviews in this one town back-to-back. (ie: one on Thursday and one on Friday) That is a LOT of driving. And it's not even a pretty drive! A lot of driving means a lot of gas, and a lot of gas means a lot of money. One was worth my while because I got hired; I never heard from the other one again. Obviously this is part of my job, BUT I do think I have to draw a line somewhere or I'll be driving all the time and therefore spending a lot of money. For me, that means if they live in a different town, we meet halfway.

In your case, though, I think this particular idea is a good one.

[ama2j]

My initial meeting or interview with a client is at a public place that is convenient for both of us. We spend 60-90 minutes talking in generalities ie why she wants a doula, how she sees a doula's role at her birth etc. I also encourage questions about my experience and what I provide. I do NOT go into extras such as a birth plan and handouts until she has made a decision to hire me. Several times I've been led on a goose chase while helping women before I should have.
Also, I believe DONA certified doulas have agreed to do the interview meeting free of charge.
Birth blessings to you!

PS Yepper Dani. It is our local doula group, Doulas of the HeartLand that agreed that interviews should be free. I should know better. Thanks. :-)

[DL]

Quote:

Originally Posted by AussieDoula I think it all goes back to people valuing what they are paying for. If they are paying for a consultation, they are less likely to cancel or not show up, as well as the implication that my time is valuable (theoretically more so than other Doulas in the area who do not charge for consultations - which may potentially work in my favour).

I don't think I'd ever charge unless I had to drive over an hour to get to them. The CNM that I work closely with doesn't even charge for her 30 minute consultations. She's a professional and highly valued for her time. If she's not charging, I'm REALLY not gonna charge.


To help me with the traveling, I often arrange for them to meet me at the midwifery (whether or not they are clients of the CNM). I have keys to the office and can use it whenever I want. I still have to drive 20 min. to get there, but that's a lot better than driving 20 min. out into the boonies or having to drive into the big city which is even further away (messing with the traffic, etc.).

Another thing is that I'd honestly feel like I was cheating them if I charged. I typically meet with them for 30-60 min., depending on how the chatting goes. It's very casual, and I don't give them a bunch of resources. For the interview, I only give them my brochure, business card, contract, and list of services. After she signs the contract is when most of the resources and handouts come into play. I don't want to charge folks for basically meeting me, knowing for sure what a doula is/does/does not do, and seeing if we click or not.

[DoulaDani]

Quote:

Originally Posted by ama2j Also, I believe DONA certified doulas have agreed to do the interview meeting free of charge.

Putting on my DONA hat for a moment...

Nope... DONA lets each doula run her business as she sees appropriate, as long as it falls under the Standards of Practice and Code of Ethics that all Members and Certified Doulas agree to.



And now taking off that hat...

I also despise "wild goose chases" and am very reluctant to even consider an interview if I don't think my interview is just a final formality. So Aussie, if you don't think it would cost you in the long run, I don't see anything wrong with charging, and I think your "group interview" is an excellent idea to allow people a free opportunity to get to know you w/o a financial outlay. I would think that should be enough to help them eliminate you or confirm that you're worth your "Initial Consultation Fee".

FWIW, the pediatricians in my area almost never interview one on one anymore. They all offer monthly "open houses" that speak in very general terms about their practice. If parents want to meet the potential pediatrician personally after that they can (self pay) an office visit fee. I imagine it saves them a lot of lost time and wages... think of all the hypervigilant first time expectant parents you've encountered over the years that want to interview every doula in town before making a decision... ack! Imagine that 10 or 20 times a month like a pediatrician might get!

[doula Michele]

yeah, I agree with Lori.
I amnot going to charge potential clients to see if we 'click'.

[AussieDoula]

My interviews haven't been about "just seeing if we click" for a while now. They are more consultations than interviews. I do fewer "here are the basics, and yes I am trained" type meetings as Doulas gain more popularity and exposure. I think I'd rather cover that in a workshop and have the information available on my website, saving private meetings to fill in that space between "I know what a Doula is" and "I am confident that this Doula can provide the best support for my situation".

At this time, I don't intend to make these consultations "mandatory" - they are more for the mama who has several Doulas on her list and is seeking specialised care for her circumstance (whatever that may be). She has specific questions about how I am going to best help her to achieve her birthing goals that go beyond "What is your philosophy about birth" and more into "How can you help me realise my VBAC dream". She wants to feel confident that I know exactly how to help her, which comes easiest through giving specific examples, and other information/materials relevant to her situation (more than I want to dedicate for free one-hour interviews).

I skirt around the edges of a full prenatal meeting, and I'm not giving a birth plan consultation - this is different - but I am definitely giving more detail than the basic Doula interview.

[doula Michele]

If it works for you, and you are finding that people are willing to pay for that, then that sounds like a great idea!