Bridging Knowledge Gaps
There’s one simple question a lot of sleep consultants struggle with, “How much information is enough to give to a client in a sleep consultation?”
In order to find the answer, ask yourself the following: Are you withholding information because you’re afraid to share everything you know or are you afraid of overwhelming your client? Both of these concerns are valid and the answer is somewhere in between. Your client is a new mom who has likely been researching, and researching, and researching. But at the end of the day, that momma has come to you because you are the expert and she’s looking to bridge the gap between what she’s researched and tried and your professional experience.
Finding a Balance
Experience is the greatest teacher and where you as a sleep consultant are able to perfect your recognition of a baby’s sleep challenges. There will be plenty of things you know that don’t apply to her specific case, and sometimes the scientific or technical reasons for your recommendations can be too heavy for a sleepy mom to process.
If the mom you’re working with continues to ask questions or seems uncertain, you might need to do some exploration of your own. It’s important to remember you are in control and can ask for clarification to learn where you might have a disconnect, to find out where your client might need more information, or where the information you’re giving her might not make sense. Between the internet, other mom friends, advice from her parents, and countless books, she’s probably swimming in overwhelm and isn’t doubting your skills, but trying to process all of the information.
Create a Plan
When you get to know your client in your initial call, you should be able to judge how much information they can handle and whether they just want results, to understand the ins and outs of technical information, quick and easy to follow plans with concise instructions, or a combination of the three. Just like how all babies are different, all moms are as well. Tailor the delivery of your information to your specific case and don’t be afraid to share what you know!
Now, let me ask you something: if you’re going to invest in something you desperately need to make a challenge in your life function better, are you more concerned with the service’s price or knowing that you’ll get a return on your investment by seeing your problem solved?
Just like getting your car fixed, or finding the right hair stylist post Covid lockdown, when a mom comes to you as a sleep consultant, she wants to know that you’ll be able to create a workable plan to give her little one sweeter sleep (and her).
Focus on What’s Important
When you’re reaching out to potential clients, are you talking more about your price or the peace of mind you can bring her? Are you focusing on trying to attach value to the rates you’ve created for your business or are you using your experience to make this very tired momma know she won’t sleep better without your knowledge?
There’s a big difference between the two! Not only are you bridging the knowledge gap when you’re working together, you need to assure an exhausted mom that you are the one who can deliver results during the opening consultation. Don’t be worried to speak to the results you know you’re capable of delivering.
Have Confidence
The first couple of times you close a client will be nerve-wracking. You might be afraid to stand behind your pricing or shy to ask your deserved rate. Your client isn’t paying only for the service you will be providing but also for the time it took you to learn how to understand their child, complete your practice hours, and develop your programs.
Trust us: you are the most valuable piece of your sleep consultancy. Start believing it and don’t be scared to show off just what you’re capable of doing. After all, many new mommas can’t put a price on peace of mind – or a good night’s sleep for the whole house.
Do you have questions about Sweet Sleep Academy or what it’s like to be a sleep consultant? Don’t be scared to reach out, and don’t forget to follow us on Instagram!
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