So… they’ve said:
“Yes, I’m interested.”
Congrats, you’ve done the hardest part.
Now it’s time to handle the part that makes most consultants squirm in their chair: talking about the price.
Here’s the good news:
If you’ve done everything right up to this point, built trust, listened deeply, and painted a clear picture of the transformation, the price becomes just a detail.
Where Most Sleep Consultants Blow It
When it comes time to talk money, here’s what usually happens:
- They get nervous and start justifying their price before the client even reacts
- They word-vomit about everything included, all the bonuses, the Voxer access, the bedtime scripts, before the parent even asks
- They talk themselves into a discount without the client saying a word
The fix?
Exactly How to State Your Price (yup.. without awkwardness)
Here’s a simple, confident script:
“So the investment for us to work together is $X. That includes everything we’ve talked about today and gets us from where you are now to [transformation you promised].”
Then:
🛑 Stop talking.
🤐 Let the silence happen.
That pause? It’s not awkward. It’s powerful.
It gives them space to think, process, and decide.
Handling the Response
They might say yes instantly.
They might have a few questions.
They might ask about a payment plan.
All fine.
If they hesitate, say:
“I totally understand you need to think about it. What would be most helpful for you in making your decision?”
This opens the door for them to share the real obstacle, whether it’s budget, timing, or talking to a partner.
Your Golden Rule for Closing
- If it’s the right fit: Make it easy for them to say yes (simple payment options, clear next steps)
- If it’s not the right fit: Make it easy for them to walk away feeling respected and heard
Because the way you close a conversation says just as much about you as the results you deliver.
Don’t Forget the Practical Next Steps
Once they say yes:
- Schedule the first call immediately: keep the momentum and excitement high
- Send a clear contract: protect yourself and your client with written terms
The Bottom Line
Closing is about clarity, confidence, and respect. When you do it right, you don’t just win clients, you build a reputation that brings you referrals for years to come.
The fastest way to get clients isn’t by perfecting your website, posting on social media for weeks without a response, or spending hours on Canva. It’s by talking to real people. This is about starting those conversations, the kind that lead to real bookings, and making it feel natural, friendly, and fun.
In my flagship program ‘From Crickets to Clients’ we’ll do it together…
1. First we’ll be doing a deep dive into your pricing, packaging, and positioning, because if you can’t explain it, you can’t sell it.. period.
2. Then we organize all of this information into a 5-step signature method that becomes the foundation for your business.
3. Next I’ll teach you the 8 habits of Highly-Booked Sleep Consultants, because success isn’t random, it’s the result of repeatable tasks.
4. And then we’ll be putting all of this into action, because the fastest path to clients is to do the things that actually get you clients (and.. nope, that’s not posting on Instagram).
Most people think booking a client takes months. Nope. It takes the right person, the right conversation, and the right invitation. In my flagship program ‘From Crickets to Clients’, I’ll show you exactly how to connect the dots, so ‘getting clients’ stops feeling like a far-off dream and starts being a weekly reality.
