If you’re a certified pediatric Sleep Consultant in your first couple of years of business, you’ve probably been told the same thing over and over:
“You just need to put yourself out there!”
“Post more on Instagram.”
“Make Reels.”
“Run ads.”
“Start a blog.”
And maybe you did try all that…
You showed up online, created content, followed the “post every day” advice…
…and still got crickets.
You’re not alone, I’ve worked with over 500 Sleep Consultants, and this is one of the first patterns I see when someone comes to me frustrated and unsure why things aren’t working.
Why Social Media Trips People Up
Here’s the truth no one talks about: Attracting brand-new people (cold audiences) is the hardest way to get clients when you’re starting out.
I know that’s not what you’ve been told. Social media coaches, ad gurus, and marketing courses often start with attraction, because that’s the most visible part of business. But visibility without trust is like having a storefront in the middle of the desert. People might see it… but they’re not walking in.
The most booked Sleep Consultants understand that you don’t start with the hardest, slowest path to sales. You build from the inside out.
Cold Leads vs. Warm Leads (and Why It Matters)
Before we go further, let’s define the two types of people you might be marketing to:
Warm leads = People who already know you in some way.
They might be:
- Parents you’ve spoken to before
- Referrals from friends, family, or past clients
- People in your existing network
- Followers who have already engaged with you
Warm leads are your fastest route to clients because some trust is already there.
Cold leads = Strangers who have never heard of you.
They might find you through:
- Social media posts or ads
- SEO and Google searches
- Podcast interviews
- Guest blog posts
Cold leads take more time, more trust-building, and more touchpoints before they hire you.
The Golden Rule: Warm First, Cold Later
Here’s the big mistake I see Sleep Consultants making. They jump straight into cold lead attraction, spending hours on Instagram or money on ads, before their offer is fully tested and converting.
Truth is…
If your warm audience (people who already know you) won’t pay for your service…
A cold audience definitely won’t.
This is why, in the framework I’m teaching, we don’t focus on cold lead attraction until the last module. By that point, you’ll have:
- A clear offer that works
- A simple, repeatable sales process
- A way to bring in warm leads consistently
Then, and only then, does attraction become worth your time and energy.
What ‘Attract’ Really Means
Attract is about creating ways for brand-new people to discover you, people who have never heard of you before. And focusing on this step is most effective when you’ve already proven that you can turn a warm audience into paying clients.
When you approach it in this order, every post, ad, and blog has a clear job: move cold leads into warm leads, and warm leads into paying clients.
This blog is about the first of the 8 Habits of Highly-Booked Sleep Consultants, a system for booking clients in less time, with less stress, and without relying on algorithms.
We’re covering all 8 habits in depth (and putting them into action!) together, inside my flagship program ‘From Crickets to Clients’
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.
