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Have you taken the time to consider what your hourly rate would be for the time you’re dedicating to your birth doula clients? In a recent Facebook Group post for students of Birth Arts International, founder Demetria Clark offered the following example:

If you charge $400 per birth, this is a simple breakdown to consider:

Time with parents – 5 hours (prenatals and phone calls)
Time at birth – 10 hours (sometimes much longer, sometimes much shorter, but 10 is a midline average).
Time in postpartum – 3 hours
Postpartum visits if you offer 2 – 3 hours
Driving time – 3 hours average.
Prep and research time – 2 hours

At 26 hours, you’re rate is approximately $15.38 an hour.

The above example only takes the amount of time you’re spending into account. Other costs you might want to factor in include:

• Gas and parking
• Childcare for your own children
• Meals and snacks for yourself while you are at the birth

Two other costs to consider are the time and expenses that may be incurred while you recuperate after attending a birth. Self care is critical for you, especially if you attend a particularly long birth. Do you need someone to care for your kids so you can catch up on your sleep? Does it help for you to get some body work done? Do you need to talk to someone if the birth you’ve attended was rough? What helps you rejuvenate yourself after a birth?

For Doulas-in-Training/Student Doulas

As a new doula, it is reasonable to charge an amount that will help to cover your basic expenses such as gas, childcare and meals. This is especially important if it would otherwise cause hardship for your family if you did not charge anything. It will be much easier for you to dedicate yourself wholeheartedly to your clients when your basic needs are being met. In addition, clients may place more value and take you seriously when there is an exchange of money for services, even if it is a minimal amount.

There’s No One Right Way To Charge

There are an infinite number of ways you can structure your pricing at different stages of your business. Your philosophy, current financial situation, business goals, and even your personality will play a role in helping you determine the best way to set up your rates.

Your rates play a part in reflecting your self-worth. Know that you bring tremendous value to a woman and her partner at a birth, no matter how much experience you have.

I’d love to know how if you’ve broken down your rates, what you discovered in doing so, and whether you intend to make any changes.

These posts may also inspire you:

1. 7 Pricing Strategies for Birth Doulas
2. Packaging Your Doula Services
3. Should You Include Your Prices On Your Marketing Materials and Website?

Not Charging While “In-Training”

I understand that there are quite a few trainers who tell students not to charge while doing their first few births or their certification births. Understandably, you are learning a new trade, and a couple days over a weekend plus a couple of books are not sufficient to support the first few couples you work with.

Some new doulas find that a downside is the lack of commitment from couples who agree to have the doula at the birth. Other doulas have looked at free births as an opportunity to be of service to couples who may not otherwise be able to afford services, and have been lucky to connect with those who really appreciate the services provided.

My suggestion to doulas-in-training who decide to do free births is to have a solid agreement that outlines the expectations for themselves as well as the couple. I would also suggest putting a dollar value on your services, even though you’re not charging, so the couples do understand that your services are of value and as such you must be respected as a professional.

If you can locate a non-profit group or a mentor to work under, that is another way to gain experience without charging.

Doula Services as Ministry

Some doulas choose to offer free doula services as part of their ministry work, and this works well for them.

Charging a Minimal Amount to Cover Basic Expenses

Some doulas choose to charge an amount that would cover basic expenses such as gas and childcare, often under $100. This can be outlined in an agreement as well.

Charging a Lower Than Average Fee

Doula fees vary in different communities. It’s a good idea to find out what an average rate is in your area. When you decide to begin charging for your services, you may want to start at a rate that is lower than average, and slowly raise your fee as you gain experience.

Charging Based on Previous Experience

If you were previously in the health field or have other skills in holistic therapies, you may be able to create a niche for yourself for those who would like doula services as well as other services you offer. If you have previously worked with birthing women, say as an RN, for example, you may be able to begin charging a rate that’s comparable to experienced doulas in your area. If you offer complementary services, you could offer packages, and perhaps the doula package could be lower than average, but it could be made up with the price of other services you sell.

Charging on a Sliding Scale

Some doulas want to be able to offer services to a wide range of clients based on their ability to pay. Some use guidelines similar to Medicaid to determine their rates. Others may have a base rate that they get from everyone, and tell their clients to pay an additional amount equal to what they think the doula’s value was to them.

Bartering for Doula Services

An option for those who want to trade services is to set up a bartering system where clients can trade services or products in exchange for doula services.

Which Way is Best?

That really depends on your personality, what your market will bear, how popular doula services are in your area, etc. One of the best things about owning your own practice is that you can mix and match models, try one model with one client and then abandon it the next.

I Was Told I Shouldn’t Charge But Disagree With It

If you believe you are worth at least a certain fee but was told you must do free births, remember that you have your own business and you call the shots. Unless it’s a stated requirement by the overall training organization, really think hard about whether it will work for you and follow your intuition. If this requirement will cause you undue strain and stress, it will come across with couple you are interviewing with. Talk to other doulas in the area. Are there a lot of doulas doing free births? If so, understand that you may be competing with others with your same level of doula experience who are not charging.

Price Isn’t Everthing

Having a doula at a birth is a very personal choice. In most cases, couples will choose who they work with based on who they resonate with the most. After all, next to sex, birth is an extremely intimate experience. Women need to feel a great deal of trust in the doula they choose, and price may or may not be an issue. They need to feel safe when they are in their chosen birth environment.

So How Do I Differentiate Myself From Other Doulas in My Area

First of all, understand that there is a doula for every woman, and that doula may not be you every time you interview with a potential client. Really and truly, we are not here to compete with one another. We would encourage every woman who wants one to have a doula, and the more doulas there are, the more choices women have. That’s the beauty in our diversity as birth professionals. Women should have the freedom to choose the perfect birth team for themselves.

Here are ways to help you attract clients who will work best with you:

• Consider a niche for yourself. Perhaps you find you attract many teen moms or women seeking VBACs. If you have a passion for a certain type of client, concentrate on that demographic and find as many ways to connect with those people. By doing so, you will soon be considered THE doula to hire if people are having a particular kind of birth.
• If you offer other kinds of services that can help you create a niche for yourself as well. If someone wants a doula who is a massage therapist, that would likely whittle down the choices women have in your area.
• If you discover your niche, make sure you create a referral network of those who know you cater to a particular group of women. Communicate this well on your website and other marketing materials.
• Create opportunities for women to experience you and your energy by offering free talks, hosting a birth circle or a “Meet The Doula Night”. Pair up with practitioners in your referral network who may already have an audience of potential clients for you.
• Explore your personal philosophy about birth and how that relates with your potential clients. For example, if, at this point in time, you feel you only want to help women who want a natural birth, seek clients who want a natural birth. Again, make this clear on your marketing materials and work with others in your referral network.
• Understand that as you grow as a doula and gain more experience, you may find your philosophy about birth changes. Do the inner work necessary to know yourself best. One sure way to burn out is to work with women whose philosophy is very different from yours. If you are unable to leave your judgments at the door of the birth room, at the very least, be mindful of who you choose to work with. The more aligned you are with your client, the easier it is to fully support them.

A Few Things To Consider

I spoke once with a woman who got a degree in social work. All throughout school and her internships, she was never paid. However, her clients did not get their services for free. They paid the school’s clinic for her services. They did not offer completely free services because they found clients did not have any incentive to see their treatments through. Her suggestion for doulas was to consider asking clients to make a monetary donation or volunteer with a cause that is important to them. This way, there is an exchange.

Another doula I once spoke to was completely content doing free births. She felt that it was a special honor that her couples were entrusting her to witness the birth of their child. The exchange in her mind was the intent of an exchange of energy. She earned experience and the couple benefited from her services.

Yet another view is that to insist that doulas do free births is to devalue this important service to women, and that it can ultimately devalue the profession as something that can be acquired free. If one can find someone for free, why pay? Think about the various services you use in your everyday life. What is your personal opinion on the value you place on free vs. paid services? Do you take one more seriously than another? Do you wonder why some services are free? What do you tend to value more or less?

And finally, examine all the factors that go into being a doula when deciding on whether, what and when to charge. How much time does it take for you to prepare for meetings? What do you need to do to ensure your family is well cared for in your absence? What do you need to pay and to whom in order to do this work? Place a dollar value on your time. What are you really worth? Do you feel worthy to ask for what you feel is fair? Is there undue pressure for you and your family financially if you DON’T charge for your services?

So Many Choices

I realize I may have just confused you more about pricing. I hope I offered several perspectives for you to consider. It’s up to you to decide what works best for you. If you’re completely confused, I would suggest talking it through with someone. Get your partner involved and gather his or her perspective. Look at your own financial situation. Consider how much time you want and need with your kids. Create your own best scenario. If that still doesn’t help, journal, or sit in a quiet place, take some deep breaths, and ask yourself what to do. You have an inner voice that will give you the answer you seek. It’s typically the quiet voice, not the one that’s listing off twenty reasons why you need to do this or that. Always remember two things: 1) You can always change your pricing structure, and 2) Always give your clients an agreement so everyone is on the same page as far as expectations go.

As always, tweet me or take the discussion to the Inspired Birth Pro Facebook page, or add a comment. I’d love to know how your pricing structure evolved. Please remember no one way is right or wrong. Just like with birth, each doula needs to decide what is best for her situation.

These posts may also inspire you:

1. Should You Include Your Prices On Your Marketing Materials and Website?
2. 5 Tips For A Great Doula Interview
3. Packaging Your Doula Services

How Many Packages Should I Offer?

Three is the magic number. You won’t overwhelm a potential client  with too many choices, and yet it will feel like there is a a variety to choose from. You can have:

1. A Basic Package
2. An Upgraded Package
3. Your High-End Bells and Whistles Package

I’ll offer my own packages as an example:

1. A Basic Package: My basic birth doula package is pretty standard, offering what most other birth doulas offer in terms of prenatal and postpartum visits, attendance at the birth, and so on.
2. An Upgraded Package: I am a Reiki practitioner, so I offer an upgraded package that includes some Reiki sessions in addition to everything that is in the basic package.
3. My High-End Package: I am also a life coach, so my high-end package adds a birth/parenting/life coach package to the Upgraded package. So, clients will receive doula services, Reiki and coaching.

You are not only limited to adding services. If you make and sell products, you could add some of your products to your upgraded packages. Use your imagination to build packages that no other doulas around you offer. This will automatically set you apart from your competition.

How Should I Price My Packages?

In a past article I offered some questions that you can ask yourself when setting your prices. Refer to it if you need help determining the price for your Basic Package. For pricing your Upgraded and High-End Packages, a good rule of thumb is to increase your price 10-30%. For example, the rate for your Basic Package is $295. Your mid-range package could be about 10% higher, at $325. Your premium package could be $375, a difference of about 15% over your mid-range package.

Magical Numbers?

Some marketing experts suggest that people really respond to prices that have any 5s, 7s and 9s in them. I can’t say that I agree. I do admit, though, that in the above pricing examples, I started off using the numbers $300, $330 and $380, and that I personally feel more attracted to the prices listed above. For some reason, they just look nicer. I invite you to experiment with your prices and see what feels good to you.

These posts may also inspire you:

1. Should You Include Your Prices On Your Marketing Materials and Website?
2. Set Your Doula Business Apart From The Rest With Effective Service Descriptions
3. 7 Pricing Strategies for Birth Doulas

Here is a typical basic package description for birth doula services:

• Two prenatal visits
• Birth plan assistance
• Access to lending library
• Continuous support during labor and birth
• Initial breastfeeding support after the birth
• One postpartum follow-up visit
• Unlimited phone and e-mail support

If you were searching for a birth doula and read this list on someone’s website, would you understand the purpose of the services being offered? You’d see that you would meet prenatally and postpartum with that doula, but what would you do? Why are you meeting? Why would you want assistance with your birth plan? What exactly would your doula do to help you during the labor and birth? What does “continuous support” mean?

Here is a new and improved version:

• Two prenatal visits to assess your needs and desires for birth, define and understand our expectations of one another, and provide you with useful tools for labor and birth
• Birth plan assistance to help you clarify your preferences for birth and explain the options that are available to you
• Access to my lending library of books and videos about pregnancy, birth and baby care, to support your learning
• Continuous physical, emotional, and informational support for you and your partner for the duration of labor and birth, to help the you hold and move towards the vision you created for your baby’s birth
• Initial breastfeeding support immediately after birth to help your baby latch on properly and encourage the establishment of breastfeeding
• One postpartum follow-up visit to celebrate the birth of your baby and answer any questions you have during the early postpartum period
• Unlimited phone and e-mail support to answer your questions and offer suggestions and support throughout pregnancy and early labor

After reading the second description, how do you feel and what did you think about the birth doula who described what you can expect to receive for each part of her package? Do you have a better idea of how each of the services described will help you if you hire that doula? Has this doula successfully held your interest?

The above descriptions would be appropriate on a website or on a sheet you give to potential clients that describes your package offerings and your rate. Be aware that in a printed brochure, long descriptions may make the brochure look cluttered and busy. In this case, you may want to create shorter descriptions that still include a result for each point.

You are welcome to use the above examples in your own materials, but I encourage you to change them to reflect your personal style. Add a comment below to share with us other types of services you would offer to your clients, or give us a link to your own website with your new and improved service descriptions.

These posts may also inspire you:

1. Packaging Your Doula Services
2. The Number One Rule To Remember When Marketing Your Birth Business
3. 5 Tips For A Great Doula Interview

There are different opinions on this topic. I’ll offer you some practical information to consider, and you can choose what works best for you.

• If you’re doing print materials, it can be a pain to put prices on it because you’ll need to change your brochure if you change your prices in the future.
• If you add your prices on your brochures, if you change your rates and print up new brochures, you may have old ones floating around with your old prices and that could get confusing.
• You could choose to put the prices on your website and on your printed materials you can refer to your website for current pricing.
• On your website, if you choose to offer more than one package, is to say “my rates start at $XXXX.” This can at least give prospective clients your minimum rate.
• Rather than disclose your prices, invite people to contact you to explore the possibility of working together, and at that point you can offer your rate during the conversation.
• Think about this – do you want to compete on price alone, or do you want clients to hire you because of the value your services give them? This goes back to your unique message – what makes you so compelling that women need YOU to be their doula?

You can probably discern that there is no cut and dry answer. What feels best to you?

I’d love to hear what others think about this, so feel free to comment and share what has worked for you.

These posts may also inspire you:

1. 5 Questions To Ask When Setting Your Prices
2. Inexpensive Marketing Tip #2 – Website
3. Packaging Your Doula Services

• What are the unique gifts that you have to offer?
• What can you do for clients that others in your area don’t offer?
• Why are you passionate about what you are doing?
• What problems are you solving for your clients and what results are they experiencing?
• What is your philosophy about birth and how much do you want that to align with your clients’ philosophies?

If you can articulate how they will benefit from utilizing your unique skills, gifts, you will set yourself apart from others in your space, and potential clients will be curious to know more about you and will really want to speak to you.

People must understand the value you offer them based on the problems you solve for them by hiring you. Appeal to their emotions and let your philosophy resonate with them. This will help you separate the shoppers looking for the best deal from the clients who are looking for a connection with their provider.

These posts may also inspire you:

1. The Number One Rule To Remember When Marketing Your Birth Business
2. 5 Tips For A Great Doula Interview
3. Should You Include Your Prices On Your Marketing Materials and Website?