When you’re setting up your doula packages and pricing, one big question often comes up:
Do I offer payment plans, or should I require the full amount upfront?
There’s no one-size-fits-all answer. Like most things in your doula business, the right decision depends on your goals, your clients, and your boundaries.
Let’s break it down.
Why Some Doulas Offer Payment Plans
Payment plans can make your services more accessible—especially to clients who deeply value your support but need to budget carefully. Here’s why you might consider it:
-
Reduces sticker shock: Instead of seeing a big number all at once, clients can focus on manageable monthly payments.
-
Increases bookings: Clients may feel more comfortable saying “yes” if they can stretch payments over time.
-
Builds trust and flexibility: It shows clients that you’re willing to work with them.
Example:
A doula charges $1,200 for a birth package. Instead of requiring the full amount upfront, they offer 3 payments of $400 due at booking, 28 weeks, and 36 weeks. This gives the client time to budget and commit.
Why Some Doulas Stick With Full Payment
Requiring full payment upfront can make your workflow simpler and protect your income. Here’s what’s appealing about it:
-
- Reduces admin time: No need to chase payments or manage multiple invoices.
-
- Improves cash flow: You have access to funds early, which helps with your own business expenses.
-
- Avoids risk of no-show payments: If a client disappears late in pregnancy, you’re not stuck trying to collect.
Pro Tip: If you’re offering full payment, consider collecting it early; many doulas ask for it by 36 weeks or earlier.
Consider This Before Offering Payment Plans
If you’re leaning toward offering installments, here are a few things to keep in mind:
1. Use a Contract
Always include payment terms in your doula contract. Be specific: due dates, amounts, and what happens if payments are missed.
2. Automate If You Can
Use tools like Square, Stripe, or a client management system (like Dubsado or HoneyBook) to set up automatic payments. This reduces the chance of missed payments and saves you the hassle of following up.
3. Consider a Nonrefundable Retainer
Even with a payment plan, make sure a portion of the fee is nonrefundable. This protects your time and holds the client’s spot on your calendar.
4. Make Sure You’re Covered
If the final payment is due at 38 weeks and the baby comes early… you might not get paid. Many doulas ask for the balance by 36 weeks to avoid this.
A Middle Ground: Hybrid Options
You don’t have to choose all or nothing. Some doulas offer hybrid payment options:
-
- Require a nonrefundable retainer at booking (like $400).
-
- Offer the rest in two installments, due by specific pregnancy milestones.
-
- Or add an early payment incentive: pay in full and receive a small discount.
This gives your clients choice while still protecting your business.
What Works for You?
Your business, your rules. Whether you offer payment plans or not, the key is to:
✔ Communicate clearly
✔ Put it in writing
✔ Protect your time and income
✔ Make it easy for clients to follow through
If you’re not sure where to start, try it out with a few clients and see what works best for your style and systems.
Want to talk this through with other doulas?
Join the conversation in my Facebook group: Grow Your Doula Business
