How to Get Your First Sleep Consulting Client

When I started my first online business, it was kind of on accident. It was back in the days of Craigslist, and I simply wrote up a detailed description of my talents and what I could help with through working online. I don’t remember how long I had to wait, but it felt like not a couple of days later, a real business owner reached out to me with legitimate projects that I could complete online from home. It was the beginning of my 10-year+ work-from-home journey, and I never looked back to the office!

While I don’t recommend posting your sleep consulting services on Craigslist, I do think the process is still similar. You need to show up in the right places as a professional help to your potential clients. And that might include places like social media, local bulletin boards, or direct partnerships with preschools or doctor’s offices. You certainly don’t need a large following to land that first client, but over time, the following will come.

5 Actionable Steps to Land Your First Paid Client

Starting a sleep consulting business is just the beginning. Let’s get your strategy laid out so that you can get your first paying client and build a sustainable, growing sleep consulting business.

Step 1: Define Your Ideal Client

Before you start marketing your services, you need to get crystal clear on who you’re trying to help. Not all exhausted parents are dealing with the same sleep struggles, so defining your ideal client will help you tailor your messaging and attract the right audience.

Consider these factors when defining your ideal client:

• Child’s age: Are you focusing on newborns, infants, toddlers, or preschoolers?
• Common struggles: Do you want to help with sleep regressions, nighttime wakings, nap transitions, or all of the above?
• Parent lifestyle: Are your clients working parents, stay-at-home moms, or single parents?

Once you know exactly who you want to serve, it becomes much easier to speak directly to their concerns and position yourself as the expert they need. This doesn’t mean you have to turn down clients who don’t fit your exact mold; it simply streamlines your messaging.

Related: Baby Sleep Consultant Business Name Ideas to Inspire You

Step 2: Build a Simple, Professional Online Presence

Now that you know who you want to help, the next step is ensuring potential clients can find and trust you. You don’t need an elaborate website or thousands of followers—just a simple, professional presence that reassures parents they’re in good hands.

Here’s what you need to establish credibility:

• A professional social media profile (Instagram, Facebook, or LinkedIn) should have a clear bio and a few posts sharing helpful sleep tips. When choosing a platform, consider the demographic of your key client and where they are most likely to gather online.
• A simple website or landing page where parents can learn about your services and book a consultation.
• A way to book calls easily, such as a Calendly or Acuity Scheduling link.
• Testimonials or case studies, even if they come from practice clients or friends and family.

To amplify your reach, position yourself as a trusted authority in sleep consulting. Create educational content such as blog posts, videos, or podcast episodes answering common sleep-related questions. Offer free guides or checklists that parents can download in exchange for joining your email list. Engaging in parenting forums, hosting live Q&A sessions, and consistently sharing valuable content on social media will help build credibility and attract clients who see you as an expert.

Related: Social Media Quotes for Baby Sleep Consultants (That Parents Will Love!)

Step 3: Offer Free or Discounted Sessions to Gain Experience

Your first few clients may not come from direct sales—they might come from offering value upfront. Providing free or discounted sleep consulting sessions can help you gain experience, build confidence, and collect testimonials that will make it easier to attract paying clients.

One way to find your first practice clients is by offering to help friends and family members who are struggling with their child’s sleep. You can also post in parenting Facebook groups, introducing yourself and offering a free consultation to a limited number of people. Another effective method is pinning a flier to local community boards at libraries, playgroups, and community centers where parents gather.

When offering a free or discounted session, be clear about the limited availability by specifying how many clients you are taking on for free that month. Clearly communicate the value they will receive, such as a 30-minute call, support through text messaging, plus a customized sleep plan. Also, set the expectation that in exchange, they provide an honest testimonial if they find the session helpful.

If providing the service itself sounds intimidating, you should consider joining Center for Pediatric Sleep Management. It’s a complete training program that will take you from an absolute beginner to a professional sleep consultant, all online.

Related: The Center for Pediatric Sleep Management Course Review

Step 4: Leverage Word-of-Mouth Marketing

It’s time to tap into one of the most powerful ways to grow your business—word-of-mouth marketing. Satisfied parents will naturally share their experiences with others, but you can also encourage this process strategically.

Start by following up with past clients and contacts to ask about their progress and request a testimonial. A simple message like,

Hey [Client’s Name],

I loved working with you and [Child’s Name]! How has his/her sleep improved?

If you’re happy with the results, I’d greatly appreciate a short testimonial I can share with other parents.

Thank you,

[Your Name]

Another way to generate word-of-mouth referrals is by creating a referral incentive. Offer a discount on future services or a small gift card to people who send new clients your way. A simple program like, “Refer a friend who books a session, and you get $25 off your next consultation!” can be effective in keeping referrals rolling in.

Finally, reach out to other professionals in related fields, such as pediatricians, doulas, lactation consultants, and daycare providers. Building relationships with these professionals can lead to consistent referrals among each other. A personalized email or in-person visit explaining how your services complement theirs can help establish these connections.

Step 5: Follow Up and Stay Consistent

Many parents hesitate before booking, so following up with potential clients is key. A simple message like,

Hey [name],

I know you were struggling with your baby’s naps last week—how’s it going? Let me know if you need any support!

Building lasting relationships through consistency is essential for long-term success. Post regularly, interact in parenting groups, and continue offering valuable content. Most clients won’t book immediately, but by staying engaged for 30-60 days, you’ll build trust and increase your chances of securing clients.

Related: What Insurance Do You Need for a Sleep Consulting Business?

Don’t Wait for Clients to Come to You

There’s a reason it’s called getting clients—because it requires action. You won’t passively land your first client by sitting back and waiting. You have to put yourself out there, show up consistently, and engage with potential clients.

Your first client is out there—and they need your help. You don’t need everything to be perfect—just start helping people. The more you take action, the more opportunities you create for yourself.

Want a roadmap to start your sleep consulting business? Grab Jayne Haven’s free business guide over at Center for Pediatric Sleep Management!