Help! My Sleep Consulting Clients Aren’t Listening to Me

You’ve done your homework. You’re certified. You’ve presented your pediatric sleep consultant clients with great ways their families can get on track, but you find yourself wondering why sleep consulting clients aren’t listening to me?

Frustrated?

That’s the understatement of the year!

When someone has reached out for help, but doesn’t want to listen, it can be hard to navigate. They obviously need your help because they wouldn’t have contacted you if they didn’t. So, when they don’t listen, it can be hard to understand.

Understanding why they’re not getting on board with your ideas is half the battle. The other half (and the toughest) is trying to still get them to realize that you really have their best interests at heart and want to genuinely help them.

So, let’s take a look at why your sleep consultant clients may not be listening and what you can do about it. Sound good? Let’s get started!

 

Why Aren’t My Sleep Consulting Clients Listening and What Can I Do About It?

 

Problem: They Don’t Trust You

Ouch! I know that hurts, but your clients may not trust you and what you’re telling them. If you suspect that’s the issue, or maybe they’ve flat-out told you that’s why they’re not following your advice, it’s time to try to gain their trust.

Solution: Get to Know Them Better & Be Transparent

Your clients may not trust you because they feel like you’re not completely understanding their needs. Get to know them better and actively listen to their needs. Validate their feelings but still explain why your methods are the real deal. Provide concrete examples of how they’ve helped others who have experienced similar issues. If you have hardcore evidence, not just your words, they should trust what you’re telling them more.

Also, make sure they know where you’ve been certified and where your ideas are coming from. Having reputable sources can give you the backup you need to get your clients to do a 180.

 

Problem: They Have Unrealistic Expectations

While you have some amazing ideas, your clients can’t expect change to happen overnight. They may have turned you off if they feel like their situations are not improving as quickly as they thought or wanted. No family is going to go from waking up five times a night to sleeping until the sun comes up. 

Solution: Re-Establish Realistic Goals 

You’ve probably already set realistic goals from the start. But, reiterate what your clients can expect if they’re not listening to you. Clearly explain that sleep training is a marathon, not a sprint. What works for one family isn’t going to necessarily work for another. 

If your clients want to reach these goals, they need to follow the plan. You can’t expect results if you’re not going to put in the work. Part of that work means listening to you. 

With these realistic goals comes acknowledging that there are going to be some setbacks that can make these goals longer to achieve. Things like teething, night weaning, and sickness can all slow down the process. The important thing for your clients is to still trust the process. By offering them ongoing support to reach these goals, you can hopefully ease their frustrations (and yours).

 

Problem: They Don’t Understand What You’re Telling Them

While you may think you’re explaining your techniques as clear as day, your clients may be lost. You can’t expect them to follow your ideas if they don’t understand what you’re telling them. 

Solution: Be Clear and Use Simple Language

When you’re talking to your clients, use simple language. You should talk to them like you’re having a normal conversation. You can present case studies that use fancy scientific language, but keep it simple when you’re explaining what needs to be done.

Prepare an outline that your clients can refer to so they know exactly what they should be doing. Remember, your clients are sleep-deprived, so their memory may not be the best. Having visuals for backup is super helpful. Also, be sure your clients know that you’re there to answer questions if they don’t understand what you’re telling them. 

 

Problem: Your Approach Doesn’t Match Up With Their Beliefs

This is a tough one, I’m not going to lie. When your client’s parenting style or beliefs don’t jive with your approach, they’re going to be less likely to follow your plan.

Solution: Find a Common Ground and Listen to Their Concerns

Listen to your clients’ beliefs and why they’re not agreeing with you. Emphasize that you’re there to work as a team with a common goal…sleep! Be ready to tweak your approach a bit to better suit their beliefs and values, while still holding true to your methods. If you’ve tried all of these things and more, and nothing works, it may be time to accept that you’re just not the best fit. It happens! You can refer them to someone else and wish them well on their sleep journey.

 

Problem: Your Client is Overwhelmed & Doesn’t Know Where to Start

If sleep training is hitting your clients hard, they may feel overwhelmed and start to shut down. If they’ve been trying to get a better night’s sleep for countless months, they may have reached their breaking point and feel like they’re in an information overload with what you’re telling them.

Solution: Keep Calm & Consult On

Advise your clients to take a deep breath as you clearly guide them along their journey. Explain that you’re not there to overwhelm them with information. You just want to help their family get the sleep they need. If they tune you out, they can’t expect their situation to improve. 

 

Problem: They Feel You’re Not Empathetic 

If you’re not empathetic to your client’s situation and needs, they’re not going to want to listen to you and follow your advice. 

Solution:  Actively Listen & Practice Empathy

Even if you’re not the warmest and fuzziest person on the planet, you need to be empathetic to your client’s situation and needs. Actively listen to them. Let them know that they are being heard and that you’re there to help them every step of the way. I can’t tell you how important this is! Once they know that you’re tuned in and genuinely there to help, they should be more apt to listen to you.

The Institute of Pediatric Sleep and Parenting is here to help you every step of the way. From learning various sleep training techniques to booking clients, we can help you answer  why sleep consulting clients aren’t listening to me?

Check out IPSP, and why students are calling it the “best sleep consultant certification program“. It’s packed with all the info you need to succeed, and tips to get your clients to listen to your advice!