A Small Gesture and a Lasting Impact, with Jayne Havens
Ending a client relationship on a high note is so important—especially after the ups and downs of sleep training. One simple way I do this is by sending a thank you note and a small gift in the mail. lasting impact
In this episode of the Becoming a Sleep Consultant podcast, I’m sharing how this final touchpoint not only leaves families feeling appreciated but also keeps me top of mind for referrals. A little gesture goes a long way in building a strong, lasting business!
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Transcript:
Intro: Welcome to Becoming a Sleep Consultant! I’m your host Jayne Havens, a certified sleep consultant and founder of both Snooze Fest by Jayne Havens and Center for Pediatric Sleep Management.
On this podcast, I’ll be discussing the business side of sleep consulting. You’ll have an insider’s view on launching, growing, and even scaling a sleep consulting business. This is not a podcast about sleep training. This is a podcast about business building and entrepreneurship.
Jayne Havens: Welcome back to the Becoming a Sleep Consultant podcast. Today, I want to share a simple practice that I’ve put into place in my business—one that helps every client relationship end on a positive note and keeps me front of mind long after our work together is done.
Whenever I finish working with a client, I send a thank-you note and a small gift in the mail—some soft, cozy pajamas for their child. It’s just a small gesture, but I found that it makes a really big impact.
Why? Because sleep training isn’t always smooth sailing. There are tough moments, stepbacks, and times when parents wonder if they’re doing it right. But when we reach the end and their baby or child is sleeping well, that’s life changing for everyone. My handwritten note and gift is a way to acknowledge that journey. It’s a way for me to say that they put in the work, and it paid off. And, of course, I also want to thank them for trusting me to walk them through that process.
Just today, I got a text message from a client with a picture of her baby in the pajamas that I sent. She told me that they’ve become her absolute favorites. And every time she puts them on her baby, she’s reminded of how grateful she is that everyone in her home is finally sleeping through the night.
Let me tell you why this matters. Beyond it being a nice touch, I’m pretty confident that these pajamas play a bigger role in my business. Every time that a mom reaches for those PJs, she’s reminded of the transformation that we achieved together. She remembers the relief, the rest, and the peace that came from finally getting her baby to sleep through the night. And when a friend or family member mentions that they’re struggling with sleep, I’m the first person that comes to mind.
Referrals are the key to growing a successful sleep consulting business. This is something I encourage all sleep consultants to think about. How can you create a small but meaningful touchpoint at the end of your client experience? It does not need to be pajamas—just something personal and thoughtful that helps clients reflect on the progress they made. I encourage everyone listening to get creative. Make your own mark. Carve your own path, and create a touch point for your clients that is truly memorable.
Of course, at the end of a client contract, we want to leave a good impression. But perhaps more importantly, this is about building real relationships. Taking a moment to say thank you, whether through a note, a small gift, or even a quick message a week or so after you’ve wrapped up, creates a connection that lasts. As business owners, it’s easy to get caught up in the next client or the next goal. But those moments of appreciation, both given and received, help us to stay motivated and remind us why we do this work in the first place.
In business, there are always going to be ups and downs. But when you get a message from a past client months later saying that they wake up every single day grateful for the gift you’ve given their family—and I’m not talking about the PJs. I’m talking about a full night of sleep—trust me, it never gets old. If you’re a practicing sleep consultant, I challenge you to think about how you can add a personal touch to your client experience. What’s one small thing that you can do to leave a lasting impression? Whatever it is, make it something that reminds them that working with you is worth it. When clients feel this way, they don’t just remember you; they recommend you.
That’s all I have for today. I’m going to wrap it up. I actually have a few packages to pop in the mail before grabbing my kids from school. And I guess I will see you guys next week.
Outro: Thank you so much for listening to this episode of the Becoming a Sleep Consultant Podcast. If you enjoyed today’s episode, it would mean so much to me if you would rate, review, and subscribe. When you rate, review, and subscribe, this helps the podcast reach a greater audience. I am so grateful for your support.
If you would like to learn more about how you can become a certified sleep consultant, head over to my Facebook Group, Becoming a Sleep Consultant or to my website thecpsm.com. Thanks so much, and I hope you will tune in for the next episode.