Feb 10
28
3 Questions Every LNC Should Ask If They Aren’t Getting Clients
I spoke with a Legal Nurse Consultant last week who was quite distraught over the lack of effectiveness of her marketing materials and plans. “I want more clients!” was her repeated cry.
She shared with me that she had been considering giving up the business because she felt as if she’d been sold a bill of goods at her training. “There is just NO WAY you can make a living at this” she said. While I am sure she expected some consoling and pre-selling of my services, I surprised her by my questions.
This week’s blog will focus on those three important questions that every Legal Nurse Consultant should ask themselves when they aren’t getting enough clients.
1. What Have You Done For You Lately?
All too often I get Certified Legal Nurse Consultants telling me that there aren’t any cases out there and that they want to give up. My first response is to ask what they are doing to get those cases. Predictably, they respond with “I send out letters and brochures and no one’s called me” responses. This old-fashioned cookie-cutter style of marketing just won’t cut it these days. Clients won’t find you so you have to make it easy and memorable when you find them.
If you’re not impressed with the junk mail that comes to your mailbox or even email box every day, then how does an envelope with a services letter impress a potential attorney client? Your assignment this week is to begin thinking of ideas to grab people’s attention in ways you never thought of. Look around you. Major companies spend large amounts of money trying to get our attention.
Recently, my son got his first bank debit card and on the paper the card was attached to was a coupon for a local pizza place. If you used your new debit card you got a free pizza when you bought one. They were talking his language. He bought a pizza that very day—with the new card of course. It struck me as such a brilliant marketing technique that I have shared it over and over. Find an unusual place to market your services. A place where the attorneys won’t be looking for them but will remember—and share your name with others. Don’t just wait for the cases to roll in after you sent out 50 HERE I AM letters.
2. What Are They Saying About You?
Almost every LNC I ask this question to doesn’t understand its importance. In the larger world of social media marketing, people share, refer , DIGG, STUMBLE and recommend your websites, your published articles and expert opinions to each other every day. Why not take advantage of these virtually free marketing methods? Referral is still the best ticket into any office. Tried and definitely true.
3. Whom Have You Met Lately?
This may sound silly.
But I have found that the best way to get new clients is to meet new people. Just yesterday at yet another of my son’s sporting events, I met a business man from the Midwest with a fascinating company plan. Over the sweaty-filled odor of the gymnasium we figured out that we have some business ideas in common and exchanged contact information in the hopes of working together on a project.
The key point here is that I met someone new. I made myself show friendly. I introduced myself, asked about his business endeavors when the conversation turned to that point and offered my services as a solution to his problem.
Men seem to do this much easier than women. Been to a golf course lately? Some of the best business mergers still happen on the back nine. Be aggressive. Reach out. Meet someone new. They may not all turn into clients, but you never know, his brother may be a partner at the largest law firm in town.
At LNCPracticeBuilder.com we can help you build a remarkable practice. For a full day of hands-on marketing tips and techniques, join us in Des Moines, IA on April 17, 2010. Click here to register.
Take five minutes and learn a new way to make your practice remarkable!