Lead generation is an integral part of building any Legal Nurse or Life Care Planner’s practice.  Lead generation is a business term for the various methods of gathering contact information from prospective clients.  In other words, if you’re a LNC/LCP – lead generation is all about finding new potential clients who are in need of and willing and able to buy your services.

A decade ago – the most common way for a consultant to gather leads was to secure a booth at a trade show or attorney’s conference and offer some sort of a prize drawing.  Attendees would drop their business cards into a box in hopes of winning a prize.  Meanwhile the consultant received the valuable contact information from targeted members of their niche market.  Or they would run ad campaigns encouraging the already tightly targeted audience to take advantage of a free consultation or a free report.

You still see Legal Nurse Consultants engaged in just such lead generation programs today.  Despite the ability to generate leads from the internet many consultants (including me), advertising campaigns which offer a “free service” offer as a reliable form of lead generation.

There is nothing wrong with utilizing newer technology to gerneate leads as long as you remember the basics. I have been on a rant for a while about Social Media Marketing. In fact, I have written one of the only books out there for Legal Nurse Consultants about that topic. The Legal Nurse Consultant and Life Care Planner’s Guide to Social Medial Marketing is available now.

 But with all of the technology we have at our disposal, don’t forget that targeted niche marketing & lead generation—especially in this industry is crucial to your success.

Here is one of the most important guidelines that I can suggest when trying to plan out your lead generation campaigns:

Just because you can communicate with everyone, doesn’t mean that you should.

This “shotgun” approach to marketing does work, however, targeted and researched lead generation works much better. If you send out 1,000 marketing letters, someone will call. (Read: It’s the law of numbers section in “The 30-Second Speech Isn’t working, Now What

? Book)  But,  if you research well and send out 200 well written, compelling newsletters, you may get 25 to visit your website because you are selling exactly what they need.

I recently was working on my new book when a fellow writer sent me a link to some research material that was very helpful. If she hadn’t known what type of work I did or known that I was knee-deep in the middle of researching my new book, then she wouldn’t have been able to solve my problem (a key marketing tenet.). If she had merely copied me on the latest email joke going around, I would have been much less likely to even open her email– let alone read it.

Casting your net as wide as possible when you are email marketing doesn’t necessarily work to your advantage. You NEVER want to be seen as a spammer or a nuisance. You want content-rich material with a clear call to action. The problem with the “broad net” approach is that when you don’t focus upon a niche – you can’t create an offer that is compelling enough to get your prospective clients to sign up for your email newsletter – a.k.a. lead generation campaign.  So instead of getting 1 out of 10 new web visitors signing up for your lead generating email marketing newsletter – you’re getting 1 out of 10,000 signing up. That’s just one reason to tightly tie your niche marketing strategy with your lead generation campaign.

There are many effective ways to generate leads. You can hire someone; I offer the service to all of my clients at LNCPracticeBuilder.com Click here for more information. Or you can do it yourself, it’s not rocket science and I teach you how to do it at my workshops. Either way you choose, the important thing is to focus your strengths in compelling words to get your targeted client to give you enough information about themselves (i.e. sign up for your free newsletter by giving you their email address, type of law practice and current use of an LNC) to be able to have a viable lead to follow up with down the road. Whatever you do in terms of niche marketing, lead generation should always be a primary concern. Without leads, you don’t get clients. Without good leads you get even less.

I hope this article has been helpful. At LNCPracticebuilder.com we want to help you build a remarkable practice. To learn more about our lead generation services, click here. If you would like help refreshing your website or creating compelling marketing copy for your campaigns, email us at: info@lncpracticebuilder.com for more information.

Tags: Lead Generation, Marketing, niche, Social Media, targeted marketing

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