Legal nurse consultants wonder, “How do you get attorney clients when you are starting or growing your legal nurse consulting business?” This is one of the most commonly asked questions I hear. Here is what I say.
Tell everyone you know that you have started a legal nurse consulting business.
Define your ideal client and ask your friends, family, associates, professional providers (dentist, accountants) if they know anyone who fits the profile of who you want to attract. Ask for an introduction.
Go to a local Chamber of Commerce meeting in your town.
Talk to the group’s organizer to find out if there are attorneys who are embers. Locate those attorneys and introduce yourself.
Demonstrate your legal nurse consultant expertise with a website.
Use a platform like WordPress that permits you to have a blog. Use the blog to write about topics for your attorney audience. Share your blog posts on LinkedIn, Google Plus, Facebook and Twitter.
Subscribe to the local legal newspaper for your state or region.
Note the names of attorneys who specialize in the type of law you are targeting- personal injury, medical malpractice, product liability and so on. Look them up on www.martindale.com. Contact them and ask for an appointment to discuss your services.
Go to conferences where attorneys will be.
Pick personal injury topics where the audience will be attorneys. Bring your legal nurse consultant business cards and mingle before the conference, at breaks and after the conference. Start conversations and discuss what you do, stressing the benefits of working with you. Here is your opportunity to present your 30 second introduction. “Attorneys who work with me get ___ when I do _____.”
Recognize that you will not get instant gratification. Attorneys may not have a case for you at the time you contact them. By staying in touch, by periodically reconnecting with them, your persistence will pay off. This is a numbers game. Every no brings you closer to a yes.
Pat Iyer MSN RN LNCC is the ex-president of Med League, a company she started in 1987 from a desk made of a board on top of two filing cabinets. She built it into a seven figures a year sales company before she sold it in 2015. Pat provides individual coaching and consulting for new to experienced legal nurse consultants. Get details at www.LNCAcademy.com.