You are marketing to an attorney you meet at a social event or while you are exhibiting at an attorney conference. When you identify yourself as a legal nurse consultant, he says, “”I already have a legal nurse consultant.” How do you respond to this resistance statement?
I already have a legal nurse consultant
If you say, “Oh, I see” and turn your attention to the next person, that’s called giving up without an effort. Want to know a better way to respond?
You could begin a dialogue about the LNC when the attorney says, “I already have a legal nurse consultant”.
Define the person’s role. “Is this person an (inhouse) employee?” If the attorney says yes, you could ask whether this person works part time or full time. “Are there times when the LNC is overloaded and could use an independent LNC to help with cases?” I’ve gotten cases from inhouse LNCs who have come to my independent LNC business to locate expert witnesses.
If the attorney says the LNC is an independent LNC, you might say, “I’ll be here if you ever want to make a change.” This is a better response, but it is also called giving up without an effort.
You might be thinking, “I’m better than her.” How do you know? You’ll put the attorney on the defensive with this question because it attacks his choice.
Consider asking a question that raises doubt.
When the attorney says, “I already have a legal nurse consultant” you may ask,
- “How did you select her?”
- “How do you ensure you are getting the best services?”
- “How often do you review who you are using as vendors?” (This plants a suggestion that a review is normal.)
As you get more experience asking this question, and hear the names of LNCs the attorneys are working with, use questions to get the attorney to doubt his position. Prepare your questions, the attorney’s possible answers and your next questions.
You won’t convince everyone to give you a try. But situations change:
- the attorney’s practice requires additional support
- the LNC moves away, retires or closes her business
- the LNC gets too busy to work on the attorney’s cases
- the attorney knows someone who is looking for an LNC and remembers you
The fact that the attorney is using someone should not stop you from staying in touch and remaining friendly.
Pat Iyer MSN RN LNCC has 28 years of experience marketing to attorneys. Are you signed up to receive our ezines? Check out the link at the top of this page.
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