Here are a dozen business tips for legal nurse consultants
Tip 1: Stay Positive
You can’t expect prospective clients to feel positive about your company – or you – if you have a negative attitude when you are dealing with them. People quickly pick up negativism – and run the other way.
Tip 2: Limit Choices
Sometimes too many choices can confuse clients and they will leave before they can make a decision. Limit the choices and they’ll find it easier to buy. For example, offer the resume of one expert witness, not three.
Tip 3: Get to Know Your Client
If you don’t know your clients then you can’t know they want from you or your legal nurse consulting business. Understand their fears and needs and position yourself as the person who can help them.
Tip 4: Emphasize Your Service’s Benefits
Make sure when you are talking to a prospective client that you emphasize the benefits of your services. Depending on the services you offer, the benefits you provide could include peace of mind knowing the attorney has a well-qualified expert witness or is not going to be surprised by his adversary who knows more about the medical facts than does your client.
Tip 5: Provide Exquisite Client Service
Make sure that your client service is spot on. Hopefully you won’t get any complaints, but if you do, act on them immediately, and then tell your client how you will avoid this problem in the future. Show that you take complaints very seriously.
Tip 6: Be Prepared to Compromise
At the end of the day the client is paying for the work, so reaching a compromise might be the only solution to having a happy client – and getting paid.
Tip 7: Offer Upgrades
Everyone loves to get something for nothing, and your clients are no exception. If you are in a position to offer an upgrade to a service you supply, then do it. Make sure the upgrade makes sense for both you and the client. You don’t have to give away your services. You may choose to selectively offer something for free.
Tip 8: Write an Effective Sales Letter
Sales letters are important, and they can generate a lot of interest and potential clients, but only if they are written effectively.
Tip 9: Listen to Your Clients
Keep an ear to the ground and listen to what clients want or would like to see in your LNC business. Ask them at various points when you are working on a case, such as after you turn in your work product. Actively seek feedback and use the suggestions to improve.
Tip 10: Build Trust with Clients
It’s important to be honest with clients too. If you can’t deliver a service or are going to be late in delivering your work product, let them know. Attorneys are driven by deadlines and may be able to get extensions at times.
Tip 11: Be Flexible in Methods of Communication
Don’t rely on just one method of communication because you could be cutting out a whole group of prospective clients if you do. Consider phone calls, emails and social media marketing.
Tip 12: Make a Web Site
You might not have a clue when it comes to building a legal nurse consulting website, but there are plenty of people who do. Hire someone to do it for you. Attorneys will want to check your company out before contacting you. If they can’t find you online, they will move on. Incorporate these business tips for legal nurse consultants into your own business and watch it thrive.
Pat Iyer MSN RN LNCC is the president of The Pat Iyer Group. She launched and grew a legal nurse consulting business using these tips.