You want to grow your legal nurse consulting business. You look for answers as to how to get more attorney clients. Beware of these 3 myths. They will trap you and leave you waiting for a silent phone to ring.
Myth #1: I have a great clinical background as a nurse. Just because I understand health care, I will get more business as an LNC.
Many legal nurse consultants have education, experience and expertise. Why aren’t they getting work? Marc LeBlanc, past president of the National Speakers Association and a small business coach says, “The entrepreneurial graveyard is filled with business owners who had good products and services.” Understanding the healthcare system is just the beginning of being a legal nurse consultant. It is the floor, not the ceiling of success.
Successful legal nurse consultants know their ideal customer; they know what that customer needs; and they know how to speak the customer’s language. Through their materials, messages and marketing, they demonstrate how they can use their knowledge of health care to help their clients.
Myth #2: I have a great website. People will find my legal nurse consulting business.
In “Field of Dreams”, an Iowa corn farmer who heard voices, interpreted them as a command to build a baseball diamond in his fields. He does, and the Chicago White Sox come. Don’t forget that is Hollywood. It is an illusion. Don’t get trapped in “Field of Dreams” thinking. That farmer could have been schizophrenic.
Legal nurse consulting is a crowded, competitive marketplace. Nurses continue to flock to the field, enticed by the promises they see in marketing material. They come out of a legal nurse consulting program all revved up, ready to be found. They put up a website and wait. Many legal nurse consultants have an erroneous impression. They think that just because they set up their company’s website and get it listed in a directory, that attorneys will flock to them.
Successful business owners actively promote their services. They look for ways to share their expertise and create nurturing relationships with their clients.
Myth #3: If it is not broken, don’t fix it.
You’ve gotten clients; you have an established routine. You are building a reputation for doing excellent work. Why change anything? In the past, business owners could afford to be a cautious. When they found a successful formula, they stayed with it. Client loyalty was a given.
Now it is incredibly easy for your reputation to be affected by social media, by list servs, or by how you behave at a networking event. Attorneys talk to each other – constantly – about who they would recommend as a legal nurse consultant.
Are you continually looking at your business to figure out how to improve it? When an attorney is unhappy with your services, do you make changes or define the experience as part of being in business?
Learn about trends, methods of improving your business, experiment with new ways of performing your services. Learn from other business owners; get a legal nurse consultant coach to help you objectively evaluate your business and look for ways to strengthen it.
See what your legal nurse consultant competition is doing. If you are not consistently innovating, your LNC competitors will take your clients away. They are waiting in the wings, marketing to the same attorneys you consider to be your clients. You need to stay on top of your game by continually learning and improving your legal nurse consulting business.
Pat Iyer MSN RN LNCC shared more myths in a new webinar, “Get More Clients and Leave Your Competition in the Dust”. Request the replay here. Sign up for the program here. Pat provides coaching for legal nurse consultants through the www.LNCAcademyinc.com.