One of my National Speakers Association contacts, Dick Bruso, has a Power Referral Program that works based on four concepts: Think of people who like you, trust you, know you are competent and have integrity. They want to assist you get business – if you give them a chance to help. Here’s how to apply Dick’s system to getting more clients.
1. Create a list of 10 people who love you
Don’t limit your list to clients or attorneys. Think of people who are your raving fans. They believe in you, trust you, like you, and think you are a competent legal nurse consultant who operates with integrity.
2. Meet with them, ideally in person and one at a time
If you can’t arrange an in person meeting, try for Facetime or a Skype call with your camera activated.
3. Tell each person the type of market you serve
Start by discussing the legal services industry. Some of your raving fans may think of the insurance industry, for example, one that you had not considered. Others will think of attorneys.
4. Then narrow your description down to attorneys who handle medical cases
If you want to limit yourself to a specific geographic area (although that is not necessary with the ability to exchange documents through many methods), explain the areas you serve.
5. Describe the position of attorney you wish to meet
Be specific – senior partner, managing partner – ask for the top person who has decision making ability. Associate attorneys may be more accessible but cannot commit the firm’s resources for your services.
6. State the specific personality aspects of the attorney you want to work with
Not all attorneys are created equal when it comes to working with legal nurse consultants. Some have a practice of scrutinizing every invoice with an eye to trying to negotiate the bill. You don’t want to work with people who are rude, abusive, or egomaniacs. Some of the best clients I had were humble, friendly, appreciative people. Their behavior made me want to go out of my way to work with them and give them breaks.
7. Ask your contact to give you the names of 3 or 4 people
Don’t ask for 10 names like I did of my first client. I was lucky; my client gave me 10 names. Most people would not. You are more likely to get help when you ask for what your contact perceives as a reasonable number.
8. Research those 3 or 4 people
Go to www.martindale.com to find out about their practice. Look at their firm’s website.
9. Ask your contact to make an introduction
This material was summarized from Jill Lublin’s book, “Get Noticed Get Referrals”.
Pat Iyer MSN RN LNCC built her business on referrals and developing a group of raving fans. Learn how you can tap the power of referrals by requesting the replay of a free webinar: “Get More Business and Leave Your Competitors in the Dust”. Get details here.