How do you, as a legal nurse consultant, get attorneys at a trade show to qualify themselves so you can focus on addressing their needs and requirements? You have a short period during breaks to meet as many people as possible. Learn how to quickly identify those with whom you want to visit.
Most often, a single, properly formulated “Open Ended Question” (OEQ) is enough to get trade show attendees passing in front of your booth to willingly and gladly qualify or disqualify themselves.
- How do YOU use (fill in the blank) in your business?
- What’s YOUR experience using (fill in the blank with your service)?
How to quickly spot unqualified/unwelcomed visitors to your booth
In our experience, the following visitors rarely warrant attention:
- Law students and judges
- Family law attorneys and those handling other than medical issues cases
- Attorneys with open bags looking to grab as many freebees as possible
- Attorneys saying, “How can my spouse, who is a nurse, get started in this field?”
- Attorneys who look feeble, elderly and NONPRACTICING or gate crashers looking for free food
As a Legal Nurse Consultant (LNC), you may have a preference for or want to identify with a particular type of lawyer or law practice before you reveal what you’re offering them. On the other hand, you may want to focus on your offer, with less concern as to who’s using it. The specific Question 1 and Question 2 (and possibly 3) you choose to use in these two scenarios is a major topic of concern.
Those questions you dread
We all have “the question we dread” – the one we know we’re likely to be asked and have doubts about how to answer it or a discomfort in what we have to say or tell them. It may be around pricing; it may be around experience. Whatever it is, we all have one and we’re going to address the top three or four most prevalent questions facing you in today’s market.
Once lawyer attendees have disqualified themselves, your role is to move them on their way as quickly as possible. We’re going to talk about how to do this in our second of this three session course, How to Profit From Trade Shows: Secrets of Success. Sign up for the course at this link.
Hiett Ives and Pat Iyer combined their expertise to help you master trade show exhibiting. You want to be prepared to use this powerful technique of getting in front of attorneys. Don’t sign up to have a booth at a trade show without knowing how to fully take advantage of this marketing opportunity. We’ll show you how to be prepared, confidently interact with prospects and quickly follow up to seal the deal. Take advantage of the chance to learn secrets of trade show exhibiting. Sign up for our online course, Exhibiting Mastery: 3 Steps to Winning at Trade Shows