Would it come as a surprise to you if I said we’re all sales people? It’s true. Closing legal nurse consulting sales requires being able to identify prospects you want to work with and then getting the case in your door.
Don’t think of yourself as closing a sale when you get a case? Although you might think of it as getting retained to review a case, it is at heart a decision by the attorney to hire you. And that is a sale.
- Every time you have a prospective client on the phone, you’re making a sales pitch.
- Every time you send an email or write a blog post with an offer, you’re making a sales pitch.
- Every time you write an opt-in page, you’re making a sales pitch.
And you’re probably pretty good at it, too, if you have a thriving business. If you are struggling to get work, which is the case for many LNCs I talk to, something in your sales process might need adjustment.
Sometimes the adjustment is looking at the way you think of legal nurse consulting sales. Why do we continue to think we’re so bad at sales?
Reactions to Legal Nurse Consulting Sales: It Feels “Icky”
I hear this one a lot. You feel pushy or uncomfortable when talk turns to money. You don’t want to force anyone into a decision. You secretly think your rates are too high. If you believe that, your hesitation may come through when you quote your rates. Are you doing so with confidence?
I’m going to be honest with you. This is one of those things that gets better only with practice. But the good news is, you don’t have to be on the phone with a prospective client to get that practice time in.
Instead, use the technique self-help gurus have been advocating for years: Look in the mirror and talk to yourself.
Practice saying your rates out loud. Practice your segue from the case discussion to the sales pitch. The more you do it, the more natural it will sound, and the less uncomfortable you will feel when on a real call.
Fix Your Mindset
What if you weren’t selling anything, but instead were simply chatting with a friend about the incredible new service that was going to change her life? You’re helping your friend to improve herself by sharing your experience through providing this new service.
That’s exactly how you should think about selling your legal nurse consulting services. You’re not trying to get your prospective client to spend money. Instead, you’re offering a solution to her problems. You’re genuinely helping her to overcome some obstacle in her law firm.
When you can turn your thinking around from “sales” to “helping” you’ll find it’s much easier to have the sales talk.
Don’t Be Afraid of the Follow Up
Most clients won’t say yes with the first call, and maybe not even with the second. But good legal nurse consultants know that many sales can be closed if you simply take the time to follow up. Send a quick email and invite your prospect to:
- Schedule a follow-up call to answer her questions
- Read some of your testimonials
- Review your legal nurse consulting sales page
Don’t let that old “I’m not good at sales” thinking get in the way of making a real difference in people’s lives, and in growing your business and your profits. With these easy tips, you can quickly turn your sales blocks into a system for landing new clients consistently.
I focused on the topic of getting and closing more sales in my new 2017 book: How to Get More Cases: Sales Tips for Legal Nurse Consultants. This is chock full of wisdom you can apply to making more legal nurse consulting sales. Order it at this link.