Yesterday I mentored a Certified Legal Nurse Consultant who is noticing that her CLNC business has plateaued. She’s been on a pretty nice ride for a while, but now she’s is ready to grow. She admits she hasn’t been paying much attention to the business itself – she’s just been trying to keep up with her legal nurse consulting jobs from attorney-clients.
While the classic marketing strategies for Certified Legal Nurse Consultants – networking, referral and exhibiting are some of my favorites. I have another personal favorite – presentations to attorneys. Presentations generate a captive audience and instant credibility with that audience, yet this inexpensive and effective marketing strategy is underutilized by CLNC® consultants. I am thrilled to share that two savvy Certified Legal Nurse Consultants, Jan Lowery-Hutchinson, RN, CLNC and Cathy Cassandra, RN, MS, CLNC have joined together to teach a seminar for personal injury attorneys on the neuromuscular system and the effects of different types of injuries on that system.
While my favorite marketing strategies for Certified Legal Nurse Consultants are networking, referral and exhibiting, Julie Huston, RN, MSN, LNM, CRNP, CLNC proves that the classic mail-call strategy works just as well with attorney-prospects as do my favorites.
One of the marketing strategies I teach in the CLNC® Certification Program is to network with everyone who comes within three feet of you. In this quick video, Catherine Cass, RN, CLNC shares how she used this marketing strategy right out of the Core Curriculum for Legal Nurse Consulting® textbook to land a lucrative testifying expert position – even before she’d left the CLNC® Certification Seminar in Las Vegas.
Phil Newman, RN, CCRN, CLNC, shares how he applies the old “lunch and learn” concept to attorneys. He also discusses how to get into the offices of attorney-prospects after meeting them at his legal conference exhibits.
Exhibiting is one of the most effective marketing strategies for Certified Legal Nurse Consultants, but only if you follow-up. After any event (seminar or conference), the attorney-prospect is going back home to his hectic routines. No matter how much you hit it off in person, you will need to be persistent in your follow up to recapture the attention you had when the attorney was thinking about you and your CLNC® services, not about upcoming depositions, trials or briefs.
Like most women, I’m a sucker for a gift with purchase (GWP) at a makeup counter. I never met a GWP offer I could refuse, so I try to steer clear of the mall when I know they’re being offered. Tom’s been shopping with me so many times that if I forget to ask for my GWP, he’ll often pipe in before we close the transaction with “is there a gift with that?”
On February 4th I gave an assignment for all Certified Legal Nurse Consultants attending the 2009 NACLNC Conference to go see the movie Slumdog Millionaire and to identify Jamal’s maverick entrepreneurial moves. For those of you who couldn’t join us in San Antonio here’s a brief overview of my conference opening.
*The opinions and statements made by Vickie Milazzo, the founder of Medical-Legal Consulting Institute, Inc. are based on her experiences and expertise, should not be applied beyond the specific context provided, and do not guaranty or project actual results. Vickie Milazzo is no longer involved in the operations or management of the business, but is involved as an independent education consultant.
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