3 Steps to Get the Attorney’s Attention Every Time

Have you ever wondered how some people can speak brilliantly on a topic right off the cuff? You’re riveted by their every word. Professional speakers, especially, have the ability to make extemporaneous statements sound like polished presentations.

The truth is they often are. While seeming extemporaneous, the statements are actually “impromptu” presentations tucked away for instant recall. In other words, they meticulously fashion short speeches and tuck them into a mental file until needed.

Good salespeople do this too. Ask a question about any product, and a good salesperson can give you the setup, details and close in one minute or less. They distill their product information then study it until it rolls smoothly off the tongue.

Can you describe each of your CLNC^® services in one minute or less in a manner that makes an attorney want to know more? If not, it’s time to do some homework.

1. Write an eye-opening vignette to describe one of your CLNC services.

• Make an attention-getting statement, introducing a problem you can resolve. Medical records are documented in a type of shorthand that communicates instantly to nurses but can sound like a foreign language to anyone without medical training.
• Add supporting details, by example. In one case I reviewed, the patient developed decubitus ulcers and sustained several falls, with no documented intervention. The patient eventually became septic and died. The attorney didn’t see the connection until I pointed it out.
• Quickly state a solution requiring your service. Then, by developing a simple chronological timeline as a Certified Legal Nurse Consultant…
• Connect the solution with a benefit to the attorney in a manner that highlights your ability. …I illustrated the pertinent information in a manner a jury could easily understand.

Here’s the entire vignette, which contains 83 words: Medical records are documented in a type of shorthand that communicates instantly to nurses but can sound like a foreign language to anyone without medical training. In one case I reviewed, the patient developed decubitus ulcers and sustained several falls, with no documented intervention. The patient eventually became septic and died. The attorney didn’t see the connection until I pointed it out. Then, by developing a simple chronological timeline, I illustrated the pertinent information in a manner a jury could easily understand.

Most people talk at about 150 words per minute. With appropriate pauses and practiced inflection, the vignette above would take less than a minute to deliver, and attorneys would be riveted.

2. Edit and polish the vignette until it dazzles.

• Write no more than 120 words.
• Use active language, rather than passive. Lisa read the report, not the report was read by Lisa.
• Avoid unnecessary medical jargon that excludes the attorney from understanding what you mean. On the other hand, a few medical terms, or other insider “secrets,” when applicable, can demonstrate your expertise as a legal nurse consultant – which is always your goal. Use medical terminology appropriately, then quickly and briefly explain the term.

Example: Paresthesia, numbness or tingling, may indicate a buildup of pressure in the tissues enclosed by a cast.

• Weed out all hackneyed expressions, such as absolutely, basically, all in all, you know, kind of, maybe.
• Replace wordy phrases with simple ones.

Not: It is often the case…	Use: Frequently…
Not: At this point in time…	Use: When…
Not: In advance of…	Use: Before…
Not: In the event that…	Use: If…

 

3. Memorize and practice. Internalize your vignette until it becomes automatic and fluid. Practice presenting it with enthusiasm. From casual networking to interviews with attorney-clients, you can drop these choice morsels into any suitable conversation.

Once you’re articulating the first CLNC service brilliantly to attorney-prospects, move on to creating the next CLNC service vignette. The more “impromptu” presentations you have tucked away, the more likely you’ll keep the attorney’s attention – not to mention the extra cases you’ll be taking home for your legal nurse consulting business.

I’m Just Sayin’

P.S. Comment and share a vignette that works well for you as a Certified Legal Nurse Consultant.