Legal associations and business groups are powerful networking opportunities for Certified Legal Nurse Consultants. But why stop there when everybody (and I mean everybody) knows an attorney? Every person you meet has the potential to connect your CLNC® business to an attorney. So boost your marketing potential and network with anybody and everybody who comes within three feet of you. That’s my 3-ft. rule for CLNC consultants.
And the key to harnessing the potential behind networking is to make a lasting, favorable impression. Your goal is to have people remember your name the instant they bump into an attorney-friend or colleague.
Employ these 3 simple tips when networking and you can make everlasting impressions:
- Ask open-ended questions. Most people like talking about themselves more than talking about others. You can warm up any networking contact with questions that get them talking about their favorite things – hobbies, sports or a new restaurant. When you’re in front of attorneys, ask questions about their law firm, their cases or their most recent “win.” Ask open-ended questions that cannot be answered with a simple “yes” or “no.” For example, rather than asking, “That case must be challenging?” an effective conversation starter would be, “What’s the most challenging thing about that case?”
- Listen to the answers. Close your mouth, open your ears, and you’ll be considered the best conversationalist in the room. That doesn’t mean waiting for someone to stop talking so you can jump in with a marketing spiel for your legal nurse consulting business. It means paying attention. Listening demonstrates that you genuinely care about the other person.When you honestly listen, you should be able later to introduce two strangers by name and tell each person an interesting tidbit about the other. Wow, does this make a favorable impression! Practice this technique and you will imprint your name and face on the memory of everyone you meet.
- Encourage a positive exchange. Asking “What’s your favorite part of the job you do?” sets up a positive exchange. People unhappy in their jobs are less likely to launch a litany of complaints that lead your discussion in the wrong direction. Also ask the follow-up question “How did you get started in that business?” This question will often elicit the most useful information. When the career questions are then turned on you, you’ll have a perfect opportunity to give your 30-second elevator speech about your role as a Certified Legal Nurse Consultant.
Follow these 3 simple tips during your next networking opportunity to make a positive and lasting impression on anyone who comes within three feet of you.
I’m Just Sayin’
P.S. Comment and share your favorite networking tips for building your legal nurse consulting business.