As a Certified Legal Nurse Consultant you will have many opportunities to introduce yourself to attorney-prospects through letters of introduction. Whether the attorney is a referral from a client or an attorney you read about in the news, all letters of introduction should include these four essential paragraphs.
Paragraph 1 – Briefly introduce yourself as a Certified Legal Nurse Consultant. The first sentence should make the attorney want to read more. Mention anyone who referred you to the attorney or point out a connection you discovered through your research (e.g., news, website, etc.). Focus on the attorney and personalize the message to demonstrate you know who the attorney is. Before writing the letter of introduction you should have researched that attorney and the law firm. Customize the letter to the attorney’s needs as evidenced by practice area and biography revealed in your research.
Paragraph 2 – Highlight your USP (unique selling position) and your expertise. Explain how your USP and professional experience relate to and will benefit this specific attorney.
Paragraph 3 – List the CLNC® services relevant to this attorney and reinforce the benefits of using you as a Certified Legal Nurse Consultant on the case. Be sure you market the right CLNC services to the right attorney.
Paragraph 4 – Tell the attorney you will be contacting her within a week and add an appointment on your calendar to make that call. Attorneys test your follow-through. If you say one week and call in two, you’ve bungled the opportunity.
P.S. – Add a pithy P.S. Marketing research proves that the P.S. is the first or second thing the recipient reads, so create an intriguing P.S. that will make the attorney want to call or read more.
When developing your letter of introduction follow these four simple letter-writing strategies:
- Limit the letter to one page. Put “fat” writing on a diet. Remove extraneous words that do not add meaning to the letter.
- Research the attorney’s website and personalize the letter to the attorney’s legal practice.
- Speak to the attorney directly. Use “you” frequently.
- Outline, write, then polish.
The main goal of your letter of introduction is to obtain an appointment with the attorney-prospect so you can sell your CLNC services in person. Include these four essential paragraphs and a dynamite P.S. to deliver you to the attorney’s office.
I’m Just Sayin’
P.S. Comment and share your tips for drafting legal nurse letters of introduction that get you into the attorneys’ offices.