Certified Legal Nurse Consultants market to attorneys in a wide variety of ways. However, only one strategy is free, effective and used by ALL CLNC® consultants – networking. You’ll become a wiser networker with the help of our CLNC Pros. We asked these experts to share their best strategies for networking your way to CLNC success.
When you communicate to attorneys, whether by speaking or writing, you can choose the response you want. That’s not a typo – I don’t mean your response, I mean the response from the attorney with whom you’re communicating. You can guide the response you’ll get by the words you choose.
Research suggests that when you meet someone for the first time, 62% of a person’s effectiveness can be attributed to voice and delivery and only 38% to content. In persuasive speeches, such as a sales pitch, delivery accounts for a remarkable 76% of the presentation’s effectiveness, while only 24% is due to content.
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?”
The professional relationship you establish with attorneys is one of your most important responsibilities as a Certified Legal Nurse Consultant. We asked the CLNC® Pros to describe their favorite attorney-clients. While four CLNC consultants share four different answers, you’ll notice common themes you will want to aspire to in your own CLNC business relationships.
You wouldn’t have a CLNC® business without your attorney-clients. And once you gain an attorney-client, you want to keep that client for life. A single attorney can represent hundreds of thousands of revenue dollars to you as a Certified Legal Nurse Consultant.
In my legal nurse consulting career I’ve met attorneys who I’ve loved and attorneys who I didn’t. But one of the most important lessons I learned came from seeing two attorneys who had just been going after each other in the courtroom like two raging bulls, casually scheduling a golf game and laughing together outside the courthouse at the end of the day.
The holidays are upon us and it’s time to remember your attorney-clients this season with festive CLNC holiday cards. Remembering them now means they’ll remember you in the New Year. And don’t limit your CLNC holiday cards to attorneys. Check your list twice to ensure you send cards to:
Eight years ago, I branched out – way out – in my legal nurse consulting business. I landed an international client, adding a new and different service to my CLNC business. In addition to working with attorneys and insurance clients in the U.S., I am also a consultant for an international medical device company.
Attorneys like working with professional Certified Legal Nurse Consultants. One aspect of professionalism means an attorney doesn’t have to give you a second thought unless it’s to rave about your medical malpractice case report. No one likes to think they’re high-maintenance, but it pays to look at yourself from someone else’s point of view.
*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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