Sometimes we get so caught up in marketing to prospective clients that we forget one of the most lucrative marketing sources – our existing clients. Focusing your marketing efforts on your existing and prior clients will often yield a much higher return on your efforts than prospecting for new clients.
I’m not a pack-rat, but I’ll admit a couple of bookshelves in the business section of my “library” are a bit over-run by books I’ve read, plan to read and some books I will probably never read. The other day Tom was doing some unsolicited (and unwanted) Spring cleaning and ran across a book given to me by the marketing guru Seth Godin. Tom looked at the cover and asked me “Vickie, what the #&%* is a meatball sundae?” He held the book up and I laughed because it does indeed have a photograph of a pretty unappealing meatball sundae (as well as a funny shot of Seth in a chef’s cap).
To be successful day after day in our legal nurse consulting business, we must approach each day with new and different strategies. I’ve asked the CLNC Pros to share a different strategy (old or new) they’ve recently implemented for their CLNC business. Add these 6 strategies and you too will achieve long-term legal nurse consulting success like a CLNC Pro.
I asked our CLNC Pros to share what they would have done differently when launching their CLNC business. They are all successful Certified Legal Nurse Consultants today. Pay attention to what they have to say and your legal nurse consulting success is guaranteed to come easier.
Jane Hurst, RN, CLNC has become the first international Certified Legal Nurse Consultant, consulting with a Swedish medical device company. Her consulting business has taken her to Sweden and this summer she’ll be presenting on legal nurse consulting and medical device cases at a European conference.
Every day at our Chicago CLNC® Certification Seminar, the housekeeper left a handwritten thank-you note on my pillow. With that little note, she received a pay raise. The money I was leaving for a tip doubled after that second note. Her simple act of gratitude for a small gratuity led to a larger gratuity.
Let’s look at what email signature files can do for your legal nurse consulting business. All of us use email, some of us use it sparingly, others incessantly and a few for actual business communication (you know – not “mom-spam”). In the good old days of snail mail, people sent letters using a decent grade of actual bond paper with a letterhead printed at the top – that was the signature file. Today in our increasingly paperless society, business emails are sent with a signature file at the end to promote the business and its services to every recipient.
What an incredible marketing opportunity to present your CLNC services to a group of attorneys. I love it when the room is full of them. Do not charge for this presentation – look at it as an opportunity to market your CLNC services quickly and simultaneously to 20 attorneys face-to-face. Presentations like this give you instant credibility and are a powerful way to gain attorneys’ trust.
*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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