The Most Powerful Tool in a Certified Legal Nurse Consultant’s Marketing Arsenal

On your legal nurse consulting desk or credenza is a powerful and effective marketing tool that you’re already paying for but probably using a lot less and a lot less effectively than you could be. The tool is… the telephone.

Telemarketing is an area of tremendous interest to a new Certified Legal Nurse Consultant as the cost of other methods of prospecting and qualifying attorney-clients, and marketing, continue to increase dramatically. For the small business owner and consultants, telemarketing has many advantages.

Among them, the fact that you literally pay as you go. In direct mail, for reasonable economics, you may have to print thousands or even tens of thousands of CLNC^® consulting brochures and materials all at one time. In media advertising, you have to pay for circulation of thousands, tens of thousands or even hundreds of thousands of people all at one time, but with the telephone you can reach out and contact as few or as many attorney-prospects as you wish at one time.

You literally have no marketing costs other than time. For example, a Certified Legal Nurse Consultant, who disciplined herself to call just three prospective attorney-clients a day could promote to almost a thousand new attorney-prospects a year in less than a half hour a day at virtually no cost. This is one type of telemarketing that works great for Certified Legal Nurse Consultants just starting their practice.

Telephone prospecting, this method can be used to qualify good prospective attorney-clients to mail materials to.

Like direct mail, this method of marketing does require the selection or compilation of a prospect list. Then you’ll find it best to write a legal nurse consulting script to use and refer to when making calls. You can refine the script through practice.

Another application of telemarketing for most legal nurse consulting businesses is as a way of communicating with past and existing customers. Omaha Steaks, for example, calls their customers from time-to-time with special offers. A legal nurse consultant should do the same thing.

Now, I would like to give you some basic guidelines and tips you’ll want to keep in mind when using the telephone to grow your legal nurse consulting business.

First – the real key to effective telephone marketing is structure and organization. Winging it is a real bad idea. A script, an outline, notes, flip cards, some written tools to help you stay on track are important. The most experienced telephone selling professionals in the country use scripts and notes.

Second – courtesy is paramount. Remember that the person on the other end of the phone can’t see you; they can only react to what you are saying and how you’re saying it.

Third – recognize that some people will not respond well. They’ll cut you short, even hang up on you. You’ll just have to be okay with that. Don’t take it personally. Remember people throw out your mail pieces unread too. You just don’t have to be there to see it.

Fourth – practice makes perfect or at least better. You need to give yourself the benefit of at least twenty or twenty-five calls of a particular type with a particular offer before even beginning to be judgmental about yourself, your skills or the results. If you’ve never used a telephone this way before, you’ll be understandably uncomfortable with the process.

It’s important to remember that just about everything you now do well was once difficult and uncomfortable for you. Stretching comfort zones and mastering new legal nurse consulting business skills are important, reoccurring parts of living to be enjoyed not feared.

Learning telemarketing skills is a way to greatly enhance your personal worth and be able to increase the profits of your CLNC^® business.

Guest Blogger Profile

Dan Kennedy is internationally recognized as the ‘Millionaire Maker,’ helping people in business turn their ideas into fortunes. Dan’s “No B.S.” approach is refreshing amidst a world of small business marketing hype and enriches those who act on his advice.