How do you get attorneys to purchase your legal nurse consulting services? I get asked this question all the time. The key is to activate the commitment principle. Consider a principle called commitment, a way of using leverage. This is a persuasion principle you can use to close a sales deal. Dr. Robert Cialdini highlighted […]
Does correct punctuation make a difference? Only if you want to present yourself as a polished legal nurse consultant. Consider the way punctuation changes the meaning of this message. Dear Jack, I want a man who knows what love is all about. You are generous, kind, thoughtful. People who are not like you admit to […]
Attorneys judge you by how well you write. Look at the distinctions between these misused words. Allies versus Alleys Allies are people who are in friendly association with you: The U.S. has several allies. Alleys are spaces between buildings: Don’t walk down dark alleys. Because versus Since Because provides an explanation: Be careful how you […]
Networking locally is an important part of growing any legal nurse consulting business. You need to network if you want to grow your business to help attorneys in your local area. Networking in your local area can be especially important, as it gives you opportunities to connect with attorneys in your community. It can also […]
The attorney asks you to do a literature search on the relationship between diabetes and abdominal trauma. His client was rear ended in a motor vehicle accident and the attorney wants to establish the link between the accident and the new onset diabetes. You suddenly realize, as you go deeper and deeper in the literature, […]
I put a lot of emphasis on how to connect with attorneys and build strong relationships with them. And now I am turning that around to share what makes a good attorney client. How can you spot a good attorney client? Actions of the Good Attorney Client 1. The good attorney client sends a retainer […]
Giving presentations to attorneys is an excellent way to showcase your expertise. Give your presentation the best chance of being successful by following these 5 pillars of presentations, also known as the five P’s of Presentations. Planning When you find out you’ll be giving a presentation to attorneys, it’s time to start planning. Research your […]
In my previous post, I described the 4 types of personalities according to the DISC model. Selling to attorneys involves understanding both you and your prospect’s personalities. There are lots of sources for taking a DISC assessment. Lorna Kibbey’s podcast highlights a source she trusts. The DISC assessment does not specifically create a label of […]
The more you can recognize attorney personalities, the more effective you can be at communicating with them. There are lots of systems for defining personalities. Lorna Kibbey shared one, called the DISC model, in her podcast with me this week called LNP 120 How Your Personality Affects Your LNC Business Success. Once you understand the […]
Stay focused on what is important to organize your LNC business. Every single day stay focused on what is the most important thing you need to do that day. Is it completing a case? Is it marketing? Is it writing a blog? Most people don’t concentrate on using their most valuable skill every single day. […]