The Real Way to Sell High-Priced LNC Services
Want to know what keeps a lot of legal nurse consultants from charging what they’re really worth for their LNC services?
It’s that all-too-common belief that “I am not a salesperson.” Combine that with a healthy dose of “It’s rude to discuss money,” and you can see why it’s just easier to keep your rates low.
It’s time to think of your LNC services from a different angle. Not only will you see things in a clearer light, but selling suddenly won’t feel so…salesy.
Here’s how traditional pricing discussions go:
You talk to a potential client, and you explain what you can offer, how your LNC service works, what he or she can expect. You may even tell her how experienced you are. And then you say, “My rate is $XXX.00.”
Your client either says yes, no or (the kiss of death) maybe.
Let’s turn that around, and rather than focus on what he or she will get from YOU, or on your background, take a look at what she will achieve when she hires you.
For an LNC, this is easy. Talk benefits. How much easier will it be for your client when she hires you? How much additional time will she save? How much easier will it be for her to understand the medical issues?
Who wouldn’t jump on that with both feet?
Before the attorney cares about your background, she first cares about the situation she is in that requires your help.
What you’re doing here is not talking about the cost of your LNC services, but rather the cost of not hiring you. Because if she doesn’t work with you, she’s losing her time and peace of mind, and risks missing a key medical fact.
She would HATE to have an adversary surprise her in the courtroom.
You just have to paint the picture.
What will the attorneys’ businesses look like without your LNC services, and what can it look like with you? Once they see the difference, pricing becomes nearly irrelevant.
If you find this helpful, you’ll find it even more helpful to have a call with Pat Iyer about your goals for your LNC business and how she can help you achieve them. Go to this link to set up a time to talk with her: http://LNC.tips/gethelp