Sales
LNC Sample Reports: A Key Tool for Learning and Sales
How can you take advantage of sample reports to boost your expertise and enhance your reputation? As LNCs, we play an invaluable role in the legal industry, offering expert opinions and insights regarding medical issues related to legal cases. With extensive medical terminology knowledge and procedural know-how at hand, we provide expert witness testimony and…
Read MoreHow to Ask the Right Questions & Gain a New Attorney Client
An attorney comes up to your booth when you are exhibiting at an attorney conference and asks, “So, what do you guys do?” When you’re having a conversation with a potential attorney client, you need to guide the attorney to ask the right questions. When you’re first introducing your legal nurse consulting business to a…
Read MoreThe 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…
Read MoreThe Commitment Principle: How to Get Attorneys to Say Yes
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…
Read MoreSelling to Attorneys: How to be C Personality with a D Personality Attorney
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…
Read MoreDoes Cold Calling Work for Legal Nurse Consultants?
One myth about cold calling is that it doesn’t work. That’s a real myth. Cold calling is a technique whereby a salesperson contacts individuals who have not previously expressed an interest in the products or services that are being offered. Cold calling typically refers to phone calls but can also involve drop-in visits, such as…
Read MoreClosing a Sale: How to Increase Your Opportunities
Do you want to know how to increase your opportunities for closing a sale? You may not think of a conversation with an attorney about a new case as being a sales transaction, yet it is. You have something the attorney needs (your expertise and assistance). The attorney has something you need: the ability to…
Read MoreTips for Closing the Sale: When an Attorney Calls
Do you ever hesitate when it comes to closing the sale? Legal nurse consultants get phone calls from attorneys who ask them about cases and that is a sales opportunity. How do you structure the conversation so you can encourage the attorney to send the case? Fear of Sales Affects Closing the Sale Have you…
Read MoreUse Stories for Selling Your LNC Services
Are you effectively using stories for selling your LNC services? You’ve just finished reading a set of medical records and you think about the story they reveal. Do you ever have trouble sleeping after you read about a person who suffered? I do. One of my coaching clients has an opportunity to work on a…
Read MoreClosing the Sale with the Attorney
Why does an attorney pick you to work with? How can you be effective in closing the sale with the attorney? You may get a phone call from an attorney about a case or meet an attorney at an attorney conference. Or you may get an email asking if you can assist with a case.…
Read More