How to Focus on the Needs of Your Attorney Audience

You have an opportunity to speak to an attorney audience. You want to make a great presentation. The surest way to add value to the attorney’s understanding of medical issues is to identify how you can use your expertise to help your attorney audience. Check out these tips:

Speak to the needs of your audience. Some LNCs make the mistake of believing that when they get up in front of an audience of attorneys, that this is an opportunity for them to focus on themselves instead of the audience.

Remember: It’s not important how smart I am as a speaker. It’s how smart I can make the audience.

The focus has to come off of the speaker. When you take the focus off of you and put it on the audience you analyze the audience and you think, “What will help them?”

Think in terms of the attorney audience. Suppose you are asked to prepare a program on medical records. Think about their needs.

• What are their challenges related to medical records and how can you address them?
• Do they need to know about how to decipher medical records?
• How does the attorney know he received a complete set of records?

Developing your content around the needs of the attorney is a lot different than a self-promotional program that conveys the message, “You can’t figure this out on your own. You need my help.” Attorneys who invite you as an LNC onto the agenda of a conference want the attendees to get real value from what you can share. They don’t want the presentation to be one big commercial for what you do to help attorneys.

Your role as a presenter then shifts to sharing concrete tips, strategies, insights, and insider knowledge that will help the attorney wind her way through the records. Of course your handouts have your contact information on them. Of course you want the attorney to think of you when she is confronted with a large stack of records.

By demonstrating your expertise to your attorney audience through the knowledge you share, you show your worth and increase your chances of getting cases from your listeners.

Get more great tips on presenting to an attorney audience by listening to the podcasts found at these links: Crush the 7 Deadly Sins of Speaking and Secrets of Successful Networking and Attorney Presentations.