Why You Need Relationship Marketing in Your LNC Marketing Plan
Relationship marketing is what savvy LNC business owners incorporate through marketing tactics. Therefore, without marketing, no one will know you have a business helping attorneys.
Why? Because people work with those who they know, like, and trust. For instance, they want to know that you’re a real person with real feelings. As Brian Basilico shared in his Legal Nurse Podcast, it’s important to them that you’re trustworthy. They want to hear recommendations from others who have found success with you.
As such, attorneys want a relationship with you before they hire. Many LNCs contact them asking for work. They want to know YOU are the right person to help them.
Relationship-based marketing gives you:
1. Visibility
In order to have a relationship with a single person or large audience, you need to interact with them. Think about how you can help them solve their problems. Understand how they can get lost in the medical records, and need your help to decipher, organize, and analyze them.
Therefore, in order to learn this information, you’ll need to be consistent with your interactions with attorneys. Whether on social media or in real life, naturally gives you more visibility.
2. Authority
Sharing your knowledge, practical experience, and case studies will position you as a knowledgeable authority figure. You will stand out as an expert in their field who cares about helping others. For example, platforms such as social media, podcasts, YouTube videos, or writing an ebook are all ways to increase your authority rank and your visibility.
3. A stellar reputation
Can you see how visibility and authority build on each other and lead to a stellar reputation? As you interact with people and become an authority figure, your audience will form an opinion about you. If you over-deliver, your reputation will continue to shine. Overall, a stellar reputation will shorten the length of time it takes you to earn the trust.
Conversely, if you do something to betray the attorney’s trust, you can expect the attorney will not return with more cases and may share his or her disappointment on list servs or calls with colleagues.
4. Happy and enthusiastic fans
This is the ultimate result of relationship marketing and worth all the time and effort it takes to reach this destination.
One key to remember is to never stop the process of building relationships. You must find a way to consistently interact, show your authority, improve your reputation. Keep these gears working to consistently grow your business for years to come.
Confused about How to Start Building Relationship?
Relationship marketing should be a win-win situation for you and your attorney clients. You should gain visibility, authority, and happy fans, and your audience should be thrilled with the value that you deliver to them.
There are many factors, including:
- Building Strong Relationships and the Money Will Flow
- Stepping Out of Your Comfort Zone to Make Powerful Connections
- Turning Clients into Raving Fans
- Maximizing Your Cash Flow
Relationship marketing is the best way to establish and build trust. You will never regret the process of establishing relationships.
Strong, lasting relationships with clients are key for success. Are you doing everything you can to strengthen your relationships with attorneys? Get fresh new inspiration and concrete strategies in Pat’s book, How to Create Lasting LNC-Client Relationships.
Pat Iyer is president of The Pat Iyer Group, which develops resources to assist LNCs obtain more clients, make more money and achieve their business goals and dreams.
Pat’s related websites include the continuing education provided on LNCEU.com, the podcasts broadcast at podcast.legalnursebusiness.com, and writing tips supplied at patiyer.com.
Get all of Pat’s content in one place by downloading the mobile app, Expert Edu at www.legalnursebusiness.com/expertedu. Watch videos, listen to podcasts, read blogs, watch online courses and training, and more.