Attorney Conference and Exhibiting Idea

Men shake hands. It surprises them when a woman offers a hand - but they like it - especially if you have a good firm handshake. That and eye contact with the shake. When doing business, men expect to shake hands and they feel flustered with women who don't take their proffered hand or that do the limp fish shake or the "kiss my ring" shake. Make your handshake count but definitely do it - there is nothing like appropriate physical contact to get them engaged in what you have to say.

Couple scenarios I can think of:

1. Walk up to them, in front of your table - "Hi my name is .......... " Offer your hand at this point. That will get them contact with you and entice them to give you their names. Then offer to show them your table and say "Here, take one of my cards." Hopefully they will offer one back. Then start your "speech".

2. Walk up to them and ask "Have you ever used a legal nurse consultant?" Wait for answer......either intro yourself right then and shake hands or gently guide them to your table to show them your wares and chat up how you can help them. Then when they get ready to leave, shake their hand and make sure they have a card.

Have you thought of some way to get business cards? If they don't offer them to you, you would want a way to get them to give you cards. The "free screening drawing" would be a good way to get the cards, especially if they don't offer you theirs when you give them yours.

Definitely ask them if you can contact them later. That may get some of them the hint to give you a card. Something like "Could I send you my.....(brochure, newsletter) next week to follow up with you?"

Good advice, RN1989.

You should have some type of 'give-away', preop. Doesn't have to be elaborate. Say, a $25 gift certificate to Starbucks, free luncheon set up for the attorney's office and/or as RN1989 stated, a free screening, etc.

Have a fishbowl or basket to keep the cards. If they do not have a business card (and many will not, or say they do not), have them write their contact information on one of your cards and place in the bowl/basket.

Be sure to have a bowl with candy, crackers, etc. And, have plenty to refill.

As for the handshake, I agree with RN1989, extend yours first. Some men are hesitant to extend theirs first to a woman (that is proper etiquette for the man to wait until a woman offers her hand first) so you need to take the initiative. It's strictly business and old habits die hard. Be firm. If you are hesitant, practice with someone before you go.

Can't wait to read about your conference when you return. You are going to do great...

Offering coupons for a "first time" customer is a great way for them to get over their fear of giving you the business!

I've seen quite a few LNCs offer this on their websites.

Not sure if it would make a difference one way or the other as far as letting them know about winning their free screening....anybody else have an idea of whether or not to tell them they one THAT day or wait till later?

You sound like you are getting it all put together. How exciting!

I don't think it matters, preop.

You can see if those in charge of the conference (your contact person there) would draw a name(s) for you and you can announce there.

Or, you can just draw name(s) and contact them after the conference is over. The latter will give you a great excuse to make a phone call and then possibly deliver the item personally!!

Another thing, too.

I went to an office supply store and purchased 'L' shaped and 'swivel' easels. Then, downloaded the Starbucks logo (one of my give-aways), created the giveaway information below the logo, printed it off, and inserted in the one easel. Placed on my table. Gives color to the table and an instant visual.

You can do that with any giveaway you have. Change the display for each day you are there.

Preoprn, this reply may be a bit late for your first conference but I hope it will help you with your next. I am an RN-JD, so I do not typically hire LNCs. But I can tell you generally that attorneys want to know how you can save them time and money by reviewing cases, translating records into plain english, giving brief explanations about the key injury/disease process, and highlighting any legal issues, or lack thereof. One other suggestion I would make is to use your contacts to find medical providers who are qualified and willing to serve as expert witnesses and offer the service of linking attorneys with qualified experts (for a finder's fee). Believe me, finding good experts is one of the most challenging (and most important) aspects of representing health care providers. Best of luck!

One last piece of advise is don't get discouraged if you don't see a lot of business generated in the beginning. Attorneys tend to be extremely busy and we are not always so good about following up with vendor contacts. I would suggest asking for each person's card and then periodically sending a letter or email reminding them of your services. Many times you will get no reply right away but then one day your phone will start ringing and before you know it you will be off and running. If you have access to a law library, peruse the legal periodicals for articles about attorney in your target specialty and send them a letter congratulating them on winning a verdict, etc. This shows that you are in touch with the legal world. Good luck at your seminar!