LNC Marketing and Conference Exhibiting Ideas - Page 11

Welcome aboard, Jim. And I agree that this is a great site to find information and bounce things off other, more knowledgeable and experienced CLNC's. (good luck on your exam; I'm sure you'll do fine.)

I also would think your prior experience in law enforcement will indeed be a huge plus. I know of attorneys who were in law enforcement first, and at least one who was a physician first.

Last week I made my first round of calls to the attorney's that I sent marketing materials to and left a couple voice messages. Today I was re-following up on those voice messages but am being told by the gatekeepers that "if they haven't called, they are not interested". Should I re-send a packet out to them in a couple weeks or consider them not interested? I did recieve a phone call from a legal secretary on Monday saying that her attorney was interested and would be notifying me. I made two attempts yesterday to get in touch with that secretary again but she was unavailable as was the attorney. I don't want to seem too pushy-should I wait and perhaps follow up on Friday if I don't hear from them until then.

Send something to the attorneys that haven't called. A card, a post card - doesn't have to be the entire packet. Send something that puts your name and how you can help them back under their nose. Most people need time to mull over using a new service. Attorneys generally are not people that make an impulse purchase. They need to see it over and over until the light bulb goes on and they think "hey, maybe I need to check this out". Perhaps take bagels and cream cheese to their office with some of your cards and a brochure. GET IN THEIR FACE. Let them see that there is a person behind the mail and phone calls.

If you haven't left a message for that secretary or attorney, then try to call again. If you have already left them a voice mail message, then give them a couple of days to get back in and then call them if they haven't gotten back to you. Leave another message if you have to. Just tell them that you are checking in with them, briefly mention what you'd like to do for the their cases.

I know you don't want to be pushy but you have to be up close and personal. I know that when reps would come to where I worked, if they were new, they brought something like lunch and then talked about their services. After that, they would come in periodically "as friends". They'd drop off some pens, or candy, etc. They just chatted for a few minutes ending with something like "I'd love to be able to work with you when you get something in that we can help with". Nothing pushy, they just kept coming back. One rep would bring in brownies and cookies that she made at home. They were awesome. And she did get business from me because I remembered how she had told me what she would do that no one else would do, so when a case came in that fit the bill - I called her.

In this field there is not the luxury of them waiting desperately for you to show up on their door like when you go apply at a new hospital. You have to keep making the moves. I know it feels weird, especially since women are told NOT to make the first moves. Don't think of yourself as being pushy, think of yourself as offering these people something invaluable that NO ONE else in the area is apparently giving to them.

Have you gone through any of your advanced practice books yet? If not, I highly recommend that you go through the Secret Life of an Entrepeneur book and CDs. I think that it will help you with some of your marketing issues.

Did you ask when she would be available and tell the gatekeeper that you are returning her call?

I heard from that attorney this afternoon and am pleased to say that I'll be screening my first case as soon as the records are recieved. When I explained my services to him, he sounded interested, yet hesitant so I offered to do this first case screening for free so he could get a personal sample of my work product. That seemed to do the trick. I'm excited, yet am nervous about my first case. My husband thought I was crazy to do the screen for free, but my hopes are to impress him with my work and have him coming back. Thanks everyone for your support.

Hooray! Congratulations!!!!

I would love your ideas. I too am on a marketing blitz. Thank you for any documents you think I may need and will personalize as needed. Thank you for helping others.