How in the world do I land a client?

Editorial Team / Admin · Mar 25, 2008

I have been a nurse for five years in ICU and critical care tele. I have been a CLNC for almost two years. I took the Milazzo course because I have wanted to be a legal nurse consultant since graduating nursing school. I have to admit I am gettin' a little discouraged at remaining cordial and sweet while being chewed up and spit out by legal secretaries, and talking to about twenty gazillion answering machines and never getting a call back, however I have made a decision that I will endure whatever I need to if it can get me into something I really want to do. I was wondering if anyone can give me any suggestions on how to cost effectively market myself. I looked at Milazzo's marketing package but I don't know if I should spend that kind of cheese right now. I made my own, with a cover letter, CV, and business cards that I had printed. When I send those out usually I do a follow up phone call. Anybody have any suggestions on what to say when I make those? Any help would be greatly appreciated!! How long has it taken to get a client? How many do I need to stay busy? Should I try going outside my state (kentucky)? How can I get my foot in the door? What are some things I will definately have to have? Thanks for any and all responces!

Hello, kentuckychick,

Have you checked out this thread?

Legal Nurse Consulting and Marketing Ideas

When you created your marketing packet, what all did you include in it? And, are your business cards/letterhead professionally done?

Are you doing "cold calls" and if so, following up with a phone call?

When I send those out usually I do a follow up phone call.

How many have you sent out? In a week's time, how many do you send? And, you said, "usually I do a follow up phone call". You're stating that you don't always follow up with a phone call??

Anybody have any suggestions on what to say when I make those?

See the above thread, page, 6.

Should I try going outside my state (kentucky)? What are some things I will definately have to have?

Have you marketed to the entire state of Kentucky? If not, then you should pursue this. Yes, you can market outside your own state.

What do you mean here, "what are some things I will definitely have to have"....?? Do you mean in the way of marketing packet? Please elaborate.

How many do I need to stay busy?

That varies. I have one client who keeps me quite busy and fortunate for me, the firm is local. I have several who keep me busy half the year (nationwide). And, MANY who I do busy with about 2 or 3 times a year (local, state and nationwide).

Good luck with your marketing techniques and if you have additional questions/concerns, please post here.

kentuckychick · Mar 26, 2008

My goal is to send out twenty a week. A couple of weeks ago I sent out about 28, and I followed them up with phone calls.

One attorney told me she would present my info at their next board meeting and see if any of the partners were interested in my services, however she made a point of telling me that they were a firm that defends MD's and not nurses. Another attorney said he had the LNC base covered but did give me a refferal, and other than that no one has returned my calls.

I've come to realize in reading your thread that my marketing package is crap. I sent a cover letter and resume that I did myself in proper form following the format in Milazzo's textbook, but I did not use preprinted letterhead. I used resume paper that I got at Office Depot. :twocents: After reading your thread, I did have letterhead, my business card, and some brochures printed. I noticed you said not to inclose your resume, which is something I've been doing ever single time. So I need to start saving that for my interview.

It never occured to me to actually go to the atty's offices. I will try that! When you say you have several clients that keep you busy nationwide, do you have to travel to thier offices every time you get a case from them? Not that I care at this point, I am definately willing to travel, I am just curious. Thanks so much !!

Editorial Team / Admin · Mar 26, 2008

My goal is to send out twenty a week. A couple of weeks ago I sent out about 28, and I followed them up with phone calls.
One attorney told me she would present my info at their next board meeting and see if any of the partners were interested in my services, however she made a point of telling me that they were a firm that defends MD's and not nurses. Another attorney said he had the LNC base covered but did give me a refferal, and other than that no one has returned my calls.
I've come to realize in reading your thread that my marketing package is crap. I sent a cover letter and resume that I did myself in proper form following the format in Milazzo's textbook, but I did not use preprinted letterhead. I used resume paper that I got at Office Depot. After reading your thread, I did have letterhead, my business card, and some brochures printed. I noticed you said not to inclose your resume, which is something I've been doing ever single time. So I need to start saving that for my interview.
It never occured to me to actually go to the atty's offices. I will try that! When you say you have several clients that keep you busy nationwide, do you have to travel to thier offices every time you get a case from them? Not that I care at this point, I am definately willing to travel, I am just curious. Thanks so much !!

Hello!!

I think 20/week is a great start. Just start researching attorneys throughout your state and keep a contact list. Be diligent to f/u with each and everyone after you send the letters. Also, before you actually send the letters, you might make a phone call to the firm to be certain that particular firm/attorney is still practicing there. I've sent letters, f/u with phone call, only to be told the attorney is no longer there; even though a website/phonebook states otherwise. Saves you time and money.

Starting out with resume' paper is fine. I'm glad that you now have professional letterhead/business cards. I realize brochures are an added expense, but they do add a special professional touch and can be perfect to present your services provided/types of cases as well as a little bit about yourself and your business.

No, I do not travel every single time to my out-of-area attorney's office in order to work on a case. All communication is via phone, fax, email, Fed Ex, and snail mail.

Another attorney said he had the LNC base covered but did give me a refferal, and other than that no one has returned my calls.

This is good. Always ask for referrals even if you do not land the attorney. Most will oblige.

"Cold calls".......I really do not like them, but like I've pointed out if previous posts, they do work. I just feel uncomfortable showing up w/o notice. But, you will be surprised how nicely this works. You actually meet the gatekeeper and legal staff; present your business card(s), and give out brochure(s). Establish contact this way helps get you in later when you phone to speak with the attorney. And, sometimes you actually get to speak with the attorney during "cold calls".

Also, have you considered going to the courthouse and sit in on malpractice cases? Check out dockets of cases coming up.......you can meet attorneys that way during luches, breaks, etc. Leave business cards in appropriate areas.

And, later on, you might consider exhibiting at local/state conferences for attorneys. Start out small and work your way up to bigger exhibits.

Lots to consider. But, for right now, create a professional-looking marketing packet, have plenty with you when you "cold call", PLENTY of business cards on you at all times (you never know when you need them.....in your car, purse, pockets, everywhere).

If you need other helpful advice/tips, post here or send a private message.

Good luck. Sounds as if you are headed in the right direction.

KLKRN, RN · Mar 27, 2008

Siri, just want to say that I'm keeping up with all your postings on this forum and I appreciate all the great tips and information.

Editorial Team / Admin · Mar 27, 2008

Siri, just want to say that I'm keeping up with all your postings on this forum and I appreciate all the great tips and information.

Good morning, KLKRN

Good to see you, too. You are very welcome. Anytime you need any assitance, just let me know. Hope things are going well for you in your business.

KLKRN, RN · Mar 27, 2008

Help! I accidentally unsubscribed to the thread! I thought I was going to a thread link! How do I undo that?

Editorial Team / Admin · Mar 27, 2008

Just scroll to the top and on the left, beside the thread title, click, "subscribe to this thread".

Columnist · Mar 27, 2008

Hello kentuckychick! Welcome to the Legal Nursing Forum.

Good luck with your marketing efforts!!!

Columnist · Mar 27, 2008

Hello and welcome to you too, KLKRN!

KLKRN, RN · Mar 27, 2008

Thank you!