Trouble getting started

Editorial Team / Admin · Nov 4, 2005

I took the Millazzo course this past summer and I'm having a great deal of difficulty getting attorney's to respond to marketing attempts (fliers, emails, phone calls) in the Charlotte,NC area. I'm wondering if there is a saturated market problem here. I'm also meeting a lot of resistance from some attorneys to even consider utilizing an RN. Is there anyone else out there having problems getting off the ground?

Hi, flonight2000,:balloons:

I can imagine your frustration. I think when I first started out, I sent 100 letters of introduction before I received a bite. Then, I took the 6 day apprenticeship and learned a little more about how to market and actually prepared a case for my marketing package.

How many attorneys have told you they do not utilize an RN? Do you get past the "gate keeper" when trying to make a call to the attorney? Are you following up all emails with a phone call? Are you doing "cold calls" and if so, following up with a phone call? Are you leaving a personal note to the attorney with your "cold calls".

Let me know how/what your marketing efforts have been in a little detail and I'll be happy to assist you.

flonight2000 · Nov 4, 2005

I created a flier introducing my services and weekly send it either by postal mail or email to a different list of attorney practices. I always follow up with phone calls about a week later. Got past the "gatekeeper" and actually spoke with 2 attorneys who gave me the impression that they either were not interested in utilizing an LNC or were unfamiliar with the role of an LNC. I followed up both conversations with emails containing more specific information about LNC services. On the opposite end I have been told by several attorneys that they already have RN's on staff. I'm finding more and more that the attorneys in this area either they have an RN on staff or are not interested in hiring/contracting with an RN. I'm growing more concerned about whether or not there will be an opportunity to find any work in this field. Have not attempted any cold calls yet.

Editorial Team / Admin · Nov 4, 2005

Originally Posted by flonight2000
I created a flier introducing my services and weekly send it either by postal mail or email to a different list of attorney practices. I always follow up with phone calls about a week later. Got past the "gatekeeper" and actually spoke with 2 attorneys who gave me the impression that they either were not interested in utilizing an LNC or were unfamiliar with the role of an LNC. I followed up both conversations with emails containing more specific information about LNC services. On the opposite end I have been told by several attorneys that they already have RN's on staff. I'm finding more and more that the attorneys in this area either they have an RN on staff or are not interested in hiring/contracting with an RN. I'm growing more concerned about whether or not there will be an opportunity to find any work in this field. Have not attempted any cold calls yet.

Hello again, flonight2000,

If you have not created a letter of introduction and mailed to many attorneys, you need to do this. Start off by sending at least 20 every week. Then follow up in a little less than two weeks after you send the letters. This will look very professional and gives the attorney one-on-one attention, not a blanket flyer. Be sure that when you create the letter you know the speciality of the attorney. Some do not do med-mal, PI, etc. I have examples if you need.

As for the attorney not being familiar with the role of an LNC, this gives you prime opportunity to set up an interview to discuss this. Just keep asking for an interview. Some really have no clue what we can do for their practice.

Do you make phone calls weekly? Try marketing outside your area by phoning?

As for the "cold calls", start doing those. Dress in your business suit and go to the building which houses those attorneys.......marketing pack in hand, business cards, letters of introduction, services provided, etc. You need several types of services provided that target their specialty area, too. Do not place a "case report" or your resume in the packet, however. This is for when you have your interview. And, do not place your fee schedule in the packet either. This is for the interview as well.

The RNs on staff, are they paralegal nurses or LNCs? You can still compliment the paralegal RN if they have one in employ. Besides, you are not seeking employment with them, just as a business associate.

I have found by marketing through emails, there is less response if any. And, I only market via email if I've first established some type of professional relationship with the attorney. Now, I have been contacted by attorneys by email to secure my services. They do look in the national registry for your name and speciality.

I can help you if you need. Either pm me or continue to post here. By posting here, it might help another LNC.

I wish you good luck. You can do it. Just need a little jump start in the right direction.