• Research – Have demographics, attorney contact name and specialty in hand. What I generally do is have a sheet of paper with the demographics in the upper left hand corner, then on the right side I place the date and what was talked about or mailed. That way in the future I can refer back or make sure I do not duplicate. I put these in a binder in alphabetical order.
 

• The Pre-Call – Give a 15–30 second intro and include how your service will benefit the attorney or firm. State, “here is the address I have,” being prepared and swift will show the attorney you are organized and manage time well, make sure the attorney is expecting your material.
 

• Mailing Your Marketing Material - RN Market uses top grade paper; the attorneys know the difference. This is not the time to be cutting corners; you only have one chance to make a good impression. Tuesday or Wednesday is usually the best day for the attorney to receive your material.
 

• The follow-up – call the attorney 5-7 days after you mail. Ask if your material arrived and if there are any questions. Be ready for all scenarios, have the mailing address in front of you for verification in case the attorney has not received it. This is a great time to ask what cases are specifically challenging and offer your services. Write down the date and communication on your demographic (tracking) sheet.
 

• A week later I send a rolodex card with a note saying something like, I wanted to send this to you for quick reference. I also write down another service that may be of interest to the attorney. Again, I write this on my tracking sheet to not duplicate.
 

• So far the attorney has had some sort of contact with you 4 weeks in a row.
 

• Now comes the creativity. See if you can find out the attorneys birthday and send them a birthday card. I also send Christmas cards, I call the secretary and find out if they celebrate Christmas or Chanukah and send a card. Christmas is also a good time to send something for their desk with your name on it. I have contacts for promotional products and cards that I would recommend and give you a personal introduction to promote your business. Make sure you keep track on your tracking sheet to make it easier for next year.
 

• Create something you can send as a follow up like RN MARKET's Introduction Tri-Fold Brochure and keep track of who you send it to on the demographic sheet. I created a postcard promotion and sent it to each attorney, tracking it.
 

• I call the attorney every 3-5 weeks, even if I just get the voice mail I leave a message letting them know I am available and I also add another service, not mentioned previously that will help them, track it.
 

• Your website is very important, keep it up to date and if you do not have one do so immediately. The longer you have a website the more powerful it gets. Please talk to Ryan or Alan at RN MARKET for more details. I have been contacted by 8-10 people in the last 4 months just because of my website.

About Laura Buttelwerth

Laura Buttelwerth, RN, CLNC, ALNC is one of the most successful Advanced Legal Nurse Consultants in the world. She has had over 36 cases since taking the LNC STAT course and becoming Advanced? Before attending the LNC STAT course, she purchased the Ultimate Marketing Package and got her first case. But, she wanted more cases and wasn't confident that she had the tools needed to get the success she wanted. She attended the LNC STAT seminar in October 2005. She got the tools she needed to start getting cases. After putting the tools she learned in LNC STAT to work, she added her own personal touch to her marketing methods. Her positive attitude and drive for success makes her a joy to work with and ensures that she will be in the right place at the right time. Meet Laura at the Certified Legal Nurse Investigator Course in July at Tampa, FL.

Visit Laura's Web site at www.ButtelwerthLNC.com

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