We are bombarded with thousands of messages and communications in a single day. So how can you possibly stay in the mind of attorney-clients who are bombarded with huge caseloads, clients calling, staffers vying for their attention, email, texts and social media following them everywhere? The CLNC® Pros share 17 strategies for fun, creative and noninvasive ways to retie the connections with your attorney-clients. The goal is to remind the attorneys you are there to make their next case a little easier and more profitable.
Solidfy the Relationship
- It’s a privilege to have attorneys as clients. I want to make sure I keep our relationship solid so they will continue to send cases. I always ask questions as needed and never make assumptions. With each report I write, I always ask the attorney if it meets their expectations, or if there is anything I can change or add to better support their case strategy. They tell me they’re appreciative of that gesture. At this stage, there is rarely a time when I’m asked to change anything, but at least they know I care about what they need and that I’m committed to delivering what they requested. I recently asked a new attorney-client if he approved the report I sent. He thanked me for asking, told me he was thrilled with the detail and sent me another case.
– Dale Barnes, RN, MSN, PHN, CLNC
- I let the attorney-client and gatekeeper know that I’m always available for future services. It keeps the connection strong and gives the attorney great resources to fall back on when needed.
– Shequita Moore, MSN, RN, LNFA, CLNC
Stay in Touch
- After a case is finished, I stay in touch with my attorney-clients, even if they don’t have another case for me immediately. I keep it light and focus on how they are doing and how their legal practice is going. Many of them proceed to tell me about cases they are litigating, which creates opportunities as well as trust.
There are a few attorney-clients who seem to drift away at times. I have found that it isn’t because I didn’t do a good job, but because they got busy and forgot how I could help. When I remind them, they’re always receptive.
When I haven’t heard from an attorney for a while I first, make a call. I tell them it’s been a while since we’ve talked and I miss working with them. Usually the response is, “I’m glad you called. I think I may have something for you.” I then follow up with an email. I tell them it was nice talking and am looking forward to the new case.
I called an attorney at a large defense firm I have worked with over the years. He said he didn’t have anything right then, but would let his colleagues know I had called. The next week, two of his partners called me with cases. I called another attorney who told me she enjoyed working with me and was very happy with my work product and the outcome of her case. But two years had gone by and she had not called me back. When I called she told me she had had some medical problems and had taken some time off from work. She then sent me a plaintiff medical malpractice case. A week later, I also got a call from an attorney I did not know, who had been referred by this attorney.
These scenarios are not uncommon and they have taught me that it really pays to stay in touch, even after a couple of years. Not only does it bring back my original attorney-clients, but it brings me new ones as well.
– Dale Barnes, RN, MSN, PHN, CLNC
- I send Happy New Year emails to each attorney I have an open case with. The email says, “Happy New Year. I am updating my files. Please let me know the status of the case at your earliest convenience. Please keep me in mind for other matters that you may have.” I heard from an attorney that had not sent me a case in over one year. I believe the New Year email prompted him to reach out to me on this new case.
– Marcia Bell, RN, BSN, CAPA, CLNC
- Following submission of a report, I send a follow-up email to touch base and connect with how things are going. During that time, I let the attorney-client and/or gatekeeper know that I’m available for any services needed, including services with stringent deadlines. This technique keeps the connection going.
I also send marketing materials and detailed information in reference to my CLNC services to attorneys. This technique brings the thoughts of my CLNC business back to the forefront and re-establishes the services of my CLNC business that the attorney may need.
– Shequita Moore, MSN, RN, LNFA, CLNC
- Periodically I come across an article that might be relevant to the attorney’s case or litigation specialty and I send it to them. This is another way to keep communication going so they think of me for more CLNC services on that case or for a new case. One attorney I hadn’t heard from in a while was so appreciative that she sent me a new case within 2 weeks.
– Dale Barnes, RN, MSN, PHN, CLNC
- I retie the connection with information. I send out an oversized postcard with my contact information on one side and an informational newsletter on the other. I send different postcards quarterly. For example, when flu was the hot topic, I sent out a postcard with facts that everyone should know about or how to protect themselves and stay healthy. These postcards are a big hit with the entire office staff. It reminds them that I’m still out there without me calling or emailing. If you notice something of interest to your attorney-client in a website, newspaper or journal, send it with a personal FYI note.
– Dorene Goldstein, RNC, BSN, CLNC
Add Your Attorney-Clients to Your Gift List
- I have always sent holiday cards to my regular attorney-clients and any other attorneys that hired me during the year. I also like to deliver gifts to the law offices in person. This gives me the opportunity to see the attorney, thank them for their business, and offer my CLNC services for future cases. If I’m not within driving distance of a law firm, I ship a holiday gift. If you send a holiday gift soon after Thanksgiving or around New Year’s, it’s not crowded by other gifts. This year, I provided lunch for everyone in the law office of one of my regular attorney-clients. It was very well received.
– Marcia Bell, RN, BSN, CAPA, CLNC
- I mail holiday cards to keep my name fresh in the attorney’s mind. I also give special tokens of appreciation to preferred attorneys and their assistants and paralegals.
– Suzanne E. Arragg, RN, BSN, CDONA/LTC, CLNC
- I always acknowledge my attorney-clients at the holiday season. The gifts are not expensive, but I always send something to acknowledge our relationship. Additionally, I send birthday cards. These small gestures create a friendly and professional relationship. It especially pays off when a new attorney-prospect calls and tells me one of my attorney-clients has referred me and has said that not only do I do a good job, but I am easy to work with, approachable and flexible. Those are the best referrals. Then I know I have done a good job of building successful relationships with my attorney-clients.
– Dale Barnes, RN, MSN, PHN, CLNC
- Once a year, I take my attorney-clients out to lunch to show them how much I appreciate their business. This not only strengthens our relationship, it often leads to more work.
– Dorene Goldstein, RNC, BSN, CLNC
Network with Attorneys
- I connect with attorneys on social media, such as LinkedIn. If you are connected with attorneys, you will get reminders of their work anniversary. This provides an opportunity to congratulate them. Attorneys will author articles on LinkedIn. Commenting on the article is another way to continue to remind the attorney of your CLNC business. When you comment on the article, other attorneys may also see your business name and contact information.
– Marcia Bell, RN, BSN, CAPA, CLNC
- I attend law conferences. When I was a new CLNC and needed to obtain business, I went to meet attorneys where they were. This was one of the primary ways I grew my CLNC business. This is much more comfortable and productive for me than cold calling. Attending law conferences regularly allows the attorneys to get familiar with you, your business and the CLNC services you provide. Also, there are opportunities to sponsor a breakfast, lunch, or break at these conferences where signage for your CLNC business will be displayed.
I attend other functions for attorneys that are available. This may be a Happy Hour, a luncheon, a fund-raising event for a charity, or a year-end awards dinner. If you offer to sponsor part or all of the event or give an item to be auctioned off for charity, your business name gets signage at the event.
– Marcia Bell, RN, BSN, CAPA, CLNC
- I will attend a conference that a specific attorney I know is attending. Usually that attorney is happy to see me. I prepare a gift bag for them, which includes a notepad and pen with the CLNC logo. Depending on their likes, I might add a coffee mug with a small packet of coffee or tea.
– Carol Fridal, MS, RN, CEN, CLNC
- When invited, I attend marketing and greeting events that the law firm hosts. This has expanded my services and assisted in spreading positive news of my CLNC business.
– Shequita Moore, MSN, RN, LNFA, CLNC
- I offer to provide breakfast or lunch to a law firm to promote my CLNC business. For example, I took breakfast to the partners’ meeting at a new law firm. The law office was out of town and I had to spend the night to present at 7:30am the next morning. Before I got back home, I had an email from one of the attorneys, requesting a testifying expert for one of his cases. I had recouped my expenses that quickly.
– Marcia Bell, RN, BSN, CAPA, CLNC
- I send a note card to an attorney offering a free 4-hour screening for a new case. I include a notepad and pen to help get my name in front of them.
– Carol Fridal, MS, RN, CEN, CLNC
Thanks to all the CLNC Pros for sharing their strategies to retie the connection with attorney-clients.
Success Is Yours,
P.S. Comment and share how you retie the connection with your attorney-clients.
