Gatekeeper means exactly what it suggests – the job of the gatekeeper in any business is to manage who gets to enter the gate – or not. Certified Legal Nurse Consultant Jane Hurst, RN, CLNC, shares her secret recipe for getting through the gate:
“When I’m not able to speak to an attorney the first time I call a law firm, I ask the name of the person answering and also ask for the attorney’s paralegal or assistant’s name. Then, when I call the second time, I can hopefully throw off the gatekeeper by sounding like I’m already consulting with the attorney. The trick is to come across like you’re calling an existing attorney-client. It’s amazing how many times this simple strategy works with the law firm’s gatekeeper.”
Jane’s Secret Recipe:
1 part bluffing
1 part well-rehearsed script
1 heaping dose of self-confidence
Directions: Combine the bluffing, script and self-confidence in a large mixing bowl. Stir until you can’t tell whether you’re really calling an attorney-prospect with information on a case or just trying to get through to a new attorney-prospect. You may have to adjust the cooking time, temperature and proportions to be convincing. Repeat PRN for the best results.
Example:
| CLNC® consultant: | “Hi, this is Jane. Is Tom in today?” |
| Gatekeeper: | Either puts you through or asks what it’s concerning. |
| CLNC consultant: | “I have some information for him.” or “I’m calling him back with some information.” |
| Gatekeeper: | Either puts you through or asks what case it’s concerning. |
| CLNC consultant: | Be direct and professional and say, “I told him I would call.” (This is a true statement because my marketing materials state I will call in a week to discuss how I can help him win cases.) When you get the attorney on the phone go into marketing mode. |
Thanks for sharing your recipe for CLNC success with us, Jane! Now I understand why you’re the first international Certified Legal Nurse Consultant.
I’m Just Sayin’
P.S. Comment here and share your own recipe for getting past the gatekeeper.
