As a Legal Nurse Consultant (LNC), one of the most frequent questions we hear is: How do I get attorney clients? This is a vital concern for any LNC looking to grow their business and secure ongoing work with law firms.

To address this challenge, I’ve developed a proprietary method known as the PPE Marketing™ Method. Yes, the name is a nod to our nursing roots, but it’s also a highly effective strategy for not only attracting attorney clients but also maintaining strong, loyal relationships with them.

Today, I’m going to break down how you can use this method in your conversations with attorney prospects. The goal is to help you hold meaningful, powerful discussions that lead to successful collaborations.

The 3 Easy Steps to a Powerful Conversation with Attorney Prospects: The PPE Method

It’s as simple as PPE:

1. Power
2. Position
3. Educate

Let’s dive into how each step plays a crucial role in your conversations with attorney prospects.

1. Power: Direct the Conversation

Power is about your ability to guide the conversation and steer it toward your desired outcome. When speaking with an attorney prospect, how you phrase your statements and questions can significantly influence the direction of the conversation.

For example, when you ask a question you already know the answer to, it gives you the opportunity to lead the discussion and showcase your expertise. It’s about subtly taking charge and ensuring the conversation flows in a way that highlights the value you bring to the table.

2. Position: Establish Your Authority

Position refers to how you present yourself during the conversation. It’s about maintaining confidence and demonstrating that you have the knowledge and skills to solve the attorney’s problems or meet their needs.

Your confidence—evident in your tone and demeanor—reinforces your position as an expert. When you position yourself effectively, you hold the power in the conversation, which naturally leads to the next step: education.

3. Educate: Connect the Dots

Educate is your chance to help the attorney prospect understand exactly how your knowledge and expertise will benefit them, their clients, and their business. You’re not selling yourself; instead, you’re educating them on how your services can be a critical asset to their cases.

However, it’s essential to stay focused. Avoid diving too deep into medical jargon that might overwhelm the attorney. Instead, keep the conversation centered on how your specific skills can address their challenges and improve their outcomes.

Conclusion: Easy as PPE

Engaging in powerful conversations with attorney prospects doesn’t have to be complicated. By following the PPE Marketing™ Method—Power, Position, and Educate—you can confidently connect with attorneys, demonstrate your value, and build lasting professional relationships that fuel your LNC business.

Want to learn more about how the PPE Marketing™ Method can transform your approach to client acquisition? Check out the LNC Accelerator™ for additional strategies and tools designed to help you succeed as a Legal Nurse Consultant.