LNP 77 – Attorney Client Retention: How to Attract and When to Let Go – Pat Iyer
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Are you burning through clients? Do they try you once and not return? Client retention is a crucial issue for legal nurse consultants. If you make one sale out of twenty prospective client contacts, that means that for two contacts you’d have to meet forty contacts, or potential clients. That is a bit daunting.
You have to make a commitment to follow up on inquiries about your services, go to meetings, make calls, and when possible, meet all those potential clients. Even after you make that first sale you have to be willing and able to follow the clients through the client development process and move them from potential client or prospect to become an advocate for you and your services.
Listen in as Pat Iyer chats about these points:
- What are the 5 keys to client retention
- How do you recognize a low profit attorney client
- Why you don’t hang onto a low profit attorney client
- How to put boundaries on the behavior of the client. Be clear about what you can do and when you can do it
- How to implement a price increase.
- Why you should be clear that you are working with attorney clients you want to keep. You do have a choice
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Your Presenter:
Pat Iyer MSN RN LNCC built a successful legal nurse consulting business. She had a high percentage of prospects decide to purchase her LNC services, and a client retention rate of over 80%.
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