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Marketing Tips!

Friday, June 22, 2018  
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Did you catch this article in our 1st Quarter Newsletter? NADR recently announced three upcoming all three focused on marketing. Michael Liner is scheduled to present one on 10/17 and will be talking more about these strategies. If you are trying to build your business, or, you just want some fresh ideas, do not miss this NADR webinar!

 

10 Marketing Tips for ANYONE (yes, that means you)

By Michael Liner

Published in the NADR Newsletter, 1st Quarter, 2018

 

As always, it was a treat to see everyone and present at the NADR Conference in St. Louis. Special thanks to my co-panelists who were so giving of their time and knowledge, Tyson Mutrux and Gary Burger. So the conference was several weeks ago, and we are all now back to the daily grind of being disability representatives. What are you doing to change the outlook for your practice in years ahead? Here are some ideas for you—but remember, start with ONE until it becomes routine and then implement another. 

 
1. Go to lunch! Successful businesspeople know that the lunch hour should be spent building their network by taking time from the day to meet and dine with potential and existing referral partners. Set a goal to schedule two lunches each week: one with an existing referral source and one with a new potential source of referrals. 
 
2. Get Google, Facebook and Yelp reviews. People want to know what others have to say about you and the quality of your services. Don’t be afraid to ask your clients to review you. 
 
3. Start a newsletter to stay in touch with referral sources and be top of mind with current and former clients. What better way to stand in contact with the thousands of contacts you have. Print newsletters are best, but even an e-newsletter alone will keep you top of mind. 
 
4. Think about what makes you different than everyone else doing this work in your community— and write about it! There is not a shortage of people selling disability representation. Make sure prospects know why you stand out from the rest. Hint: it’s not about a number of years you’ve been in practice or your no-fee guarantee. 
 
5. Shoot videos with FAQs and upload them onto YouTube, Facebook and your own website. Videos personalize you to those watching and position you as an expert in the field. They don’t need to be overly “professional” or rehearsed—I do mine using an iPhone and rarely do more than one take. 
 
6. Teach! Identify first responders (people who come in contact with your ideal client) and offer to present to them about disability in a way that allows them to help their own patients/clients when they come with questions. Trust me, this will lead to lots of new referrals. 
 
7. Make sure you have even a basic website up that personalizes you and had up to date contact information so you can easily be found. Websites are the 21st century business card. Studies have shown that millennials on average don’t trust businesses that don’t have a credible web presence. 
 
8. Send a thank you note. Sounds simple enough, but you’d be surprised how few people actually do it. When you get a helpful medical source statement from a physician, or a doctor’s office manager goes out of their way to help you get last-minute records, send them a quick note letting them know how much you appreciate it. You will not be forgotten! 
 
9. Make sure that the people you see every day know not just who you are, but what you do! Leave business cards like they are going out of style. Don’t expect an immediate return, but for less than one cent a piece, it’s a no-lose proposition. 
 
10. Don’t forget why you need to market. Maybe you work for someone else who keeps you busy or maybe you think you already have a practice that gets calls without taking extra action—that can stop! Get in the habit of marketing yourself and your profession now so if one well runs dry, another spout opens up. 
 
 
Michael Liner is a valued NADR member and regularly speaks at our Networking Events and Conferences. His writing has also been featured in the Bar Journal of The Cleveland Metropolitan Bar Association and other legal publications. 


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