By Catherine Spears

It's no secret that first impressions count, and when it comes to networking, your elevator pitch can be the key to making a lasting impact. Whether you're attending a business conference or simply running into an industry professional in the elevator, having a polished and effective pitch can make all the difference.

An elevator pitch is a brief, compelling message that summarizes how your LNC business will help your industry prospect. It's called an elevator pitch because it should be short enough to deliver during a brief elevator ride. It contains a clear and compelling call to action that encourages your audience to take the next step. Your call to action should be specific, actionable, and easy to follow.


Crafting the perfect pitch can be daunting, but remember, the goal is to communicate quickly and succinctly who you are, what you do, and what unique value you can offer. Be sure to choose your words carefully, practice your delivery, and tailor your pitch to your audience. And remember to end with a clear call to action, whether it's asking for a follow-up meeting or exchanging contact information.


With a well-crafted elevator pitch, you'll be able to confidently and effectively promote yourself and your business, leaving a lasting impression on everyone you meet in those brief but valuable elevator encounters."


Imagine impressing your attorney prospect with your pitch in just the time it takes to ride an elevator. Sounds exciting, right? Let me show you how to make the most of those precious few seconds and leave a lasting impression on your prospect.


As a registered nurse new to the business of LNC, how do you create this elevator speech? Let’s talk about what you need to put in your elevator speech to make you comfortable enough to tell the world what you do.


I took my CLNC course from the legend in the business, Vickie Milazzo. She talked about the services we provide as legal nurse consultants - 31 services, to be exact. So how, as an RN new to the world of LNC, are we to spew all of that out in a few seconds? The story below is funny and true. Those are the best ones to learn from. This true story below does not include my full call to action…you’ll see why. I hope you find it insightful and entertaining.

Here is my story:

I attended the Juris Educational Resource and Knowledge (J.E.R.K) Conference in Raleigh, NC, a few years ago. The hotel’s inside marquee lists all the other companies having conferences at the same facility. I love seeing J.E.R.K.LNC on the hotel marquee because it makes people wonder what that is. And that makes me giggle! Looking at the marquee, I noticed John Deere was holding a conference. I grew up on a farm with many tractors and other John Deere equipment. I immediately thought of all the farmers back home, and I was naturally curious to see who attended the John Deere conference.


I checked in and headed to my room, lugging my bags to the elevator. Oh yes, you know where this is going!! While waiting for the doors to open, this gentleman in blue jeans and a checkered shirt joined the wait. We exchanged pleasantries; he had longer hair and a scruffy beard, and his lanyard had the John Deere logo. His attendee tag was turned upside down, so I couldn't see his name. I asked him if he was here for the John Deere conference, and he smiled and said it was not a conference. He said, “It's a John Deere meeting with some company shareholders.” He then asked me what I was doing there, and I said I was there for the Juris Educational Knowledge Resource Legal Nurse Consultant conference. I immediately went into my elevator pitch. I said, “As a legal nurse consultant, I work with plaintiff attorneys who advocate for the injured. My job involves carefully reviewing medical records and producing reports to help the attorney understand the medical issues related to the injury claims. No one is better positioned to review medical records for injury details to help the attorney determine damages.”


He smiled and told me he was a defense attorney.


I smiled back and told him, “Oh, we could never work together.” We both laughed, and he asked me for my business card. He said, “Our firm has both plaintiff and defense attorneys.” I grabbed a business card, and my hand shot forward. The elevator arrived on his floor, and he stepped out.


I couldn’t wait to go downstairs and tell my colleagues that I finally got to use my elevator speech in an elevator! Even if it's to the opposing counsel, the moral of the story is if you practice what you want to say, it flows without hesitation when needed.


Are you ready to create your elevator speech? Do you need help communicating your LNC business effectively? Do you find the idea of approaching an attorney prospect daunting? Do you find it challenging to grab the attorney’s attention and keep them engaged? If the answer is yes, then you need a killer elevator pitch. If you can master the art of the elevator pitch, you can communicate your business focus with confidence and clarity. So why wait? Start crafting your killer elevator pitch today and take your business to new heights!


Crafting an effective elevator pitch requires careful planning and preparation. You must define your target audience, understand their needs and interests, and tailor your message to solve their problem. You also need to identify the unique value proposition of your solution, explain how it's different from the competition, and highlight its key advantages and benefits.
Let’s use mine as an example, and maybe it can help you get started.


First, I tried to use all the buzzwords like many other LNCs and found myself stumbling through the speech because I was using someone else’s words. I used the process below and came up with my statement, “As a legal nurse consultant, I work with plaintiff attorneys who advocate for the injured. My job involves carefully reviewing medical records and producing reports to help the attorney understand the medical issues related to the injury claims. No one is better positioned to review medical records for injury details to help the attorney determine damages.”



Now, it’s time to create (or revamp) your elevator pitch.

1. Research your potential work as an LNC. What services do you want to offer? There are dozens of services LNCs can offer, but your goal should be to include your main services you want to offer in your pitch.


2. Research who you want to market to (your industry prospect). Your goal is to craft a pitch that resonates with your target audience.


3. Figure out the problem you solve for your prospects with your services. Your goal is to show how your solution can solve the problem and relieve the pain the problem caused. Create a clear, concise message what you do and what you stand for as an LNC.


4. Look at what the attorney does and see how your work history and education will provide your unique value to your prospects. You create your Unique Value Proposition by highlighting the key advantages and benefits of choosing your solution.


FINAL TIP – During your pitch, always have your business card ready, so your target audience knows how to contact you or learn more about your solution. You must close each conversation with a potential prospect with the call to action. Hand them your card and also ask for their card. Next, ask them when the best time is to call them tomorrow. If they say they’re busy, ask who you should speak with in their office to schedule an appointment. And don’t forget to shake their hand.

To close this blog, I would like to tell you the ending of my story. Remember, I handed the defense attorney my card (my call to action). I ended up working with their firm on some interesting Plaintiff cases. I no longer do In-depth casework; however, when I go to Colorado, I take some treats to the office to let them know how much I appreciate working with them.

Beginning a career in this field can be daunting. Understanding what attorneys seek in a case and demonstrating how you can assist them requires finesse. Fortunately, Legal Nurse Secrets is available to provide guidance and support.