Conversion Rate Optimization

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Pechakucha! Try it – You’ll like it.

The Closers Group wants your firm to try out a powerful, entertaining way to boost new business from your firm’s attorneys, our PECHAKUCHA! In our keynote presentations and workshops, the

Who Should Talk More, You or the Client? Business Development Myth #4.

New Business Development Myth #4, Client’s want you to do most of the talking! Nothing could be more “untrue.” Keep your resume to yourself and let the potential client do

Since When Do Attorneys Need to Wait For Marketing? Myth #3

If you have been challenged to bring in new business, why do attorneys need to wait for the Marketing Department? Ultimately, the onus is on the sales team to bring

Top 5 Myths of Business Development

The top 5 myths of business development require you to understand what successful business development is not! Myth #1. BUSINESS DEVELOPMENT AND MARKETING ARE INTERCHANGEABLE TERMs Marketing is about being

A Proven “Must” for Business Developers – Engaging Prospects

Recently, we participated n a brainstorming session with a group of attorneys.  The focus was on how to improve selling.  Even though they represented different practice areas, they all agreed

CONVERSION MARKETING – A Must Read for Marketing Your Business Online

If you are searching for fresh marketing ideas for your website, take a look at CONVERSION MARKETING.  This book is loaded with suggestions on how to run promotional campaigns which

Reduce Stress with the New Law Firm Marketing Coloring Book

In a few days, you can download or purchase THE NEW COLORS OF LAW FIRM MARKETING – the world’s very first law firm marketing coloring book. Are you ready to

Grapes of Wrath Complaints About Marketers

We have identified  Grapes of Wrath complaints about marketers from in-house counsel,” We were outnumbered and out-talked.”  Pick which ever grape fits your business development style: * Sending too many

How Often Have You Heard This Excuse for Not Marketing ? “I can only call 3 people.”

How often have you heard this excuse for not marketing,  “If I made 3 calls a day, I’d run out of people to call in 2 weeks?”  Too many lawyers

An Agonizing Excuse for Not Marketing – “I failed once; why try again?”

This is the most agonizing excuse for not marketing, “I failed once; why try again?” Stop the agony and join post-mortem firm reviews on proposals that failed. Take advantage of

Have You Heard the 2nd Excuse for Not Marketing?

The second excuse for not marketing that we have heard from some lawyers is, “My partner does all the selling. I deliver the work”! It is clearly the responsibility of

2nd Piece of the Business Development Puzzle

The 2nd piece of the business development puzzle is “teach advanced tactics and process strategy, not theory. According to Chet Holmes in his Business Breakthroughs program, closing is one of

What DOES WORK in the Business Development Closing Zone

What does work in the business development closing zone is a followup to our last 2 columns, what does not work in business development. We have taken a collection of

Do You Know What Does Not Work in Business Development?

In our workshops and seminars, we are often asked “Do you know what does not work in business development?’ Collecting quotes from successful marketing and business development professionals, found on

Legal Services Competition

As legal services competition intensifies, and client budgets fight to stay stable, doesn’t it make sense to look within your organization and build on what you have? The cost is

How Do You Meet Marketing Challenges?

We are often asked “how do you meet marketing challenges?” Or a client asks about the likelihood of success for various sales (yes sales) approaches. The simplest answer is WORK

How to Use “Mind Mapping” in Business Development

In order to successfully increase new business, clients need to learn how to use “mind mapping” in law firm business development. I often find gems like this when checking in

Business Development Pros — Have You Ever Watched the View?

When meeting with business development professionals and their attorneys, we often ask “have you ever watched the View?’ Whether the guest is a celebrity or politician or a fashion designer,

Are You Using Invisible Marketing?

Is your law firm business development effort using invisible marketing as a tool for new business development? For example, if you ask a client or prospect to review an article

Why Isn’t Your UPS Bringing In New Business?

Why isn’t your UPS, Unique Positioning Statement, bringing in new business? Perhaps your team does not understand that a Unique Positioning Statement is much like an elevator message. What would

Is Your Marketing GPS Really Working?

Is your marketing GPS really working? Do you use tissue, or Kleenex? Do you pack a lunch in plastic storage bags or Ziplocks? See where this is going? All successful

Will Your Dog Eat the Dog Food? – Law Firm Marketing

New and Improved? Almost every day there is an advertisement offering a service or product that is new or improved, such as Will Your Dog Eat the Dog Food? Or

Where Do I Find Prospects?

One of the most common questions clients ask is where do I find prospects? Simple Rules to Find Prospects There are 3 simple rules to follow when attempting to find

Why Clients Fire You – Client Retention? Part II

This is the concluding column on 10 reasons why clients fire you. Client retention is among the top priorities for building future business and receiving referrals. Last week we indicated

Why Clients Fire You

by Valerie Goodman In the Closers Group experience, lack of attention to client retention is a primary reason clients fire you. When it comes to attorney marketing and business development,