Category : Lead Conversion

Who cares?

Jul 16, 2014

The unconverted lead is a mystery. I always ask prospects that call for help with growing their law firms, “What do you do with your unconverted leads?” I have had every answer from: “What’s an unconverted lead” to: “Nothing! Who cares about them? If they don’t hire me, I don’t care what happens to them.” […]

And the winner is….?

Jun 24, 2014

You may have read or heard me talk about the five senses of communication—talking about lead conversion is one of my favorite topics. The subject of five senses usually comes up when I am teaching clients about how they MUST communicate with leads until they BUY, DIE or UNSUBSCRIBE. Why only communicate in one way? […]

Are your prospects SHOCKED and AWED? Or are they fast asleep?

Jan 16, 2014

Nothing quite builds loyalty and interest in your company like the Shock and Awe package. What’s a ‘Shock and Awe’ package, you ask? Let me tell you about the latest one I received one quite different than it’s likely you will ever send to your prospects. The other day, the FEDEX guy rang the doorbell […]

In-House Outbound Call Center vs. Professional Outbound Call Center—which should you use?

Dec 10, 2013

I have worked with outbound call centers for years and for different purposes: collections; wholesale; and professional service providers. Most recently, I have worked most heavily with bankruptcy firms. The average efficiency rate for outbound calling staff is about 15-20%. This means the firm has a person on the phone 40 hours each week and […]

Are you considering a call center in your business?

Dec 3, 2013

I have always been a preacher of follow up, follow up, follow up! Communicate with your unconverted leads until they die, buy or unsubscribe. If you are just getting started with your outbound calling program, one of the first things you have to think about is staffing. Some of the questions to think about are: […]

Do you need to fix the No. 1 problem in your Law Firm?

Nov 19, 2013

Here’s a shocker for you. How do you increase cash in a business? Raise prices. Wow, earth-shattering. Wouldn’t it be nice if that was it? Game over, close the book and go to work. Rich gave me all of the information I need, so now I can sleep at night. Unfortunately, it’s not that easy. […]

Press Release: ABR adds outbound calling services

Nov 5, 2013

For Immediate Release: October 31, 2013 Contact: Sheryl Keeme 602.369.7452 Gilbert, AZ entrepreneur grows professional service providers marketing firm through outbound calling Helping professionals find clients one lead at a time MESA, AZ–“Legal systems expert” Richard James now offers four services to professional service providers across the country thanks to the expansion of the […]

From frustration to function…with Infusionsoft

Aug 26, 2013

A practice without systems leads to frustration. And, InfusionSoft is one system that replaces many functions in your firm. Systems are VITAL to manage your marketing, your lead generation and your lead conversion. You need systems that help you serve your client more efficiently too. I’ve said it before and I’ll say it again: Systems […]

Are you an attorney? There are acres of diamonds in your law firm…

Jul 2, 2013

Actual diamonds in their roughest form look more like shiny rocks than diamonds. If one doesn’t know what they are looking for, they are likely to completely miss them. The same can be said for the acres of diamonds aching to be found in your law firm. As our study below shows, most attorneys completely […]

Inspect what you expect Part II

Mar 14, 2013

In every business three things are happening: What the business owner wants to happen. What the business owner thinks is happening. What is actually happening. So, how do you ensure that what you want to happen matches up with what is actually happening?  You must inspect it.  What should you inspect you say?  Everything!  How […]

What is your WOW moment for your clients?

Mar 12, 2013

The days of simply being good at what you do in order to create a lasting experience are gone.  Being good at what you do has become an entry point.  If you typically sell ‘swamp juice in a perfume bottle’ you won’t be in business for long, especially if you’re good at marketing.  However, being […]

Solutions can drive new revenue opportunities

Feb 14, 2013

So one more post today on 14-year-old entrepreneur, my son Michael. We now call him, Michael, the radio show host. In our last post, I shared that Michael had some work to do in improving his ‘Show’ rate with his computer training business for people age 55 and older. When Michael looked at ways to […]

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