Does Percentage of Conversions Increase?
I think he was surprised to hear that the percentage declined!
But here's the story. What good marketing done well does is vastly increase the number of leads coming into any business (my business is not different.) You want to be the portal through which all potential legal work in your geographic area flows.
This allows you to be more selective in your cases. Even if you weren't more selective, the mere fact that you can guadruple the number of people who are raising their hands and saying that they are interested in you drives conversion precentages down.
So you get the best of both worlds--more potential cases coming through the pipeline and an ability to carefully choose the cases most deserving of your skill and expertise. Frankly, you may end up working on fewer (but more meritorious) cases.
What's so bad about that?