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Where do leads get stuck?

I follow each step from first contact to paid work, so we can see what a lead, booking, visit, or sale tells us.

By John Lawal · Reviewed October 13, 2026

Start with the next missing step.

  1. Fit: Is the person asking for a service you provide, at a place and price you can serve?
  2. Reply: Did a useful reply arrive while the person could still act?
  3. Owner: Did a named team member own the next step?
  4. Availability: Could the person find a time that worked?
  5. Booking: Did a confirmed appointment exist, or only a request?
  6. Attendance: Did the person attend, cancel, or miss the time?
  7. Sale: Was work agreed, paid, and kept after refunds?

A small example

Made-up example. Ten eligible leads get eight replies, five bookings, four attended visits, and two paid sales. Booking rate is 5 ÷ 10 = 50%. Show rate is 4 ÷ 5 = 80%. Close rate is 2 ÷ 4 = 50%. Lead-to-sale rate is 2 ÷ 10 = 20%. Use each named denominator. Do not divide sales by all website visits and call it the close rate.

After a no-show

Check the record, use an approved follow-up path, offer an allowed next step, and log the outcome. Follow the business’s cancellation rules and stop when a person opts out. Do not assume every no-show can or should be rebooked.

Bookings are not extra profit.

Collected revenue is money received, less refunds under the agreed time window. Gross profit subtracts direct delivery costs. Incremental profit is the part added beyond the baseline, less the new work’s cost. Capacity, season, prices, and other campaigns can change that comparison.

Check the fix.

Pick one stage and one change. Record the old baseline, dates, the new result, and what else changed. When feasible, use a comparable control group. A before-and-after change alone does not prove the fix caused it.

Want help choosing the next step?

If you want to talk it through, tell me what you want to change. We can look at what to check first.

Book A Call

Medspa audit details · All guides

A clear first step

Let us find your next step.

I would like to understand what you want to change, so we can focus on what matters to you. First, answer a few questions. Then choose a time for a 15-minute Zoom call.

What we will do in 15 minutes

  1. Talk about your goal and what feels stuck.
  2. Look at what you have tried and ask a few useful questions.
  3. Choose a next step. That may mean working together, checking more facts, or leaving it there.

It is fine to say the fit is not right. This call does not buy an audit or commit you to paid work.

Prefer to call? (775) 525-1257

A few details before we talk

Three quick checks before you choose a time

1. Can you keep 15 minutes free for us? I would like your full focus, even if your inbox has other plans.

2. Can you join Zoom from one quiet spot? I would like to hear you, not hold a call with your steering wheel.

3. If your day changes, will you move the time or let me know? A quick note beats a game of hide-and-seek.

Not ready to agree? You can stop here and come back later. “No” or “Not sure” about records does not rule out a general call. We can start with what you have.

Use business details only. Do not send private client records. Your answers go to Calendly when you choose to schedule. A time is held only after Calendly confirms your booking.