This is a sample plan. The answers are made up.
Do this first
Find out which offers are still in play.
Why
- People have not replied or said why. (you checked)
- No next-step dates were agreed. (you checked)
- You had only 1 to 4 new leads, so each case matters on its own. (you checked)
Silence with no agreed next step doesn’t point to price.
- Who does it
- The person in charge.
- Done means
- Each offer is active with a next step. If not, it’s declined or waiting to hear.
Where you stand
3 working, 2 missing, 2 not checked.
- New referrals come inWorking (you checked)
- Each one is saved, and the right person is toldNot checked
- One person owns each oneWorking (you checked)
- A real reply goes outNot checked
- Each one is on your list with a next stepWorking (you checked)
- They know the next stepMissing (you checked)
- Dates you agreed are keptMissing (you checked)
Do this today
- List each open offer, and older ones still in play. There are only a few, so look at each one.
- For each one, note who decides and how they say yes. Note any open question and any date they agreed to.
- Where no next step is set, ask for one.
- Mark each one: active with a next step, declined, or waiting to hear.
Your records support this, so you can start the change while you check.
Legal advice stays with your lawyers. This plan covers the steps around it.
Use what you find
| What you find | Your next step |
|---|---|
| What you find: Many have no next step. | Your next step: Wait until clients give the same reason twice. Then look into it. |
| What you find: Each one already has a next step. | Your next step: If each one has a next step, look at the reasons people give. |
| What you find: If you can’t tell | Your next step: If people don’t answer, keep them as waiting to hear. Ask once more at the next agreed date. |
Your list
Sheet: Open offers
This list is made up. It is for Hart & Lowe Injury Law.
| Offer | Who decides | What they say is in the way | How they say yes | Next talk you agreed | Status: active, said no, or waiting to hear | Outcome |
|---|---|---|---|---|---|---|
| Offer: Crash claim, Lee | Who decides: The client | What they say is in the way: None stated | How they say yes: Sign online | Next talk you agreed: None agreed | Status: active, said no, or waiting to hear: Waiting to hear | Outcome: Not yet |
| Offer: Work injury, Ortiz | Who decides: Their boss | What they say is in the way: Wants to compare | How they say yes: Reply to say yes | Next talk you agreed: Fri, as agreed | Status: active, said no, or waiting to hear: Active | Outcome: Not yet |
Your blank copy, 4 rows
What you type here stays on this page. It is gone if you reload. Print or copy it to keep it.
A note you can use
Ask once. Don’t press before a date you agreed.
Check again
When: After the agreed dates, or in 30 days.
Count these real cases:
- Offers sent: these are the offers you sent. Each one got to the client.
- Agreed: the client said yes to it.
- Declined: the client said no to it.
- Waiting to hear: no answer yet. This is not a no.
- Each offer’s outcome, one case at a time.
- Active: it’s inside the agreed time. It has a next contact date.
- Cases still open:
- Keep cases with no outcome yet in their own group. They aren’t lost.
- Later:
- Count work started on its own, later. Do the same for each payment. On your path, each of these counts on its own: first meeting booked, first meeting done, offer sent, agreed, then paid when due.
With fewer than 15 cases, look at each one. Don’t turn them into a percentage.
Change the plan if
- If the check finds a gap:
- Wait until clients give the same reason twice. Then look into it.
- If it finds no gap:
- If each one has a next step, look at the reasons people give.
- If you can’t tell:
- If people don’t answer, keep them as waiting to hear. Ask once more at the next agreed date.
The whole fix
- Find out which offers are still in play.Done when: Each offer is active with a next step. If not, it’s declined or waiting to hear.
- Start this week. Ask for a next step on each open offer.Done when: you have checked again on your review day.
- Make it how you work: each active offer has a next step. You both agreed on it. Keep “no reply” and “declined” apart.Done when: two weeks pass and no case is missed.
How we can help
Use this plan
You can do this yourself.
The steps above are all you need to start. If you want a second look, bring your open offers to the free review.
You can also use this plan on your own.
Why this plan
Your first answers picked one area to start with. Then a set of written rules used your later answers to pick the first step. People wrote and checked every rule and every sentence. Your answers stayed in this tab until the plan was shown.
The answers this plan used
- What would help most right now?
- More of those people buying.
- How do most customers buy from you?
- One job or project at a time.
- Have people paid for this service yet?
- Yes, more than once.
- Could you take on more of the right work next month?
- Yes.
- Do enough of the right people ask about your work?
- Yes, for the work we can take on.
- What has gone on lately?
- Quotes or offers go quiet.
- Start here?
- Help the right people buy.
- What happens before someone buys this from you?
- They book a first meeting, get an offer, then decide.
- Think of the last 30 days. How many new calls, messages or forms came in for this service?
- 1 to 4.
- Where do most of these leads come in?
- A partner or a referral who passes them on.
- Who takes the next step with a lead?
- One person on my team does it, with no backup.
- Where can you see each lead, who owns it and the next step?
- One list that has all three.
- What does the customer get as a clear next step?
- An offer with a clear way to say yes, but no next date.
- Have these cases passed the next-step date you agreed?
- We didn’t agree on a date.
- Could you do this work in the time you tell customers?
- Yes. I checked the schedule or the workload.
- What have customers said is the reason?
- They haven’t replied or said why.
- What have you checked to back up these answers?
- Records for the recent cases in this plan.