Know what happened to each enquiry.
An editable workbook for enquiries, quotes, booked work and next actions. Start with the example, then use your own figures.
Download the enquiry tracker XLSXOne enquiry. One record. One next step.
Start in Enquiries
Enter a job reference, enquiry date, source, service and suitability. Update the stage and keep the quote date after a win or loss. Amber cells are editable; green columns calculate.
Read Review
Choose the enquiry-date range. The summary follows those same enquiries as they progress, avoiding the mistake of dividing this week’s bookings by unrelated new enquiries.
Clear the follow-ups
Filter “Follow-up check” for “Due now” or “Add action/date”. Give each open request an owner and a realistic next step. Dates due today count as due now.
Check the job mix
Enter agreed value, direct delivery costs and team-days. The workbook calculates contribution and contribution per team-day. Missing costs stay blank rather than pretending to be zero.
200 enquiry rows. Built as an Excel workbook with formulas, dropdowns and filters. Customer contact details belong in your secure records. Keep the original blank file as a backup.
A worked example you can check.
These six enquiries are fictional. They are in a separate workbook tab and never feed your live results.
| Reference | Source | Suitable? | Stage | Next step |
|---|---|---|---|---|
| EX-01 | Google organic | Yes | Completed | Closed |
| EX-02 | Referral | Yes | Booked | Confirm access |
| EX-03 | Google Ads | Yes | Quoted | Answer access question |
| EX-04 | Social | Yes | Lost | Customer postponed |
| EX-05 | Other | No | Lost | Outside service area |
| EX-06 | Repeat customer | Yes | New | Arrange a site visit |
2 ÷ 5 = 40% enquiry-to-job rate. The unsuitable enquiry is excluded. Two of the four quoted enquiries are won, giving a 50% quote win rate.
£2,100 booked value, £900 contribution. The two wins have £1,200 direct costs. This is before overheads and tax, and does not show when cash is received.
Do not treat these figures as targets. Small samples, missing values and decisions still open can change the picture. Review the same group again as outcomes arrive.
Turn the review into an action.
Too few suitable enquiries?
Review the services and areas you promote. Publish evidence of work you want more of, then track one source test.
Plenty of quotes still open?
Resolve questions and agree next steps. Check your response process before increasing traffic.
Busy, with weak contribution?
Compare actual job costs and team-days. Review job mix, access and travel before treating more enquiries as the answer.
Next step
Choose your 30-day plan, or request a free video audit of your website and Google presence.