Lead-to-Job Map: Sample Air (SAMPLE)

1. 1. Speed: what happens when a lead lands

   What you told me

   “Enquiries come in on the website form, the mobile and Facebook. Whoever is free gets to them. If we’re all on the tools it’s that night, sometimes the next morning. Missed calls on a job go to voicemail and we ring back when we can.” (SAMPLE)

   Where it leaks

   An enquiry that lands first thing in the morning waits until someone is off the tools. Nobody is named to pick it up, so it sits in three places at once and in no one’s hands.

   What I’d set up

   A named person for every new enquiry, with an alert in your own tools where they allow it. For Sample Air that is Dale in the office. If your tools can send one, an instant reply to each new enquiry, in your words, if you switch it on. No sales message sends by itself.

2. 2. Qualify: before you quote

   What you told me

   “We ask what they want and when they’re home. Maybe a third of quotes are people pricing a split system against two other blokes.” (SAMPLE)

   Where it leaks

   A split system price check gets the same site visit and the same hour of quoting as a ducted job for a renovation. Both cost the same to get in the door.

   What I’d set up

   Four questions, on the form and on Dale’s first call: the job, the timing, the budget range and who decides. Written for air conditioning work, and yours to keep. Nothing personal is asked: the job only.

3. 3. Quote walkthrough

   What you told me

   “Quotes go out of the job software by email, usually at night after the last job. Mick sends them, nobody really chases them.” (SAMPLE)

   Where it leaks

   The quote arrives as an email with a number at the bottom. The customer has nothing to compare but the number, so they compare the number.

   What I’d set up

   A script for walking the quote through on a call or on site, built on the four answers, and a one-page quote cover: what you asked for, what we would do and why, what is included and what is not, when, and the next step. Written for your trade, and you keep both.

4. 4. Follow-up rhythm

   What you told me

   “Gone quiet is about a week. We follow up if we remember. We tried reminders in the software once and they felt pushy, so we turned them off. No texts at night, and nothing goes out that we haven’t seen.” (SAMPLE)

   Where it leaks

   Follow-up depends on who remembers. In the hot fortnight nobody remembers, and those are the quotes with the most names on them.

   What I’d set up

   Set touchpoints for every open quote, with templates I write and you approve. Dale sees which quote is due a touch and why. A person on your team reads each message, changes what they want, and presses send from your own phone or email. Every message names Sample Air and ends with a way to opt out. Nothing goes out at night, and nothing goes out unread, as you asked.

5. 5. Old quotes

   What you told me

   “There’d be fifty or sixty quotes from last summer sitting there. We don’t keep a do-not-contact list, it’s in people’s heads.” (SAMPLE)

   Where it leaks

   Last summer’s quotes are in the software, and nobody has gone back through them. Whoever said “don’t call me” is remembered by one person, not written anywhere.

   What I’d set up

   Your past quotes ranked from your own records into a call sheet, with the reason beside each name in the words your software prints. It is a calling order, not a prediction. The list sets aside anyone your export marks as opted out, and anyone without a yes in a consent column if your export has one. We start a do-not-contact list in the build, in your own tools. No export is needed now. If the build needs one for this part, I email you the export steps and two short terms to agree before you send anything.

Your numbers today (SAMPLE)

As the sample owner gave them, rough is fine. These are the business’s own numbers, not a forecast, and nothing below says what any of this would change.

• Enquiries in a normal month: about 45
• Quotes sent in a normal month: about 30
• Of those, about 9 become a job
• Average job value: roughly $2,500 to $9,000
• First reply to a new enquiry: “that night, sometimes the next morning”
• A quote counts as gone quiet after: about a week
• Old quotes nobody has chased: about 50 to 60

Everything above, and how it is set up

Set up in the tools you already use, under your own logins. Claude, made by Anthropic, helps me draft the templates and scripts, prepare call notes and summarise answers. I read every result. One training session for whoever answers the phone and sends quotes, a signed acceptance test, and a handover runbook for your office person. If we stop working together, you keep all of it.

The price

Your written price comes by email with your own Map. In short: the build is one fixed price, in writing, before anything starts. Monthly is optional: Silver is the monthly Lead-to-Job review of your own numbers; Gold is the review plus coaching for whoever does the follow-up. Month to month, 30 days’ notice either side. Nothing I charge is tied to a job or a sale. No prices appear on this sample.

The next step

Read this and the price. If something is not how it works at your business, tell me and I fix the Map. If it reads right, reply “yes” to the email and I send the written agreement and the acceptance test. Nothing is agreed until we both sign. If I rang you first, you can cancel within ten business days from the day after you sign the agreement, and nothing is paid or started in that time.

If this is not for you

Reply “no thanks” and that is the end of it: no follow-up calls, no follow-up emails. If you would rather not hear from SSJC again at all, say so and I take your details off my list the same day.

Craig Cullen · SSJC Media Group · Sole trader · ABN 19 720 818 025 · Gold Coast, Queensland

SAMPLE. Sample Air, Dale and Mick are invented. Every number on this page is made up.

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