# Trace your last 300 inquiries to kept visits

By Ali Peivandizadeh, business growth and AI implementation specialist.
Published Nov 13, 2026. Last checked Nov 13, 2026. Last changed Nov 13, 2026.
Section: Marketing. Verdict: ACT
Who it is for: Beauty and cosmetic practices, dental offices. 1 to 30 providers. Owner, manager, front desk.

Before you spend more on ads, follow your last 300 inquiries to the end. Count how many became a visit that was booked and kept. Fix the step where the most people drop out.

## Why
A marketer described a solar installer that got 10 to 20 inquiries a month. During one campaign it got about 3,300 a month. More inquiries put more load on the same follow-up steps. Her advice is to audit what happens after the first contact, before the ad budget grows. A study in Harvard Business Review tested 2,241 US companies with real inquiries. It found that 23% never answered. A practice has the same steps: a call, a web form or a social media message, then a booking, then a visit that is kept.

## Steps
1. List the last 300 inquiries from every source: calls, web forms, social media messages and booking site requests.
2. For each one, write when it arrived and when a person first answered.
3. Mark where each one ended: no answer, answered and not booked, booked, no-show, or visit kept.
4. Count the calls that rang out at busy hours, at lunch and after closing.
5. Find the step with the largest drop.
6. Call back everyone who asked and did not book in the last 30 days.
7. Give one named person the web forms and the social media messages.
8. Each month, count visits booked and kept for each source.

## Cost and time
No cost. About one day for the manager, with your phone system's call log and your schedule.

## The rule to check
Keep the list inside the practice. Do not load patient names or phone numbers into an ad platform. A callback to someone who asked for an appointment is fine. Marketing texts need the person's written permission.

## What can go wrong
Some phone systems keep no record of missed calls, so the count starts today. No-shows appear only after the visit date, so use inquiries that are at least 30 days old.

## Sources
- HackerNoon, article by Andra Ciucescu, practitioner article, Nov 10, 2026: https://hackernoon.com/before-you-spend-more-on-ads-find-out-what-happened-to-your-last-300-leads

General business information, not medical or legal advice.

Page: https://healthcaregrowthjournal.com/marketing/trace-your-last-300-inquiries-to-kept-visits/