You can have the business set up and the books in order, yet still be unsure how to bring work in. These chapters help you explain the offer, choose what to spend and look after the people who get in touch.

Work through them in order, or start with the task in front of you. Each chapter gives you something to use: a brief, worksheet, message or simple record you can keep without buying a new system.

The five chapters

Make your offer easy to understandExplain who you help, what is included, how pricing works and what the customer should do next. Worksheet Set a marketing budget your cash flow can supportAllow for upfront commitments, delivery costs, payment delays and the work you can actually take on. Worksheet Build a printed sales kitPrint marketing for the buying decision: service sheets, capability statements and useful quote leave-behinds. How-to Turn website enquiries into paid workDigital marketing after the click: useful pages, enquiry handling, quotations, follow-up and booking. Workflow Bring customers back and encourage referralsBuild a useful follow-up routine, send useful reminders and make introductions easy without pressure. Checklist

Keep the customer work connected to the money

A new enquiry creates work before it creates income. Check who will answer, how you will deliver and when the customer will pay before committing more money to promotion. Use the cash-flow chapter alongside your marketing budget, and carry the assumptions into your business plan.

Make one useful change first

Clarify a service sheet, answer an outstanding enquiry or set a date to follow up on an estimate. Start with a task you can finish and keep doing, then add the next part of the process.