It’s SO important to know where your calls and enquiries come from so you can see what works and what doesn’t. Are you getting absolutely no calls from a $5,000 magazine ad? Is that wedding website performing for you at all? Do you get most of your leads from the same place? If so, why? You can start thinking of creating a Thank You program for those who send you work – if you reward your referees, they might just keep on referring you! Keep a spreadsheet to keep track of your sources and learn from the results.