$2,077 booked from 24 leads. Booking rate 23%, average ticket $403, ROAS 4.10. Your SMS execution is pulling ahead at 6.7 while phone stays stuck at 5.8 for the second straight week. The gap between your two channels widened to 0.9 points. Close and hesitation handling both improved. Critical regression: your frequency question dropped from 26% to 8%. $4,727 in pipeline sitting untouched.
| Category | Amount | % of Quoted | vs. Last Week |
|---|---|---|---|
| Total Quoted | $9,151 | 100% | ↓ from $12,857 |
| Booked | $2,077 | 23% | ↓ was 31% |
| Didn't Convert | $4,727 | 52% | ↑ was 40% |
| Lost | $2,347 | 26% | ↑ was 17% |
Booking rate dropped 8 points (31% to 23%). Loss rate nearly doubled (17% to 26%). The $4,727 sitting in "Didn't Convert" is your action number -- these leads got pricing, didn't say no, and went quiet. At a 20% recovery rate, that's $945 sitting on the table. At your current follow-up rate (near zero): $0.
| Skill | Adherence | vs. Last Week |
|---|---|---|
| Opener | 100% (22/22) | → Stable |
| Discovery Q1 (Vehicle/Service) | 100% (10/10) | ↑ from 89% |
| Discovery Q2 (Condition) | 90% (9/10) | ↑ from 83% |
| Skill | Adherence | vs. Last Week | Notes |
|---|---|---|---|
| Close | 57% (8/14) | ↑ from 45% | Crossed into Progressing |
| Hesitation Handling | 57% (4/7) | ↑↑ from 38% | Moved from Not Yet |
| Diagnosis Bridge | 75% (3/4) | ↑↑ from 0% | Small sample |
| Skill | Adherence | vs. Last Week | Notes |
|---|---|---|---|
| Frequency Question | 8% (1/13) | ↓↓ REGRESSION | Was 26% -- went backwards |
| Follow-Up Sequence | 25% (1/4) | New tracking |
Hesitation handling jumped 19 percentage points (38% to 57%). You're starting to engage when prospects push back instead of surrendering immediately.
You asked "How often do you get your car detailed?" in only 1 of 13 applicable conversations. This was 26% last week -- the target was 50%. It went the wrong direction. This is the classification question that feeds the entire rebook system. Without it, you can't separate one-time Problem Solvers from recurring Occasional Detailers.
Target next week: 40%+ adherence (5+ hits out of ~13 opportunities).
13 of 24 conversations ended without converting -- the largest outcome category. Only 1 follow-up sequence initiated all week. The recoverable pipeline is growing as a percentage of quoted revenue (52%, up from 40%). At 20% recovery: $945 in additional revenue. At your current rate: $0.
Target: 3+ follow-up attempts next week.
Phone is stuck at 5.8 for the second straight week while SMS climbed to 6.7. More critically, 4 of 6 lost leads came through phone. Phone is 42% of volume but produces 67% of your losses. New pattern: you're referring prospects to competitors before presenting your own options.
Target: Phone avg above 6.0, 2 or fewer phone losses next week.
| Metric | SMS (n=14) | Phone (n=10) | Gap |
|---|---|---|---|
| Avg Score | 6.7 | 5.8 | -0.9 |
| Score Range | 5 -- 9 | 3 -- 7.5 | |
| Booking Rate | 21% (3/14) | 20% (2/10) | ~Even |
| Loss Rate | 14% (2/14) | 40% (4/10) | Phone 3x worse |
Phone increased from 28% to 42% of volume. More leads are calling instead of texting. If this trend continues, phone execution becomes even more critical -- the weaker channel is getting more traffic.
| Type | Count | % | Expected | vs. Last Week |
|---|---|---|---|---|
| Problem Solver | 21 | 88% | 70--80% | ↑ from 61% |
| Occasional Detailer | 3 | 12% | 15--20% | ↓ from 33% |
| Enthusiast | 0 | 0% | 2--5% | ↓ from 3% |
| Type | Booked | Didn't Convert | Lost |
|---|---|---|---|
| Problem Solver | 4 (19%) | 11 (52%) | 6 (29%) |
| Occasional Detailer | 1 (33%) | 2 (67%) | 0 (0%) |
Your frequency question wasn't asked (8% adherence), so many prospects who might be Occasional Detailers were classified as Problem Solvers by default. The drop from 33% to 12% is likely a measurement artifact, not a real shift.
Your top-scoring conversations both used creative names -- "Odor Slayer" and "Stain Slayer" instead of generic package tiers. Custom naming signals diagnostic thinking and makes your recommendation feel tailored instead of off-the-shelf.
On phone calls, you're referring prospects to competitors before presenting your own options. This doesn't happen on SMS -- you have time to think through the response instead of reacting in real-time. 4 of 6 losses were phone.
Same-day premium is supposed to be $100. This week it ranged from $0 to $69. When you do charge it, it's below the script rate. Consistent surcharge enforcement at $100 would add $100-$300/month in revenue at current volume.
| Day | Count | Avg Score | Notes |
|---|---|---|---|
| Sat 3/1 | 1 | 6.0 | Single conversation (phone) |
| Sun 3/2 | 6 | 5.9 | Highest volume. 2 losses. Abel (7.5) standout. |
| Mon 3/3 | 2 | 5.8 | Both phone, both lost |
| Tue 3/4 | 2 | 6.0 | Low volume, mixed |
| Wed 3/5 | 6 | 6.8 | Best day. Sylvia (9) + Timothy (7.5). |
| Thu 3/6 | 4 | 6.6 | Elle (8.5) standout. |
| Fri 3/7 | 3 | 6.2 | Mixed close to the week |
Scores trended up through the week. Mon/Tue were weakest (5.8--6.0), Wed--Thu were best (6.6--6.8). You performed better as volume picked up -- no fatigue pattern. Monday was 100% phone, 100% lost.
The new benchmark. Custom "Odor Slayer" naming, deep discovery, confident pricing through the "Ouch" reaction, proactive expectation setting with satisfaction guarantee. Only miss: the frequency question.
Near-identical to Sylvia. The only conversation this week where the frequency question was asked ("How often do you usually get it detailed?" then "Second detail ever" -- confirmed Problem Solver). Custom naming, diagnosis bridge, guarantee close.
Both top performers were SMS, both were odor jobs with custom naming, both included expectation setting. Elle is the only one that asked the frequency question -- and it was the most complete conversation of the week. The question doesn't slow the conversation down. It makes it better.
4 of 6 losses were phone. Two showed a specific pattern: you decided the prospect's problem was too hard before presenting a solution. Both got referred to competitors. This is phone-specific -- on SMS, you have time to think through the response rather than reacting in real-time.
| Metric | Feb W4 | Mar W1 | Change |
|---|---|---|---|
| Conversations | 36 | 24 | -33% |
| Avg Score | 6.2 | 6.3 | +0.1 |
| SMS Avg | 6.4 | 6.7 | +0.3 |
| Phone Avg | 5.8 | 5.8 | -- |
| Booking Rate | 31% | 23% | -8 pts |
| Loss Rate | 8% | 25% | +17 pts |
| Booked Revenue | $3,952 | $2,077 | -47% |
| Total Quoted | $12,857 | $9,151 | -29% |
| Didn't Convert | $5,172 (40%) | $4,727 (52%) | ↑ % share |
OD share decline (33% to 12%) likely a measurement artifact from frequency question regression (8% adherence).
Weekly Sales Meta-Analysis • Athay Auto Studio • Week 1, March 2026
AI Sales Intelligence • Netmore Marketing • Growth OS