Every contact you capture, or lead, moves through a series of stages from leaving their details to buying from you. That sequence of stages is called the pipeline, and you move people along it by hand from the Clients screen:

• Registered: they have just left their details. Get in touch.
• Appointment confirmed: they have a time booked in your calendar.
• Showed up: they came to the appointment.
• Quote accepted: they have accepted your proposal.
• In treatment: they are now an active customer.
• Lost: they dropped out at some point in the process.

Moving people along in good time is what keeps the list useful as a radar of who is waiting on a next step from you.

The most common mistake when starting out is leaving everyone in "Registered": with twenty contacts like that you no longer know who you called and who you did not.