How many visitors do you need to your website to sell your products or services while creating more time to enjoy your business?
Is it a 1000, 5,000, 10,000 plus or under 250 visitors?
For somebody who barely passed math exams at school, I am numbers obsessed. But here’s what I know, if I don’t know the number of website visitors I need to drive to the web pages I can be working all day hoping to do enough to make a sale.
However, knowing the specific number means I can create a marketing plan of action to follow through, which gives me clarity and focus, makes me more self-accountable toward results, it also gives me more time (as I am not wasting it on non-productive activities), more time means I can then do other things that I feel are also meaningful and joyful through the day in a relaxed manner.
In this article, I am reviewing general guidelines on how to work out the number of visitors we need to drive to a website in order to generate a targeted number of highly qualified leads.
A brief summary
Is your website traffic enough to generate new leads?
Say you are a local business selling t-shirts and other items in the shop.
You may get 1000 shop visitors a month who browse the shop, smile, and leave.
Or you may have 1000 visitors, half of them browse and buy nothing, and another half buy a card for a pound and leave.
Or you may have 1000 shop visitors a month, half of them browse the shop and buy nothing, a quarter will buy just cards, the remaining will buy cards, t-shirts, and a bunch of other items, leave their names and emails at the till to hear more from the shop and special offers and leave.
If making sales at the till is enough for your business to keep going and you are happy to maintain such a level then it is fine. But if you are ready to scale up and grow your business, then you need to increase traffic and get more people who like to fill up the trolly and buy more at the checkout.
How to work out the number of traffic required to generate leads?
The number of visitors you need to your website to generate leads can vary widely depending on several factors, including your industry, the quality of your website, your target audience, and your website conversion rate. Here's a general outline of the process:
Define Your Business Goals: First, you need to define what constitutes a "lead" for your business. Is it someone who fills out a contact form, subscribes to your newsletter, or takes some other action such as buying a product?
Conversion Rate: Your website's conversion rate is the percentage of visitors who take the desired action (become leads). Most websites have a 1% conversion rate. If your website has a 1% conversion rate, it means that 1 out of every 100 visitors become leads.
Target Number of Leads: Determine how many leads you want to generate within a certain time frame. This is your target. For example, recently, I have been working with a client from the construction industry, we have been aiming to generate 20 leads a month, so I will use this example below.
Calculate Required Traffic: To calculate how much website traffic you need, you can use the following formula:
If you are ready to scale up and grow your business, then you need to increase traffic and become visible.
Required Traffic = (Target Leads / Conversion Rate) * 100
For example, if you want 20 leads per month and your conversion rate is 1%, you would need 2,000 visitors per month.
It's important to note that this is a simplified calculation. In reality, it's not just about increasing traffic but also about improving the quality of that traffic. You want visitors who are genuinely interested in your product or service.
For example, working with the client, we discovered that we actually needed just 667 targeted visitors to generate 20 leads, that is just 33 visitors for every lead.
How to increase the conversion rate and how your sales be affected if you achieve that?
Here’s the good news.
Now that you have a general understanding of the amount of traffic you need to generate new leads, you can then work not only towards achieving those goals but also growing your business.
First, have a look at what happens if you improve the conversion rate of your website from 1% to 2%.
Taking the numbers above
Required Traffic = (Target Leads / Conversion Rate) * 100
For example, if you want 20 leads per month and your conversion rate has gone up to 2%, you would need just 1000 targeted visitors per month.
How does knowing your website conversion rate and target traffic numbers help your business grow?
Let’s recalculate the above.
Traffic * Conversion Rate, or 2000 * 1% = 20 leads
Traffic * Conversion Rate, or 1000 * 2% = 20 leads
Traffic * Conversion Rate, or 2000 * 2% = 40 leads
You basically doubled your business by increasing your website conversion rate. And this is how you start to grow. In addition, you are also able to maximise your advertising budget.
In the next post, I will explore how you can increase your website and sales conversion rate and how to maximise your advertising budget.
Stay tuned.
In the meantime, if you need help with your traffic and conversion and want to grow your business leads, and sales and maximise your marketing and advertising budget contact me for no obligation initial conversation and we can explore the options.
I work with small businesses like yours that are looking to grow and dominate chosen niche markets. Stay ahead of your competitors while remaining in harmony with your core business philosophy.
I look forward to hearing from you.
Tamara Forrest-Smith
Socrates Bike
The Thinking Marketer
PS. You can also follow me on Instagram and Facebook as well as subscribe to my newsletters where I share daily marketing stories and ideas to help you grow your business.
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