Do the maths!


Decide on a monthly basis, on average, how much money you want to generate via your website. You can then work backwards to calculate exactly how many website visitors you will need per month. For example, you’ve said that you would like to grow your business by £100,000 (go for it!) in the first year. This means you want to generate £8,334 per month. £100,000 / 12 = £8,334


Now break it down into the number of clients that represents. Simply divide your monthly required revenue figure by the amount of profit from an average client and you have the number of clients you need. Let's say you make an average of £833 per client (just to make the figures easy!) This means we need 10 clients per month to reach our £100k revenue figure. £8,334 / £833 = 10



Next you need to know your lead-to-client conversion rate.     Say, on average, get 4 new clients from every 10 leads you have a lead-to-client conversion rate of 40%. To get the number of leads you need each month to hit your revenue target, divide the number clients per month by your conversion percentage. For example, we need 10 clients per month and have a 40% lead-to-client conversion rate: 10 / 40% = 25 So based on your conversion rate 25 monthly leads will get you 10 monthly clients.



Finally, identify how many website visitors we will need to provide 25 leads per month. If you don’t have this figure use 1% – 3% as a rule of thumb. Then divide the number of monthly leads by a conservative conversion percentage: 25 leads / 1% = 2,500 Ergo, 2,500 website visitors per month will give you 25 leads which should give you 10 clients, and hopefully, your target revenue!

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Ihubbusiness is an information hub for small businesses who wish to learn about internet marketing. The site was founded by Lola Bailey in 2010. Lola is a member of the Institute of Digital Marketing and has over 20 years sales and marketing experience. She is also a full-time copywriter at, a copywriter consultancy which she founded. Email:

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