How many leads should you get from your website?

The goal of any website is to generate leads. A lead is a potential customer who has expressed interest in your product or service. The more qualified leads you get from your site, the better chance you have at converting them into paying customers. But how many leads should you be getting from your website? And, more importantly, how do you increase that number? Let’s take a look at both questions below!

What is a website lead?

A website lead can be qualified by someone filling out a form on your website, chatting from your website, calling from your website, scheduling an appointment from your website, or any other activity that indicates an intent to purchase from you in the future (i.e., requesting more information).

How to calculate website lead conversion

To calculate the number of leads you should be getting from your website, start by figuring out how many people came to your website. You can do this by checking your google analytics or using a tool like spyfu.com to check your average monthly website visitors.

Then, track all your lead channels (forms, chats, online schedule, etc.)

You can do this with a tool like Google Analytics. If you’re not sure where to start, ask the person who built or manages your website for an overview of what kind of information they collect about visitors (e.g., how many people visited each page on the site). That way you’ll know which data points are important for calculating conversion rates.

Here is an example of calculating website leads.

Website Visitors – 1000

Calls -5

Forms – 10

Chats – 7

Online appointments – 3

Total leads: 20

In this example. The conversion rate is 20% visitor to lead.

How many leads should your website generate?

For local service businesses, the average conversion rate of website visitors to lead is 5%. This means if you get 100 people to your website every month, you should be converting 5 leads per month from those visitors.

This is very important to track because just because your website traffic is increasing, doesn’t mean they have qualified leads. This is especially important for local businesses because you want local traffic that is qualified for your local service.

How to increase leads on your website

We work with some local service businesses that convert 25% of website traffic in to leads. At that point if you want to scale your business, you can focus on increasing the website traffic through local ads.

To increase the number of leads you get from your website, make it as easy as possible for people to get in touch. If a lead is interested in your product or service, they’ll want to reach out and talk about what you do. You can do this by using a good call-to-action (CTA) on each page of your website that encourages visitors to contact you. Here are some examples:

• Estimate Calculator
• Schedule Service
• Request Estimate
• Chat Widget
• Schedule Service

You should also consider adding functionality such as lead generation tools or chat widgets so visitors can submit their information directly on the site rather than having to fill out forms separately. This way, they can easily submit their information while browsing other pages on the site before fully committing.

Another option would be online scheduling, so users are able to schedule an appointment quickly without speaking with anyone. There are several tools for this, but one we like is calendly.com because it integrates with many different calendars.

How to increase lead-to-sale conversion

Once you get the leads, you still must work them and convert them into sales. To increase your lead-to-sale conversion rate, you can:

1. Set up automated text and emails when a lead comes in that asks them a question and/or explains next steps. For example, if you are a carpet cleaning company, when someone fills out an estimate request, you can text them and ask if they have any pictures they could share to help with the estimate.
2. Build a sales funnel for leads by creating a nurture sequence for leads to go through. If people don’t answer a call or don’t respond after their inquiry, send them through a 7-10 follow up process automatically.
3. Be sure to actually call the leads.

A good conversion rate from lead to sale is 50-75%. The average lead-to-sale conversion rate is 42% based on a recent CRM study in the US.

Website Leads for Service Businesses

When it comes to running a local service business, people finding you online through google and then visiting your website to see if you are a legitimate business is the natural flow for prospects. Ensuring you have a game plan to maximize conversions is imperative to growing your business. Setup a free strategy meeting about your business here to discuss specific ways you can increase website leads for your business.