376. How Many Leads Do You Actually Need to Hit $5K or $10K Months? (The Simple Math Most Founders Ignore)

Speaker A: Welcome to the Moms Do Business different podcast, where we simplify business, honor our capacity, and build peaceful and profitable companies that support our lifestyle. I'm Kay Hillman, a service provider and coach with two young boys, and in each episode, we'll talk sales strategy and stewardship for Christian moms who want financial safety and to always have options so you can steward your life and family. Well, these episodes are recorded right from my bed next to sleeping kids. But the conversations here are raw, uh, honest pressure, practical, and rooted in faith so you can build a business that actually fits your life. Here, we say the quiet part out loud. Welcome to the vibe. Hey, boo. Hey. Happy whatever day you're listening to this on. Okay, I'm going to answer a question that, you know what, these last few couple episodes, and I think the next few episodes that I do are going to be me answering questions that I either pull from threads or that people have asked me. But anyway, this question that I want to answer is, how many leads do you actually need to hit a consistent income month or like to hit a 5k launch or 10k month or whatever? Okay. So I feel like a lot of times we don't realize that this is all math. There's so much math behind the business, and a lot of business owners completely miss that. But you can grow a sustainable, thriving business if you just know a little bit of math. And I actually, like, posted this, maybe I want to say, like, four years ago on Instagram, where I like, shared the math of, like, how to hit an income level or a launch goal. And it went, like, slightly viral back in that time. But here I am giving, like, a more expanded definition or example here on the podcast. Cause I don't think I've ever explained this out on the podcast. So I find that a lot of people, like, when you're thinking about, you know, you. You set your money goal or you set your launch goal and you're like, okay, I need to create content. Maybe I need, like, more followers. I need to go viral. You know, we have, like, all these different thoughts, and they're not bad thoughts. Like, creating more content is not a bad thought when you're thinking about your revenue goals. Especially in the day and age that we live in, right? Where content really is everything and you need some sort of content in order to build a business. The content doesn't have to be online. You can have offline content, which I think a lot of people don't always think about. But you can have, like, books and newspapers and flyers and all kind of things, right? But it is a valid point to say, like, okay, if I want to hit a certain income goal or have a certain launch number, then I need some sort of content. It's also not far fetched to say that you need to go viral as much as people kind of shade going viral. Even I am like, girl, you don't need to go viral. But at the end of the day, like, it's not far fetched to believe, like, okay, if I have a viral moment, this could change my business because it can, right? And like, let's be all the way for real. Real. There are plenty of examples of people that went viral and it changed their life, it changed their business. So it's not far fetched to think, okay, if I have this income goal or if I have this launch goal, then perhaps I should try to see if I can engineer virality. And then also a lot of people have a thought of just having more followers, right? Again, this kind of points back to the virality, but it's not far fetched. Like, I know that people, I know that people love to like market this angle of like, you don't need more followers, you need to go viral to center. And trust me, I get it because I, I also believe those things and I do say those things too. And also it is true that for some people, having more followers is a direct reflection of their revenue. I have a few clients actually who, um, and I, we always laugh about this, but I always say, girl, the money for you is in the followers. The money for you is in the content. The more content you put out, the more money you make. And it's like we can see a direct reflection of her content or her followers and her revenue. When she is growing in followers, she makes more money. When she's not growing in followers, her money kind of stagnates. And is that a good thing or a bad thing? It depends, right? It depends on the type of business model you have. But for a lot of us, when you're trying to reach like a 5k month or a 10k month and you have, you know, I would say like mid to high ticket offers, like anywhere from like $500 offers to maybe like three to $5,000 offers, when you're in that window and you're trying to, you know, hit these money goals, like 5 and 10k months, you don't always need some of these things that we think we need, right? Instead you just need a little bit of math. Okay? You just need a little bit of math. So one Thing that I find is that a lot of people don't think in numbers. You don't think in conversion rates, your sales capacity, or your offer pricing. But that's exactly what you need to be thinking about. You need to be thinking about what is your conversion rate. And what I mean by this is, out of 10 people or out of a hundred people that you get on a sales call, let's say 10 out of 10 people that you get on a sales conversation with or a sales call with, or you're in the DMS and you guys are actively talking about buying your offer, how many of them do you close? Do you close 10%? Do you close 20%? Um, if I get on a sales call, baby girl, I close 90%. Okay? There. There's very few sales calls that I don't close. That's why I love sales calls. I, um, don't get on a ton of them, but when I do, I'm like, oh, yeah, that's money in the bank. Thank you. Um, and thank you, God, you know, for the gift of being able to do that. But also because I've done so much work to pre sell them that by the time they get on the call, it's just like, this is a formality. We're just here to giggle, okay? But saying all that to say, what is your conversion rate? Okay, so out of 10 people, if you have 10 DM conversations and you actually pitch them your offer, like, this is the offer, this is the result. This is what it can do for you. Here's the price, here's the link. You did that for 10 people? How many people bought? Okay, that's. That's number or the first number, you know, okay, your conversion rate. The second number is your sales capacity. Now there's. This is kind of like a twofold number. But I like to think about your sales capacity as what is like, the goal. Which to figure that out, we need to know the last number, which is your offer pricing. So what is the price of your offer? So if your offer is five hundred or a thousand, then your sales capacity is going to be however many people you need in order to reach that. Like your, um, your final goal. I'll walk you through an example so you can see what I'm saying. Because, like, you're probably like, girl, okay, what you talking about? I got you, boo. Okay. Because math is actually very easy. Uh, my husband always jokes, like, he always, like, Jones me a little bit, though, because he'd be like, girl, you and your family, like, y' all not good at math, which is so crazy because like I'm a third generation entrepreneur. Like my grandfather was a entrepreneur, my father was an entrepreneur. Well, my, my parents, I should say they were entrepreneurs. So like entrepreneurship has been like in my family forever. And yet still we are kind of bad at numbers, which is so crazy. But anyway, here's the example. Okay, Talk you this math and what you need to do in order to hit. Let's just say a. What, what number should we do? Let's say our goal is $5,000. So if your goal is $5,000 and your offer is $500, how many clients do you need? You need 10. Okay, so your offer is 500, your goal and your sales capacity is 5,000, which means you need 10 clients. Now remember I said conversion rate, right? You need to know what your conversion rate. So out of 10 people, how many people do you close? Okay, let's just say for easy math, you convert 10%. So you, for every 10 people, you convert one, that's 10%. So you have your offer price 500. You have your goal which is 5,000, and your capacity is 10 clients, right? So you can sell up to, and you need to close 10 people in order to hit this number. Your conversion rate is 10%. The number of leads you need. This is multiplication, right? We're just doing a simple multiplication, 10%. Okay? You need a hundred leads. So in order to get 10 clients, you and you're having all these conversations, you need a hundred leads because if you close 10% of those leads, that gives you 10 clients. Okay, I hope you're following this math because it actually is very simple. And if you haven't done so yet and if it just makes it easier so you don't have to do the math yourself. I have my 100 lead system and you can grab that. I'll put it in the show notes somewhere, but you can grab that and there's a part inside of the system that actually maps this out for you. So it tells you what your conversion rate is or how to figure out your conversion rate. It tells you exactly how many leads you need. It tells you what? Like, it helps you plug out and figure out what your goals are. Like, it really, really breaks down this math for you. And you only have to like type in I think like two numbers. Like you just have to put your goal in and I think the price of your offer and that's it. Like everything. Well, you have to put your goal in the price of your offer and your conversion rate. But like it Gives you options for your conversion rate. So I make it very easy because again, math is not my forte. Like, I don't, I don't just math for fun. I would love to, but I don't really math for fun. I was a science person, so I more so like dealt with physical things and stuff like that. But anyway, um, math is just not my forte. But I love a good spreadsheet and I love putting together system and that's why I created the 100 lead system. So if this math is like, girl, you gave me a headache. I promise you it's, it's very easy. And I have a spreadsheet that will help you figure that out. So again, here's the thing. When we're looking at this example, right, Your offer is $500. Your goal is 5k. You need 10 clients in order to do that, and your conversion rate is 10%. You need 100 leads. But here's where people get stuck. People get stuck because a lot of times you only generate leads, like 10 or 20 leads in a month. You will never hit the goal, right? And I'm, and I, I'm using the word never loosely because I always make the example because I've experienced this and I've had clients experiences where, you know, you launch an offer and you only have 18 people on your launch list. And then I think my client one time she had like 24 people on her launch list or her uh, leads list for her launch. And when she launched, she sold, I want to say 14 of them or 15 of them, like it was over half that she sold. And that does happen. So don't get me wrong, that does happen. But also that changes your conversion rate. So now we know her conversion rate is higher in a launch. And that's totally fine. That's good to know. That's good insight, that's good information. Because when we go to launch again, we can then project off of that. We can find like I like to say, find your middle ground. So if, if normally you convert like a low number. So if normally you convert at 10%, but then in your next launch you convert at, ah, let's just say 80%. Then we, I'll say like, okay, let's meet in the middle of this. Which, man, I shouldn't have did that because now I'm, I'm, I'm blanking on what the middle is, but maybe it's like 50. So now in the next launch we're going to project based off of 50 instead of 10%. So that just like gives you some buffers so that just in case the next launch isn't as good or, you know, something changes, it's okay because, like, you haven't completely, like, overshot your numbers. But I'm saying all this to say a lot of times people stay stuck because you don't even know how many leads you need. So then you're generating significantly less than what you actually need in order to hit your revenue number. Okay? So the problem here, okay, the problem here, the reason why the launch flopped, that's what I talked about in the last episode, or the reason why you're not hitting the 5k or 10k month, is not because you need more content or you need more followers or you need, you know, um, to go viral or anything. It's simply because you needed more leads. Okay? You need more people that are entering into your world and saying, yes, I want to work with you. Yes, I'm interested in knowing more about your offer. That is what's happening here. So here's what I would recommend fixing and here's what I would kind of do, you know, in order. First, I would set like a 90 day lead target, which for me, you know, I've always Talked about my 100 or my rule, uh, of a hundred. And so my rule of 100 is every 90 days you need to be growing by a hundred new leads. Now, there's a caveat to this because I recognize as someone that does it myself, but also someone that does it for other clients, it can be a lot of work to focus on lead generation all the time. So one thing I will say is you can do like lead generation sprints, where basically for 90 days, like let's say quarter one, you decide, okay, quarter one, I'm, um, focused on lead generation, but then quarter two, you're focused on selling, and then quarter three, you focus again on new lead generation. And then quarter four, you focus on selling. Or you can do like a combination where you flip it, it doesn't matter, right? Um, however you want to do it. But I always say in 90 day pockets and at least twice a year you need to focus on lead generation. So first we're going to say, we're going to, we're going to say like just for example, that you're going to start your next 90 day legal tomorrow. Okay? So I want you to set a goal. Maybe it's not 100. Like maybe in your mind you're like, okay, I cannot commit to first off 90 days, let alone 100 leads. That's okay. We cut it in half, right? For the next 60 days or for the next 45 days, you're going to generate 50 leads. Okay, cool. Like start with something, right? I always say just start with what you can because sometimes we can't go balls to the walls. And that's fine because I understand our time capacity. Like, you know, I'm big on that and I'm also really big on bare minimum. Um, so if it's going to require too much work from you that you don't have the capacity for right now, I totally, totally get it. But I want you to be intentional about prioritizing it. My, I forgot to make this note at the beginning of this episode, but my babies are sick, so they are snoring very, very loudly. So that's what you hear in the background. Which y' all know the kids are always snoring in the background of my stuff. But I want to make that disclaimer because I'm like, I don't know how well you can hear them. But anyway, step one, setting that 90 day lead target and being very intentional about setting this at least twice a year. What is your lead target? What is your lead goal? Again, if you haven't done so, I high encourage you to go grab my 100 lead system because it will help you set up your targets, it will help you set up your goals so you know exactly what you need to focus on. Also I have this um, like I have a tab in there that basically helps you map out what you do every day of the week that you decide to do lead generation. And that's really, really good if you don't know what to do. Literally some of the categories, like I have different categories and some of the categories have over 15 different things that you can try in order to generate leads. So when I tell you it's a really good like tool to have and a really great system, I highly recommend it. It's what I use in my own business and I also implement it in some of my clients businesses that I do it for them, which I guess I could talk about that briefly. So I do something where I will generate leads for client, for certain clients. And so I have two offers. One of them is my um, launch leads list. And so essentially inside of that I am working with you for six weeks and I am generating leads for your business during your launch. So, um, or preparing for like right before your launch and then during your launch I'm supporting you with selling to those leads. And then I have another offer where I am Basically doing this experiment right, where for 90 days we have a target and we work towards generating however many leads over that 90 day span so that you can continue to sell your offers evergreen throughout the year or so that you can prepare yourself for a launch long term. Anyway, going back to the points that you need to do in order to like hit your revenue goals and figure out how many, you know, leads you need to get and all the things, first off you need to set a launch target or a lead target for 90 days. Okay. And again, go back and listen to what I said before because that will help you figure out how many leads you actually need and then decide for yourself. Do I feel like this is attainable in a 90 day span? I will say I'm pretty confident that 80% of my clients are able to hit the 100 lead goal in 90 days. Like usually that's not super hard because it's kind of just one a day. Some days you do two and boom, you have a hundred. So I would say 100 leads. You can also do 90 though, and that way you can just do one lead a day. The next thing I want you to do is I want you to choose, choose if this is like a launch based lead spike or a ongoing weekly lead flow. And the reason why it's important to choose between these two is because that's going to help you figure out how do you qualify if someone's a lead. Because if you're trying to launch an offer, then your goal is going to be over the next 90 days. Okay, cool. I am trying to get a spike of people that are interested in one particular offer. So you're going to send them to a wait list, you're going to send them to, you know, DM you something specific about the offer so you can save them and basically notate for yourself. Okay, this person is for my upcoming launch versus if you're doing like an ongoing weekly lead flow, then in that case it's not necessarily launch specific. You can send them to a lead magnet. You can send them to a uh, like your podcast, like a private podcast. Like you can send them to different places because your goal is just having conversations with people, getting them to a free resource or a low ticket resource, things like that. So ongoing weekly leaf flow, that's a little bit different because you're not, you're not focused on one offer in particular. It's more so focused on getting people that understand your message, getting them into your ecosystem, things like that and building a relationship. I will say ongoing weekly Lead flow is to me sometimes a little bit more fun because there's less pressure to sell them into something. So when you have less pressure to sell someone into something, oh my gosh, I'm trying to like yell over the kids snoring. But when you're able to, when you're, when you don't have to sell someone into something, it makes the relationship feel a bit more authentic. And this is where we can kind of talk a little bit more about. I know people have like the, the, the ick feeling around lead generation sometimes because it feels like we're being super salesy or super pushy or inauthentic. But it's not about being inauthentic. It's about how do you position yourself so that either you're only focused on attracting people that are interested in an offer immediately or you're focused on building relationships with people that can go any direction, like whether they work with you personally or whether they, um, you know, refer people to you. So whenever I'm focused on ongoing weekly lead flow, a lot of times I'm focused on not only attracting people that will buy, but also attracting people that I feel like would be great collaborators or, or great people that would like promote an offer or they would like swap email list like things like that. Because sometimes those people end up becoming clients, but often they become people that will refer you a lot of clients and that's always like a really good spot to be in. So set your 90 day target. Then you're going to choose is this is a launch based lead spike or is it an ongoing weekly lead flow? Because that will help you determine what you drive your leads to. And then lastly, build your bare minimum lead system. And from that point you're going to just focus on building out what is the simplest and easiest thing that you can do day after day, week after week in order to generate leads. Again. The, um, my 100 lead system will give you the ideas, will give you what you need in order to like build this out. Like I literally tell people inside of the system, take 15 minutes a day and do one thing. That's it. And I give you the things that you should be doing. So. Or I give you things that you can be doing. And that's what I do in my business. Like right now I'm doing a sprint. I don't know if I said this in this episode, but I'm doing a sprint 100 days. And my bare minimum system, it starts with I'm just engaging on threads like I'm Literally just engaging on threads. Now, there's other things that I do as well, but my focus is engaging on threads because I'm like, okay, I have the time to kiki and talk. Like, I have 15 minutes in the morning. So this is the easy thing for me to do. Sometimes my lead generation, um, in other rounds that I've done where I've done a sprint, I will just like, like, engage in comments on Instagram. Like, some, like, I know a lot of people are, you know, 50, 50 about Instagram. I am all in on Instagram. The only reason why I'm not more all in on Instagram is because I don't often have time to create the content, but I love creating videos and content and reels and stuff for Instagram. And so, um, I actually did a sprint recently where I. I posted, I want to say, like, 300 trial reels or something. Like, I went crazy on trial reels. Um, and so, like, I'm saying all this to say you have to build a bare minimum lead generation system. M. Like, what is the minimum that you can do every single day and then do extra on top of that when you have the capacity? So for me right now, my bare minimum is I'm going to spend 15 minutes on threads. But whenever I have a little bit extra time, I'm always thinking, well, what else can I do to, like, generate a lead? Can I create a video? Can I, you know, um, share a lead magnet on my podcast? Like, can I create a Pinterest pin? Like, I'm thinking of, like, okay, what are, like, random little things that I can do that can also, you know, add to me building leads. But at the end of the day, my bare minimum is I'm gonna show up on threads for 15, for 15 minutes a day. So those are the three things that I recommend you do. Like I said, I am currently testing out, like, a beta offer. And, well, I don't know if I said it was a beta offer, but I'm currently testing out a beta offer where I am essentially helping you get enough leads to actually hit your. However many, you know, dollars you want to make for the month or for your launch. And so, so, again, to kind of sum this up and answer the question of how many leads do you need to hit a consistent income month? It takes some simple math. It takes figuring out what's your offer, what is your goal, like, how many clients do you need to hit in order to reach your income goal, and then multiplying by your conversion rate once you are, I think, I think you divide. Um, actually, now that I'm thinking about, I think you divide by your, um, conversion rate. See, Mama K is not good at math, but one thing I do know is that it does make sense. So, um, actually, let me sit down and figure this out first so I can make sure I'm telling you the right thing. So I don't want to. I don't want to lead you astray. I was right. I don't know why I doubt it myself. So you need to divide the number of clients you want by your conversion rate, and that's going to tell you how many leads you need. Okay? That is it. Once you have that simple math, now you can just focus on generating those leads. And like I said, I gave you the three steps to do for that if you haven't done. So make sure you go download or grab the 100 lead system. That will give you every. I mean, I promise you it will give you everything you need, and it makes it very easy. If you have questions, here's one thing I want to let you know. If you have a question, please reach out and ask. Like, it never hurts to ask a question. I, uh, usually have, and my, my clients laugh about this all the time, but I usually have a podcast episode somewhere that can answer it. And then oftentimes I can send a quick voice note or you can jump in the support line and I can like, really just deep dive and like, help you a lot more in your business. But please don't hesitate to ask a question. Like, I, I really, I really wish people would ask more questions because it's okay. Like, it's okay to ask a question. And guess what? If you are thinking about someone or you're considering purchasing from someone and you can't ask them a simple question, baby girl, save your money, because the product probably sucks. Um, and I'm just being honest. Um, been there, done that. But anyway, not to harp on that and, and you know, whatever, but just want to encourage you to grab that. And then also if you are like, okay, K. I actually just don't have time to do this. Um, you know, I do get clients here and there, but I just want to make my resume more consistent. Or I, I know I want to hit a certain launch goal or launch number, then feel free to reach out to me. You can either either insta, like send me a message on Instagram at Moms to Business different, or you can send me an email@info Mrs. Cage.com and then I will, um, talk you through the lead Generation offers that I have. So I have two beta offers. One of them will help you with your launch in particular, and then one of them will help you with just ongoing lead generation. So if you need help with that, feel free to let me know. Let, um, me pray us out and then we will call it a day. Boo. All right, Father God, we just thank you so much for just, just wisdom and just being with us, Lord, in everything that we do. God, we pray that K's kids start to feel better soon because them boys are snoring. God, I pray for any, um, physical ailments, any sickness, any illness that, um, the woman, the women that are listening to this are encountering. God, I pray that you heal them, that you be with them, that you encourage them, that you give them rest, that you give them strength to navigate whatever it is that they might be facing or, um, something that might be challenging them. God, I pray that you continue to just encourage and minister to these women. God, I pray that you just continue to encourage them and keep them close to you as they are doing what you called them to do. God, we just thank you for the mission and the calling that you have put on our hearts. And God, we just ask that we are good stewards, that you help us to, um, remain good stewards and faithful and trust you as we are navigating our day to day and showing up in the way that you want us to. In Jesus name I pray, pray. Amen. All right, girl, that's it for this one Till next time. I will talk to you later, darling. Thank you so much for tuning in to this episode. I know you loved it, so go ahead and leave a five star review. Make sure to share this episode and tag me at Moms M Do Business different and at Mrs. K Hillman so a young thug knows it's real. May you walk in your purpose and calling every single day to steward the life and business that God has called you to. Until next time, let's get this money.