A boutique owner spends RWF 200,000/month on Instagram ads. I asked what return she gets. She didn’t know. She couldn’t track which customers came from ads vs walk-ins vs referrals. She was spending blindly.
Here’s how to set a marketing budget that makes sense.
The industry guideline
General rule: allocate 5–15% of your revenue to marketing. New businesses aiming for growth: closer to 15%. Established businesses maintaining: closer to 5%.
For a business making RWF 3 million/month, that’s RWF 150,000–450,000/month for all marketing — not just digital.
Where to spend it
Priority order for most small businesses in Rwanda:
- Website and email (RWF 30,000–80,000/month) — your foundation. A professional website with domain and email is the first investment. It works 24/7 and compounds over time
- Google Business Profile optimisation (free) — claim, complete, maintain, get reviews
- Social media content creation (free or RWF 10,000–50,000 for Canva Pro) — your ongoing visibility
- Social media advertising (RWF 50,000–200,000/month) — targeted reach, best for specific campaigns
- Content marketing (free — your time) — blog posts, articles, guides that attract Google traffic
How to track ROI
For every marketing spend, you should know:
- What did we spend? — exact amount per channel
- What did we get? — leads, inquiries, orders, website visits
- What’s the cost per lead? — spend divided by leads. If your cost per lead is higher than your profit per customer, something’s wrong
- What’s working? — double down on channels that produce results. Cut channels that don’t
Common budget mistakes
- Spending on ads without a website — where do ad clicks go? A Facebook page? That’s leaking conversions
- Boosting every post — boost only your best content or specific promotions. Not everything
- No tracking — if you can’t measure it, you can’t improve it. At minimum, ask every new customer “how did you find us?”
- All paid, no organic — paid ads stop when you stop paying. Organic content (website, blog, SEO) keeps working forever
- Copying competitors — their budget and audience are different from yours. What works for them may not work for you
Start small, track everything, and move budget toward what works. Digital marketing doesn’t require big budgets — it requires smart allocation and consistent measurement.