We all know that marketing is critical to running a successful business. And when it comes to marketing, it’s essential to track your results and ROI closely. One key metric that marketers often focus on is the cost per lead (CPL), which refers to the money you spend acquiring new leads for your business.
This blog will discuss CPL, how to calculate it, and some tips for reducing your costs and improving your results. And at the end, we will share some final thoughts on what you should keep in mind as you optimize your marketing campaigns.
Whether you are a new marketer or an experienced professional, these tips can help you optimize your marketing efforts and get the most out of every lead.
What Is The Cost Per Lead?
Simply put, it’s the money you spend to acquire each new lead for your business. The CPL metrics let the marketing team know if they are spending too much on specific channels or strategies or if they are getting a good investment return.
The lead can be in any form, such as an email address, phone number, or contact form submission. It all depends on your marketing channels and the leads you are targeting.
Well, CPL is only one factor among several other digital marketing factors. Try not to get it confused with other metrics, such as:
- CPC – The cost per click (The cost of one person clicking on the ad)
- CPM – Cost Per Thousand (The cost of thousand users viewing the ad)
- CPA – Cost Per Action (The cost of one person converting a lead)
How To Calculate Cost Per Lead?
There are several ways to calculate your CPL, such as dividing the total marketing spend by the total number of leads or tracking the cost per leads over time.
A popular method is to divide the cost of a campaign by the number of conversions (the number of customers that completed your desired action)
For example, if your marketing campaign costs $1,000 and generates 200 leads, your CPL would be $5 ($1,000 ÷ 200 leads).
Seven Ways To Reduce Cost Per Lead
If your cost per lead is higher than you would like it to be, then there are several things you can do to reduce costs and improve your results. Some of these strategies include:
Review Your Marketing Campaigns
Before you start moving ahead, look at the past, like all the campaigns you have completed, their budgets, and results, and most importantly, calculate their cost per lead for each campaign.
Then Identify the campaign that generated high leads with low CPL, then find out how? What is the marketing strategy behind this campaign? Is it’s a secret behind it? What changes may be required for other campaigns to achieve similar results?
Conduct A/B Testing
Another helpful strategy to improve your CPL is through A/B testing. This involves creating two marketing campaign versions, an ad or email subject line, and then split-testing them to see which one gets the best results.
By adjusting elements like the title, images, CTAs, or copy, you can optimize your campaigns for higher conversions and lower costs. And the one that generates the best results can be used as a new benchmark for future campaigns.
Check Your Keywords
A critical component of any digital marketing campaign is choosing the right keywords to target for SEO or PPC ads. If you are using PPC advertising to attract leads, try targeting long-tail keywords, which will automatically drop your CPL.
Long tail keywords are a more filtered way that reflects a customer’s need based on what they are searching for in the search engine. When you run ads by putting long tail keywords, It ultimately reduces your cost per lead as you can get more customers using long tail keywords.
You can also use keyword research tools, like Google AdWords Keyword Planner or the SEMrush Organic Research Tool, to identify what keywords your target audience is using and what types of content they are searching for.
But be sure you are using keywords with a high conversion rate but are not too competitive to get more leads without spending too much on ads.
Target By Demographics
Another way to optimize your CPL is through targeted marketing, which means adjusting the types of customers you are targeting based on their demographics, such as age, gender, location, or purchase behaviors.
You can use a tool such as Facebook Ads Manager or Google Analytics to gather data on what types of users are viewing your ads and then use that information to make informed decisions about your target customers.
For example, if your business is primarily targeting women between the ages of 18-30, you can run campaigns that target this demographic and focus more on what they are looking for in their ads.
Target Customers Based On Behavior
Targeting users based on their behavior can also be a great way to improve your CPL. This can be done by collecting data on what content people engage with, what sites they visit, what they search for, and what ads they click on.
You can use this information to create highly targeted ads, like email marketing or retargeting campaigns, that are more likely to be relevant and appealing to the people you are targeting.
Another way to use behavior-based marketing is through remarketing, which involves delivering ads based on what customers have previously viewed or what products they have purchased.
Diversify Your Campaign
Most marketers focus on one channel to drive leads, such as SEO or PPC. To maximize the return on your marketing investments, you must diversify your campaigns using different channels, such as SEO, social media, email campaigns, PPC, and more.
This ensures you reach a broader range of potential customers while reducing your CPL overall and getting better results from every campaign you run.
Check Performance By Various Factors.
It would be best to track your lead cost by location, device type, time of day, etc. This will help you identify what is working well and what needs to be changed and improved.
- Location: This ensures that you are reaching customers in the locations where they are most likely to convert.
- Device: Are your campaigns optimized for desktop and mobile users?
- Time: Which time of day are your campaigns performing best? And what marketing tactics are most effective during that time? And more.
Some tools, like the Google Analytics ecommerce tool, can help you track and measure how users are engaging with your ad campaigns.
Remember, These are just a few ways that you can use to reduce your cost per lead and improve results. Many other strategies may work for your unique business.
Now that you know what it takes to optimize your CPL, the key is to put these strategies into practice and continually experiment, test, and track your results over time to find what works best for you.
If you have any doubt regarding the cost per lead, then feel free to leave your question in the comment section. We will be happy to answer you.
Thanks for reading 🙂