Why did my cost per lead increase?
Enter two periods of lead generation numbers and see which part of the chain moved your cost per lead.
A higher cost per lead has three possible sources: reaching people cost more, fewer people clicked, or fewer clicks became leads. Each points at a different fix, so it helps to know which one moved before changing anything. Enter two periods of the same length, use leads as the result, and the tool shows how much each part contributed and writes a short message you can send to the client. For the wider causes, read why cost per result is too high.
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Cofoundr shows the change in cost per result against the previous period on every client page, and alerts you when it climbs past your limit.
How it works
- Cost per result is spend divided by results. It is the product of three things: what it costs to reach 1,000 people (CPM), how many of them click, and how many clicks become results.
- Each of the three is compared between the two periods and shown as a percentage change.
- The share of the change is worked out so the three shares add up to 100 percent. A driver pushing the other way shows a negative share.
How to use the result
The biggest driver tells you where to look, not what is wrong. CPM points to the auction, audience and placements. Click rate points to the creative and offer. Conversion rate points to the landing page, tracking and traffic quality. Compare two periods of the same length, and avoid a period with a big sale or outage in only one of them.
Common questions
What counts as a lead?
Whatever the account counts as its result, such as a form submission or a call. Use the same definition in both periods.
Why compare two periods?
A cost on its own says little. The change between two comparable periods shows which part of the chain moved, so you can fix that part.
Can results mean leads, purchases or messages?
Yes. Use whatever the account counts as a result. Use the same result type in both periods.
What if results are higher than clicks?
That can happen with on-Facebook lead forms and messaging. The split still works, but read conversion rate as results per click.
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