Calculate contribution per qualified lead
Relate lead value to downstream sales and service costs.
Start with a mature lead cohort
If 100 qualified leads produce 25 sales and each sale leaves $80 before acquisition, the cohort produces $2,000 in contribution. That is $20 per qualified lead before lead handling costs.
Include costs that occur before the sale
If sales follow-up costs $300 for the cohort and is not already in the $80 figure, the remaining contribution is $1,700, or $17 per lead. Do not deduct the same cost twice.
Compare segments with different close rates
An expensive source may still be viable if its leads close more often or buy higher-margin services. Use a stable qualification rule and show the count of unresolved opportunities.
Try a related tool
Estimate what you can pay to acquire an order while reserving a desired contribution. Use consistent per-order inputs.
