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Measuring Marketing Effectiveness: Setting Goals and Tracking KPIs

Measuring Marketing Effectiveness: Setting Goals and Tracking KPIs

What are the most important marketing KPIs your team should be tracking? This isn’t a trivial question; measuring the right key performance indicators is essential if you want to meet your business goals. So, which ones should you pay attention to?
The answer is… it depends.

How to measure marketing effectiveness

Marketing effectiveness is measured by the short-term and long-term revenue generated by a campaign and by how well the company’s costs of customer acquisition are lowered during that campaign.

Measuring marketing effectiveness: setting goals and tracking KPIs

With the amount of data and analytics available to your marketing team, there are literally hundreds of metrics you could be tracking: likes on social media, referral traffic, click-through rates, and bounce rates. All of them have the potential to tell you some critical information that will help guide your marketing strategy, but how do you decide which ones are actually relevant to you?

When Williamson, a manufacturer of infrared pyrometers for industrial applications, worked with us to create a new website, their primary goal was to improve their customers’ user journey and increase their brand awareness. Measuring the marketing effectiveness for their new site solely through metrics like unique traffic and leads generated would not properly indicate whether they were achieving those goals. Instead, they focused on KPIs such as customer churn rate and lifetime value per customer to help understand if they were moving in the right direction.

Key performance indicators are only useful in measuring marketing effectiveness if they are helping you reach your goals, so the first step is to establish goals for your business. Once you know what it is you’re trying to do, you’ll be more able to decide which metrics will help you get there. Here are five common data driven marketing goals and the KPIs you should use to track them.

Marketing engagement KPIs – Measure and track your progress

If your goal is to improve how visitors and customers engage with you online, increasing the amount of traffic to your website won’t necessarily help you. Instead, you want people to actually engage with your content: click on your links, spend time on your website, or even share your social posts!

According to 2022 Google Adwords, the average click-through rate (CTR) for the industrial services industry is only 5.6%. That means for every 1000 people that see your ad, only 56 are actually engaging with it! Rather than focusing on getting more people to see your ad, your time is better served improving this conversion rate. Also, make sure to always track your progress, for any digital marketing campaign you are running.

Here are a few KPIs to focus on to measure marketing effectiveness regarding engagement:

Click-through Rate

CTR is a good KPI for measuring the engagement of anything from landing pages to emails to ads. It measures the percent of people who click on a link they saw.

Bounce Rate

The percent of website visitors who leave your site after only visiting one page.

Time on Site and Pages Per Visit

Measuring engagement with your website can be determined by how long and deeply a visitor explores your site.

Social Media Likes and Replies

On social media, number of followers is far less important than the number of people who are engaging with your content through likes, replies, and shares.

Unique visitors

This metric refers to the exact number of your website’s visitors during a specific timeframe. Even though Google places more emphasis on tracking page views, knowing the precise number of visitors on your site is nonetheless valuable.

Page Scroll (Page Depth)

This KPI measures how your audience interacts with your pages, or more precisely how far they scroll down before they leave the page in question. 

Page scroll is an excellent indicator of the readability of your blog (and other pages on your website), and it can also provide insight about the overall quality of content.

Lead generation KPIs

Another common marketing goal is to improve the number and quality of leads. It is typically the area where your marketing team feels the most pressure from sales and executives. Determining the success of lead generation efforts requires tracking several KPIs, including:

Cost Per Lead

The total lead generation spend divided by the number of leads generated gives you an idea of the average cost per lead. Inbound marketing can help lower this figure as you build a more sustainable marketing funnel.

Conversion Rate

For lead generation, conversion rate refers to the percent of website visitors that eventually become leads. This helps measure the effectiveness of your marketing funnel and determine where in the funnel you are losing the most visitors.

Lead Quality

Measuring lead quality will require working with your sales team to determine what constitutes a qualified lead and using lead scoring to automatically rate leads. This should be the most important lead generation KPI as a high amount of low-quality leads will never beat a small amount of leads that are a better fit for your business.

Main Lead Channels

Your prospects will be using various methods to find goods and services, and in today’s market it’s extremely difficult to generate new leads without having a multitude of channels. The main channels for lead generation include appearing on organic search results, referral, social media and paid channels.

Sales effectiveness KPIs

Once leads are handed off, the primary goal of sales should be to improve how they convert leads into customers. This should be a concern of both sales and marketing as both departments can contribute to improving these KPIs:

Lead to Customer Ratio

The percent of leads that convert into customers. This is the most basic way to measure the effectiveness of the sales department.

Average Sales Cycle

Long sales cycles can drain sales resources and negatively affect the company’s cash flow. For manufacturing companies with sales periods of months or even a year, shortening that period by even a month can significantly impact total sales.

Monthly Sales Growth

Tracking monthly sales growth allows businesses to quickly react to issues, but also to respond to opportunities and positive trends.

Also, by establishing realistic sales targets you’ll be able to motivate your sales department and provide alignment of their efforts with the expectations of your company.

Average Profit Margin

Among the most important sales KPIs is the average profit margin, which calculates how much of the sales revenue results in profits.

It’s typically analyzed for specific products, sales people or by a territory, and is calculated by subtracting the production costs from the revenue of sales.

Customer success KPIs

While new leads and sales are valuable, your highest value is in keeping your current customers and increasing their value. Customer success KPIs include:

Customer Retention Rate

This is the percent of customers you keep compared to the number you had at the start of the period, not counting new customers.

Lifetime Customer Value

The average dollar amount each customer is worth to your business. Increasing this number through additional customer support, account managers, or customer resources can have a much more significant effect on your bottom line than making new sales.

Customer Churn Rate

Customer churn rate is a valuable performance indicator as it shows the percentage of customers who have opted out of your product or service.

These include canceled subscriptions, closed accounts and losing recurring contracts, and determining the churn rate is essential for a successful customer strategy.

Average Revenue Per User

Average Revenue Per User (typically abbreviated as ARPU) is an important metric showing the average revenue per a single user or customer over a specific period of time.

This KPI gives businesses precious insight about financial forecasting, customer understanding and the company’s profit generation capabilities.

Pay attention to the right marketing metrics

Knowing your goals allows you to start measuring your marketing effectiveness with specific KPIs that relate to those goals. When you’re paying attention the right metrics, you can understand if your efforts are driving results – and if they’re not, you’ll be armed with the knowledge necessary to make changes.

Important tools to include in every campaign analysis are Google Analytics and Google Search Console, so you know how your marketing efforts are translating to search engine success.