Offer questions
Acquisition economics: questions answered
How to evaluate screened inquiries using your own conversion data without turning an estimate into a promise.
← Return to Cost per retained client, not cost per leadLead price is only one input. Intake cost and your own inquiry-to-client rate determine the useful planning view.
01
Building the estimate
Why criteria and your own intake history belong in the calculation.
Why does the conversion rate matter to screening?
Because cost per retained client is the price per inquiry divided by your inquiry-to-client rate. The screening standard determines the price; your intake determines the rate. Both belong in the maths.
Should we use industry conversion benchmarks?
No. Use your firm's own historical inquiry-to-client rate. An industry figure describes somebody else's intake, not yours.
02
Reviewing real economics
Which costs to include and when the firm should continue, adjust, or stop.
What return should we expect?
None is promised. The method estimates lead spend per retained client using your own conversion rate, then replaces the estimate with real outcomes as your intake reports them.
Read the supporting answer →What costs belong in the calculation?
The price per qualifying inquiry, your intake labour, and your case economics - not just media. A cheap lead price can hide an expensive acquisition cost.
Read the supporting answer →When do we decide to continue or stop?
On the numbers, at the agreed review cadence. Continue, adjust the criteria, or stop - the decision is made on the economics, not on impression.
Next step
Bring your numbers, not an industry average.
Use your own intake history to decide whether the proposed standard and price make commercial sense.