B2C Lead Generation:
Targets individuals.
Focuses on emotional appeal.
Sales cycles are shorter.
Often involves impulse decisions.
B2B Lead Generation:
Targets decision-makers within companies.
Requires a logical, value-based approach.
Sales cycles are longer and more complex.
Involves multiple stakeholders.
These differences mean that each model will focus on slightly different KPIs, although some metrics overlap.
Top KPIs for B2C Lead Generation
1. Cost Per Lead (CPL)
This is how much you spend to acquire one lead. If you spent $1,000 on a campaign and gained 100 leads, your CPL is $10.
Why it matters: Helps evaluate campaign cost-efficiency and return on investment (ROI).2. Conversion Rate
This measures the percentage of visitors who take a desired action (like signing up, filling out a form, or making a purchase).
Why it matters: High conversion means your landing page and offer are effective.3. Click-Through Rate (CTR)
CTR is the number of clicks your ad or content receives divided by impressions (views).
Why it matters: Shows how compelling your messaging is.4. Bounce Rate
The percentage of visitors who leave your site after viewing only one page.
Why it matters: A high bounce rate means your landing page isn’t engaging or relevant.5. Lead Source Performance
Track where your leads are coming from—Google Ads, Facebook, email campaigns, or organic search.
Why it matters: Helps you allocate budget to high-performing channels.