Cost per close is the amount of money you spend to get one closing or one deal. So if you spend $1,000 on a lead package and got 5 deals closed then your cost per close is $200. Pretty simple and easy to understand. What gets lost in calculating this figure is time. The time you spent on managing the lead campaign, distributing leads, returning leads, sending payments, and so on.

It is important to factor time into the equation. It is even more important for you to figure out a way to minimize the time you spend on managing a lead campaign so your cost per close is less and your ROI is more. Here are a few ideas on how you can spend less time on your lead campaigns and more time selling and maximizing your return.

1. Get a lead management system. A lead management system that distributes leads automatically can save you hours. Not to mention you can track ROI, the life of a lead and lead vendor performance. A lead management system gives you a clear picture of how each lead campaign is doing, how your sales team is doing and saves time.

2. Try and negotiate with your lead provider a longer window for returning leads. If you can send back returns weekly then it will save you time during the week for selling.

3. Set up a time to review issues or lead quality with your point of contact at the same time each week. Lead quality goes up and down weekly. If you stop and call your lead provider every time there is an issue then you will waste valuable time. Not to mention be very frustrated.

4. If you can not afford a lead management system then just have a system. One that is organized and tracks your leads. Your ROI can be impacted greatly if you do not get credit for your bad leads.