With Jodi Sodini
With Jodi Sodini
Do You Know Your Customer Acquisition Cost?
If you don’t, you could be lighting your ad budget on fire without even realizing it. Understanding your Customer Acquisition Cost (CAC) isn’t just another line item in a spreadsheet—it’s the heartbeat of every profitable marketing strategy.
Whether you’re running ads for high-ticket coaching programs, SaaS subscriptions, low-ticket memberships, or paid challenges, CAC tells you exactly what you can afford to spend to bring in a customer—and how to scale profitably.
In this post, I’ll break down why CAC is your North Star and share actionable insights using real-world examples from my clients. Let’s dive in.
At its core, CAC measures how much you spend to acquire a single customer. This metric sets the stage for your entire ad strategy.
Here’s why it matters:
It’s Your Success Benchmark – Without CAC, you’re just guessing at ROI.
It Drives Budget Decisions – Know how aggressive or conservative you can be with your ad spend.
It Keeps You Profitable – Spend confidently without blowing your budget.
Think of CAC like the budget for building a house. You wouldn’t start construction without knowing what you can afford, right? The same rule applies to your ads.
Scenario: A high-ticket coach runs a free webinar to sell a $5,000 program.
Ad Spend: $10,000
CPL (Cost per Lead): $10-$20
Leads Generated: 500-1,000
Sales Calls Booked: 50-100 (10% of leads)
Close Rate: 30%
With these metrics, the coach closes 15-30 clients, generating $75,000-$150,000 in revenue from a $10,000 ad spend. That’s a 7.5x to 15x ROI.
Takeaway: Free webinars can deliver massive returns when structured correctly. To maximize results:
Optimize targeting for the right leads.
Deliver value-packed webinars that build trust.
Streamline your sales process to close calls efficiently.
Scenario: A SaaS business offers a $97/month subscription and spends $40,000/month on ads.
Free Trial Signups: 4,000 at $10 CPL
Trial-to-Paid Conversion Rate: 25%
New Subscribers: 1,000
MRR (Monthly Recurring Revenue): $97,000
If subscribers stay for six months on average, total revenue is $582,000 from a $40,000 ad spend—a 14.5x ROI.
Takeaway: SaaS businesses thrive on lifetime value (LTV). Retention strategies like strong onboarding and reducing churn are crucial to making high CAC investments worthwhile.
Scenario: A $27/month membership site spends $1,000 on ads to acquire 50 new members.
Retention Rate: 3 months
Revenue: $4,050
If members stay for six months, revenue doubles to $8,100. Add upsells, like a $97 coaching offer, and a 20% upsell rate adds $970 to your bottom line.
Takeaway: Low-ticket memberships depend on volume and retention. To succeed:
Keep members engaged with fresh content and bonuses.
Add upsells and VIP offers to maximize revenue.
Scenario: A $37 paid challenge leads to a $2,500 upsell.
Ad Spend: $1,500
Participants: 100
Upsell Rate: 15%
Revenue: $37,500
Takeaway: Paid challenges attract warmer leads and boost backend conversion rates. Front-end profitability is possible with order bumps and VIP upgrades, reducing risk and providing immediate cash flow.
Track Your Numbers
Metrics like CPL, CAC, and LTV aren’t optional. They’re essential. If you don’t know them, start tracking now.
Test Relentlessly
Your first ad is rarely your best. Experiment with headlines, CTAs, visuals, and formats to find what works.
Match Your Funnel to Your Offer
Low-barrier lead magnets work for small offers; webinars and sales calls are better for high-ticket programs. Aligning your strategy eliminates friction.
Understand Your Risk Tolerance
Big ad spends often require bigger risks. Ensure your backend systems—sales pages, email sequences, and sales calls—are optimized to deliver results.
Focus on Lifetime Value
Retention is king. SaaS models and memberships thrive when customers stick around.
Reverse Engineer Your Budget
Start with your revenue goal. Work backward to determine how many sales you need and what you’re willing to spend.
Alt Text: "Digital marketing funnel metrics and customer acquisition costs displayed on a laptop screen in a modern workspace."
If this post got your wheels turning, DM me “CAC” on Instagram at @jodi_sodini. Let’s map out your funnel and ensure your ad spend is working as hard as you are.
Want help building profitable ad campaigns? Apply for a VIP day or done-for-you services at Sodini Marketing.
Learn why Customer Acquisition Cost (CAC) is the key to profitable ad campaigns. Discover actionable tips and real-world examples for high-ticket coaching, SaaS, and low-ticket memberships.
Customer Acquisition Cost
Digital Marketing Strategies
High-Ticket Funnels
SaaS Marketing
Paid Challenges
Low-Ticket Memberships
Return on Investment
By implementing these strategies, you’ll shift from guesswork to data-driven decisions. Ready to scale? Let’s make it happen.
"Understanding the entirety of how a
business works and how a funnel should work
is crucial for being a great ads manager."
- Jodi Sodini
You can FEEL GOOD about spending money with Sodini Marketing.
Because not only are we a team full of purpose-driven marketers with integrity, but we also put our money where our mouth is.
Each quarter, Sodini Marketing commits to donating time and 5% OF ALL OF OUR PROFIT to a local Pregnancy Resource Center.
We are committed to helping moms with an unplanned pregnancy get services and resources they need.
🌟 High Ticket DFY: We spent under $800 to bank nearly $8,000 in revenue, achieving an impressive ROAS of 10.7!
🌟 SaaS Offer: Matt aimed to promote his SaaS offer, investing $15k in ads, and generated an outstanding
$55,000 in revenue.
🌟Online Challenge + Digital Product: Goal was to fill an online challenge, and we invested $55k in ads, with a total revenue of $135,787 and a ROAS of 2.5
Join Jodi Sodini on an insightful journey as she takes you from her days as a paramedic and firefighter to the helm of her own advertising agency. In this first installment of the Million Dollar Marketing podcast, Jodi delves into the intricate workings of businesses and the vital role funnels play in effective advertising management. Drawing from her experiences, she candidly shares the lessons learned from a past business partnership that didn't quite go as planned, and how those lessons shape her current agency's approach.
Honesty, integrity, transparency, and accountability are more than just buzzwords for Jodi—they're the cornerstones of her work ethos. In this episode, she opens the door to the ever-evolving world of Facebook ads, offering valuable insights into what's trending and what's not. But it's not all business talk; Jodi also invites you to peek behind the curtain, providing glimpses into her personal life and the day-to-day operations of her thriving agency.
Tune in for a refreshing blend of professional expertise and casual conversation, as Jodi Sodini shares her wisdom, experiences, and a few laughs along the way.
"We now have hundreds of leads pouring through the door"
"Such amazing results in so little time. It's INSANE!"
"Jodi helped me finally close high ticket sales with an automated webinar!"
"Don't let past experiences with other agencies define your future success."
"In a mere 12 days, Jodi turned my ad account
from a .8 ROAS to a staggering 3 ROAS,
overshadowing the results from a renowned agency."
- Michelle Diaz, Online Business Owner
I'm not your typical marketer...
I'm not all business jargon and sales pitches...
I'm a real person with real experiences that have shaped who I am today.
I'm not just a marketer; I'm a partner in your journey.
(I've learned SO MUCH in the past decade, working with HUNDREDS of clients all over the world. Trust me, you want me on your team.)
With a wealth of experiences, personally and professionally, that value authenticity and resilience, I'm committed to your success.
Let's collaborate and tell your unique story to propel your business forward.
I'm not your typical marketer...
I'm not all business jargon and sales pitches...
I'm a real person with real experiences that have shaped who I am today.
I'm not just a marketer; I'm a partner in your journey.
With a wealth of experiences that value authenticity and resilience, I'm committed to your success.
Let's collaborate and tell your unique story to propel your business forward.
"We now have hundreds of leads pouring through the door"
"Such amazing results in so little time. It's INSANE!"
"Jodi helped me finally close high ticket sales with an automated webinar!"
Pull Quote
"Don't let past experiences with other agencies define your future success."
Pull Quote
I joined because I've seen their processes and loved her other programs, and in talking to her, I feel so much confidence around their processes and it gave me hope!
I highly recommend them to other entrepreneurs.
Michelle came to us super frustrated with her lack of results with a "big name" agency. She had dreamed of working with them, but they just didn't deliver on their promises. After a year of losing revenue with failed ad campaigns, Michelle decided to work with Jodi again.
Within 12 days of taking over the account, the ROAS turned positive and the account was able to be scaled beautifully and profitably.
Suzanne was introduced to Jodi through an industry friend and marketer who knew Jodi could help Suzanne with her Facebook Ads. Before working with Jodi, Suzanne had made exactly ZERO sales from Facebook Ads. That all changed with Jodi's strategic advice and approach, allowing Suzanne to feel confident about her offers and funnels again.
💪 We're committed to building a diverse team and collaborating with vendors who share our values (and ensuring they're compensated fairly!)
💪 A portion of our profits goes toward supporting unexpectedly pregnant single moms, helping them achieve financial stability and pursue their dreams.
By working with us, you're not just growing your business; you're making a positive impact on the lives of these moms in need.
Jodi Sodini
Team Dog 🐶 with lots of love for Isobel, her Bernese Mountain Dog
Enneagram 8 extraordinaire, dishing out honesty and integrity
like treats to a loyal pup.
Protective like a mama bear 🐻 (or should we say a mama dog?), guarding her clients fiercely.
Chosen by God to be a mom to 5 boys, ages 23, 19, 10, 7, and 2
Loyal and committed to clients, treating them like family
Balancing business, homeschooling, and church worship like a true multitasking mompreneur.
Strategic genius, achieving remarkable growth from 6 to 7 figures for multiple brands.
Highly data-focused and detail-oriented, thriving on number-crunching.
Recognized expertise in designing and implementing high converting coaching and consulting funnels
Owner Intro 2
Personality
Personality
Credibility
Credibility
Credibility
Jodi Sodini
Team Dog 🐶 with lots of love for Isobel, her Bernese Mountain Dog
Enneagram 8 extraordinaire, dishing out honesty and integrity like treats to a loyal pup.
Protective like a mama bear 🐻 (or should we say a mama dog?), guarding her clients fiercely.
Chosen by God to be a mom to 5 boys, ages 23, 19, 10, 7, and 2
Loyal and committed to clients, treating them like family
Balancing business, homeschooling, and church worship like a true multitasking mompreneur.
Strategic genius, achieving remarkable growth from 6 to 7 figures for multiple brands.
Highly data-focused and detail-oriented, thriving on number-crunching.
Recognized expertise in designing and implementing high converting coaching and consulting funnels
Owner Intro 2
Personality
Personality
Credibility
Credibility
Credibility