Measuring ROI in Influencer Marketing: Metrics and Methodologies

Influencer marketing has blown up over the last few years and has become essential to many brand marketing strategies. But as you increase your influencer marketing budget, it’s crucial to be able to measure the return on investment (ROI) of your influencer campaigns.

This allows you to understand and prove the value driven by your influencer partnerships. Whether you’re just getting started with influencer marketing or looking to optimize existing efforts, having the right ROI measurement approach is key for proving campaign value and making data-driven decisions.

influencer marketing ROI

In this article, we have provided an overview of the key metrics you can use to measure influencer marketing ROI, as well as methodologies you can leverage to calculate the monetary value generated from influencer partnerships.

At its core, ROI measures the amount of return you earn on an investment relative to the investment’s cost. In influencer marketing, your goal is to earn back more money than you spent on influencer content production and promotion.

Potential returns come from metrics like website traffic, conversions/sales, and social engagement driven by your influencers. On the other hand, the costs involve the fees you pay to influencers and other campaign expenses like software, ads, or your team’s time.

ROI is then calculated by dividing the total returns generated by the total costs you spent. A positive ROI means the returns exceeded your overall costs.

Key Performance Indicators (KPIs) for Measuring Returns

When it comes to measuring the value driven by influencers, there are a few key performance indicators (KPIs) you should be tracking:

  • Website Traffic — Look at how many people click the links that influencers share to your website. You can track this using UTMs in the links. Calculate how valuable this traffic is by looking at your normal sales conversion rate and how much money you usually make from each sale.
  • Conversions/Sales — Count the direct sales or signups that come specifically from tracked influencer links or special promo codes they share, and consider how these contributions affect your net accounts receivable by evaluating the actual revenue collected. Figure out how much these conversions are worth based on your average sale amount.
  • Engagement — Measure the number of likes, comments, shares, views, and other engagements that influencer posts about your brand get. You can put a value on this engagement based on the average rates that companies pay for social media engagement or ad costs.
  • Brand Awareness — Conduct surveys to see if metrics like brand recall, favorability, and consideration changed after doing influencer campaigns. Compare this to a baseline without using influencers.
  • Audience Reach — Count the total followers and potential impressions based on each influencer’s followers and normal engagement rates. You can value reach based on your cost per thousand impressions.
  • Content — Review the posts, videos, images, and other content you get from influencer partnerships. Estimate what it would cost you to produce similar high-quality branded content on your own.

Each KPI valuation methodology has pros and cons, which vary based on your specific campaign goals and industry benchmarks. You will want to test out measuring ROI in different ways to see what KPIs and valuations correlate best.

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How to Calculate Influencer Marketing ROI

With your metrics defined, you can calculate ROI using this simple formula:

Total Return / Total Investment = ROI

Your total returns would include the monetary value assigned to each of the KPIs achieved above. The total investment is what you spent on influencer compensation plus other campaign expenses like software, ads, or your team’s time.

However, you need to make sure to break down and analyze your ROI both at the campaign level and for individual influencer partnerships. Seeing which influencers drive higher returns can help you optimize partnerships.

Furthermore, methodologies like cost per acquisition (CPA) are also useful for valuing the positive impact driven by influencers and may be more actionable than pure ROI.


Measuring the ROI of your influencer campaigns is crucial for proving the value of influencer marketing and optimizing your strategy over time. By tracking key performance indicators like traffic, conversions, digital engagement, reach, and brand impact, you can quantify the monetary returns driven by your influencers. 

Comparing these returns to your total investment allows you to calculate campaign or influencer-level ROI and highlight high-performing partnerships.

The good news is that plenty of dedicated influencer marketing platforms are available that provide the analytics and attribution you need to accurately measure ROI across multiple metrics and channels.


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