Sales Funnel
TOFU, MOFU, BOFU
In one sentenceThe stages people move through from first hearing about you to buying: top (awareness), middle (consideration) and bottom (decision).
What it means
It is called a funnel because many people enter at the top and fewer come out the bottom. TOFU (top of funnel) is awareness: posts, ads, podcasts. MOFU (middle) is consideration: case studies, webinars, lead magnets, conversations. BOFU (bottom) is decision: demos, proposals, offers.
Each stage needs different content and a different ask.
How to use it
- Map your content to stages. Most people only create top-of-funnel posts and wonder why nobody buys.
- Measure the conversion rate between stages to find where people drop off, and fix that stage first.
How AI helps
Ask AI to sort your content library by funnel stage and show you the gaps, then draft pieces for the empty stage.
Related terms
Lead MQL SQL Conversion Rate Lead Magnet Greeting, Feeding, Meeting
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