Three Stages of Sales Funnel Explained

The sales funnel is a model that describes the customer journey from awareness of a product or service to purchase. If you’re in sales, chances are you’ve heard of the sales funnel. In its simplest form, a sales funnel is the process that a prospective customer goes through on their journey to becoming a paying customer.

The funnel is divided into three stages: TOP (ToFu), MOFU (Middle Of Fu) and BOFU (Bottom Of Fu).

Three Stages of Sales Funnel

Product funnel templates

Stage 1) TOFU: Top of the Funnel

The top of the funnel (TOFU) is where your potential customers are first introduced to your brand. At this stage, they are typically unaware of their need for your product or service. TOFU marketing activities are all about raising awareness and generating interest in your brand.

The goal at this stage is simply to get leads interested in your product or service. To do this, you’ll need to create content that speaks to their needs and pain points. Once you’ve grabbed their attention, you can then start moving them down the funnel towards a purchase.

Some examples of TOFU marketing activities include:
– Social media ads
– Google Ads
– Content marketing
– Public relations

Stage 2) MOFU: Middle of the Funnel

At the middle of the funnel (MOFU), potential customers are aware of their need for your product or service and are beginning to compare their options. MOFU marketing activities are all about generating leads and helping potential customers move down the sales funnel.

At this stage, it’s important to provide leads with additional information that will help them make a decision. This might include case studies, product demonstrations, free trials, coupons, etc. The goal is to continue moving leads towards a purchase by providing them with the information they need to make an informed decision.

Some examples of MOFU marketing activities include:
– Lead generation campaigns
– Free trials or demos
– Webinars or ebooks

Stage 3) BOFU: Bottom of the Funnel

At the bottom of the funnel (BOFU), potential customers have decided that they want to buy your product or service and are now comparing different providers. BOFU marketing activities are all about persuading potential customers to choose your brand over the competition.

At this stage, leads have decided that they’re interested in your product or service and are now ready to make a purchase.

At this point, it’s important to provide a sense of urgency and encourage leads to buy now. This might include special offers, limited-time discounts, etc. The goal is to turn interested leads into paying customers.

Some examples of BOFU marketing activities include:

– Discounts or coupons
– Case studies or testimonials
– Comparative ads.

Here’s a more detailed look at each stage:

  • Awareness Stage (TOFU): As we mentioned before, at this stage, potential customers are just becoming aware of their problem or need. To reach them, you’ll need to use content marketing strategies like blogging, social media, and paid advertising. The goal is to attract prospects to your brand and get them interested in what you have to offer so that they’ll move on to the next stage of the funnel.
  • Consideration Stage (MOFU): In this stage, prospects have defined their problem and are now looking for possible solutions. They know about your product or service but need more information before making a decision. To reach them, you’ll need to use lead nurturing strategies like email marketing, case studies, free trials, etc. The goal is to build trust with your brand so that prospects will eventually make a purchase.
  • Decision Stage (BOFU): This is when prospects have decided which product or service they’re going to purchase. Your job at this stage is simply to close the sale and get them to take action by making an offer that they can’t refuse.


Now that you know all about the sales funnel- what it is and what its different stages are- you can start using it in your own sales process!

By providing helpful information at each stage of the buyer’s journey, you can build trust with your prospects and ultimately increase conversions. So what are you waiting for? Put these funnel stages into action and watch your business grow!


Aishwar Babber

Aishwar Babber is a passionate blogger and a digital marketer. He loves to talk and blog about the latest tech and gadgets, which motivates him to run GizmoBase. He is currently practicing his digital marketing, SEO, and SMO expertise as a full-time marketer on various projects. He is an active investor in AffiliateBay.

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