Funnel Design

When to Activate

Use this skill when designing a new marketing or sales funnel, auditing an existing funnel for drop-off points, mapping content to funnel stages, building email sequences tied to funnel progression, planning retargeting strategies by stage, or when someone asks you to "map the customer journey" or "build a funnel." Also activate when conversion rates between funnel stages are below benchmarks.

First Questions

Before designing or auditing a funnel, clarify:

1. What is the business model? (SaaS, e-commerce, services, marketplace, info product)
2. What is the primary conversion goal? (purchase, trial signup, demo booking, lead capture, application)
3. What is the average deal value and sales cycle length? (determines funnel complexity)
4. Where does traffic come from today? (paid, organic, referral, email, social)
5. What tools are in the stack? (CRM, MAP, analytics, ad platforms)
6. What data exists on current funnel performance? (if optimizing an existing funnel)

Core Rules

1. Every funnel starts with the end. Define the conversion event first, then work backward through the stages a prospect must pass through.
2. Fix the biggest leak first. Don't optimize the top of the funnel if middle-funnel drop-off is 90%. Audit stage-by-stage and prioritize the worst ratio.
3. Match content to intent. Each funnel stage requires different content types, messaging, and CTAs. Never serve BOFU content to TOFU audiences or vice versa.
4. Funnels are not linear in reality. Prospects skip stages, revisit stages, and enter at different points. Design for the ideal path but account for non-linear behavior.
5. Measure stage-to-stage conversion, not just endpoint. If you only track "visit → purchase," you can't diagnose where you're losing people.
6. Nurture is the funnel's engine. Without active nurture sequences (email, retargeting, content), prospects stall between stages.

Funnel Stage Definitions

TOFU — Top of Funnel (Awareness)

Goal: Attract attention and generate initial interest from people who don't know you yet.

Prospect mindset: "I have a problem" or "I'm curious about this topic" — not yet looking for solutions.

Content types:

• Blog posts and SEO content
• Social media posts (educational, entertaining)
• Podcasts and video content
• Infographics and data reports
• Paid ads (awareness, traffic campaigns)

KPIs: Impressions, reach, website visits, new users, social engagement, content consumption time.

CTA pattern: Low-commitment. Subscribe, follow, read more, watch, download a free resource.

MOFU — Middle of Funnel (Consideration)

Goal: Educate prospects on solutions and position your brand as the best option.

Prospect mindset: "I'm evaluating options" — aware of the problem, exploring solutions, comparing alternatives.

Content types:

• Lead magnets (guides, templates, toolkits, checklists)
• Webinars and workshops
• Case studies and customer stories
• Comparison pages and buyer's guides
• Email nurture sequences
• Retargeting ads

KPIs: Leads captured, email subscribers, lead magnet downloads, webinar registrations, email engagement, retargeting click-through.

CTA pattern: Medium-commitment. Download the guide, register for the webinar, request the case study, join the newsletter.

BOFU — Bottom of Funnel (Decision)

Goal: Convert qualified prospects into customers.

Prospect mindset: "I'm ready to decide" — comparing final options, evaluating pricing, seeking reassurance.

Content types:

• Free trials and product demos
• Sales consultations and discovery calls
• ROI calculators
• Detailed pricing pages
• Testimonials and social proof
• Guarantee and risk-reversal messaging
• Competitor comparison pages

KPIs: Trial starts, demo requests, proposals sent, close rate, time to close, deal size.

CTA pattern: High-commitment. Start free trial, book a demo, get a quote, buy now.

Funnel Types

Lead Generation Funnel

Flow: Ad/Content → Landing Page → Lead Magnet → Email Nurture → Sales Conversation → Close

Best for: B2B services, consulting, agencies, high-ticket products.

Stage conversion benchmarks:

• Ad → Landing Page Click: 1-3%
• Landing Page → Lead: 15-30%
• Lead → Marketing Qualified Lead: 15-25%
• MQL → Sales Qualified Lead: 30-40%
• SQL → Customer: 20-30%

SaaS Free Trial Funnel

Flow: Ad/Content → Signup Page → Free Trial → Onboarding Sequence → Activation → Paid Conversion → Expansion

Best for: Product-led SaaS companies.

Stage conversion benchmarks:

• Visit → Trial Signup: 3-8%
• Trial → Activation (key action): 30-50%
• Activated → Paid: 15-30%
• Paid → Retained (Month 3): 70-85%

E-commerce Funnel

Flow: Ad/Content → Product Page → Add to Cart → Checkout → Purchase → Post-Purchase Upsell → Repeat Purchase

Best for: Direct-to-consumer, retail, physical and digital products.

Stage conversion benchmarks:

• Visit → Product View: 40-60%
• Product View → Add to Cart: 8-15%
• Add to Cart → Checkout Start: 50-70%
• Checkout Start → Purchase: 40-60%
• Overall visit → purchase: 2-4%

Webinar Funnel

Flow: Ad/Content → Registration Page → Confirmation Sequence → Live Event → Pitch → Offer Page → Purchase → Follow-up Sequence

Best for: Info products, courses, coaching, SaaS demos.

Stage conversion benchmarks:

• Visit → Registration: 20-40%
• Registration → Attendance: 30-50%
• Attendance → Offer Click: 10-20%
• Offer Click → Purchase: 5-15%

Application Funnel

Flow: Content/Referral → Application Page → Application Form → Review → Interview/Call → Acceptance → Onboarding

Best for: High-ticket programs, selective communities, premium services, jobs.

Stage conversion benchmarks:

• Visit → Application Start: 10-20%
• Application Start → Submission: 40-60%
• Submission → Qualified: 30-50%
• Qualified → Accepted: 40-70%

TOFU/MOFU/BOFU Content Mapping Template

Stage	Content Type	Topic Example	CTA	Metric
TOFU	Blog post	"10 Signs Your [X] Is Broken"	Read more / Subscribe	Visits, time on page
TOFU	Social video	Quick tip or myth bust	Follow / Share	Views, engagement
MOFU	Lead magnet	"[X] Audit Template"	Download free	Leads captured
MOFU	Webinar	"How to Fix [X] in 30 Days"	Register	Registrations
MOFU	Case study	"How [Company] Achieved [Result]"	See the full story	Engagement, MQLs
BOFU	Free trial	Product experience	Start trial	Trial starts
BOFU	Demo video	Product walkthrough	Book a call	Demos booked
BOFU	Pricing page	Plans and comparison	Buy / Contact sales	Conversions

Drop-Off Analysis Methodology

Step 1: Map the Current Funnel

Document every step a prospect takes from first touch to conversion. Include all pages, emails, forms, and decision points.

Step 2: Instrument Every Stage

Ensure analytics tracks each transition. Use event tracking, UTM parameters, CRM stage updates, and email engagement metrics.

Step 3: Calculate Stage-to-Stage Conversion

For each transition, calculate: (People who entered next stage / People who entered this stage) x 100.

Step 4: Identify the Biggest Leak

The stage with the lowest conversion rate (relative to benchmarks) is your highest-priority fix. A 10% improvement at the biggest leak will have more impact than a 50% improvement at a minor drop-off.

Step 5: Diagnose the Cause

Common causes by stage:

Drop-Off Point	Common Causes
Ad → Landing Page	Poor targeting, weak ad creative, misleading messaging
Landing Page → Lead	Message mismatch, too many form fields, weak value proposition
Lead → MQL	No nurture sequence, irrelevant content, too slow follow-up
MQL → SQL	Poor qualification criteria, missing sales handoff process
SQL → Customer	Pricing friction, trust gaps, competitive alternatives, slow sales cycle
Trial → Paid	Poor onboarding, never reached activation, no perceived value
Cart → Purchase	Unexpected costs (shipping), complex checkout, trust concerns

Step 6: Prioritize and Test

Use PIE or ICE scoring to prioritize fixes. Run A/B tests on changes. Measure impact on stage-to-stage conversion and overall funnel throughput.

Funnel-Specific Email Sequences

TOFU Welcome Sequence (5 emails, 10 days)

1. Day 0: Welcome + deliver promised resource + set expectations
2. Day 2: Expand on the topic with a valuable insight or tip
3. Day 4: Share a customer story related to their interest
4. Day 7: Educational content that introduces your solution category
5. Day 10: Transition CTA — invite to a MOFU asset (webinar, guide, assessment)

MOFU Nurture Sequence (4 emails, 14 days)

1. Day 0: Deliver the MOFU resource + highlight key takeaways
2. Day 3: Address the #1 objection with a case study or data point
3. Day 7: Comparison or evaluation content (why your approach works)
4. Day 14: Soft BOFU CTA (free trial, demo, consultation) with social proof

BOFU Conversion Sequence (3-5 emails, 7 days)

1. Day 0: Clear offer presentation with primary CTA
2. Day 2: Testimonial-driven email — social proof from similar customers
3. Day 4: Objection handling — FAQ format addressing top concerns
4. Day 5: Urgency/scarcity (trial ending, limited availability, deadline)
5. Day 7: Final call — direct ask with risk reversal (guarantee, no-commitment)

Retargeting by Funnel Stage

Funnel Stage	Retargeting Audience	Ad Type	Message
TOFU	Site visitors, blog readers	Content ad	"Liked [topic]? Here's the complete guide"
MOFU	Lead magnet downloaders, webinar registrants	Case study / testimonial ad	"See how [company] achieved [result]"
BOFU	Pricing page visitors, trial signups who didn't convert	Offer ad with urgency	"Your trial expires in 3 days — upgrade now"
Post-purchase	Existing customers	Upsell / cross-sell ad	"You loved [product A] — try [product B]"

Funnel Visualization Template

TOFU — Awareness
  Traffic Sources: [Paid Search] [Social] [Content/SEO] [Referral]
  Volume: ______ visitors/month
  ↓ ___% conversion

MOFU — Consideration
  Leads Captured: ______/month
  Nurture: [Email Sequence] [Retargeting] [Content]
  ↓ ___% conversion

BOFU — Decision
  Qualified Opportunities: ______/month
  Conversion Mechanism: [Trial] [Demo] [Consultation]
  ↓ ___% conversion

CUSTOMER
  New Customers: ______/month
  ↓ ___% retention

RETENTION / EXPANSION
  Active Customers: ______
  Expansion: [Upsell] [Cross-sell] [Referral]

Funnel Optimization Priority Framework

Always optimize in this order:

1. BOFU first. Improving close rate has the fastest revenue impact. If you double your close rate, you double revenue without spending more on acquisition.
2. MOFU second. Improving nurture and qualification gives sales better leads and shorter cycles.
3. TOFU last. Driving more traffic into a broken funnel just wastes money. Fix the funnel, then scale traffic.

Exception: If you have zero traffic, TOFU comes first — you need data before you can optimize.

Quality Gate

Before delivering a funnel design or audit:

• Every stage has a clear definition, entry criteria, and exit criteria
• Content is mapped to each stage with appropriate CTAs
• Stage-to-stage conversion targets are defined with benchmarks
• Email nurture sequences are specified for each stage transition
• The biggest leak is identified (if auditing) and prioritized for fixing
• Retargeting audiences are defined by funnel stage
• Measurement and analytics are planned for every transition point
• The funnel accounts for non-linear behavior (re-entry, stage skipping)
• The funnel includes post-purchase retention and expansion stages
• All conversion benchmarks cited are appropriate for the industry and model