What Is a Sales Funnel? Why Every Business Needs One.

If you’ve ever wondered why some businesses seem to effortlessly attract new customers while others struggle to get attention, the answer usually comes down to one thing: their sales funnel.

Don’t let the marketing jargon scare you. A sales funnel is simply the path people take from first hearing about your business to becoming loyal customers. Think of it like guiding someone from your front porch into your living room — step by step.

The 3 Stages of a Sales Funnel

1. TOFU: Top of Funnel (Awareness)

This is where people first discover you exist. Maybe they saw your sign, stumbled across your website, or heard your name at a community event. At this stage, your goal isn’t to sell — it’s to say “Hey, we’re here!”

Examples: Social media posts, community events, blog articles, podcast mentions, local ads.

2. MOFU: Middle of Funnel (Consideration)

Now that they know you, people want to learn more. They may check reviews, browse your website, or ask a friend for their opinion. This is where you build trust and show what makes you special.

Examples: Email newsletters, helpful guides, testimonials, free workshops, product demos.

3. BOFU: Bottom of Funnel (Decision)

This is where the rubber meets the road — someone is ready to buy, book, or sign up. Your job is to make it easy, clear, and compelling to say yes.

Examples: Special offers, consultations, free trials, clear pricing pages, easy checkout.

Why This Matters

Without a funnel, people who discover your business may lose interest before they buy. With a funnel, you create a guided journey that builds awareness, trust, and loyalty over time.

The best part? Funnels aren’t just for big companies. Even the smallest local business — from a bakery to a contractor — already has one. The question is: are you making the most of it?

Coming Up in This Series

Over the next few weeks, we’ll break down each stage of the funnel with practical tactics you can use in your own business:

1. TOFU (Top of Funnel): How to get noticed.

2. MOFU (Middle of Funnel): How to build trust.

3. BOFU (Bottom of Funnel): How to close the deal.

👉 Takeaway: A sales funnel isn’t some mysterious marketing trick. It’s simply the journey your customers take with you. If you understand the stages, you can guide more people from “Who are you?” to “I’m so glad I found you.”