Does your funnel cover all 3 stages? 6 questions to diagnose whether your TOFU, MOFU and BOFU are working.
1 TOFU: How do you attract cold traffic?
Cold traffic doesn't know you, doesn't trust you, and doesn't care about your product. Your only job is getting them to "raise their hand".
📝 Organic content (blog, social, SEO)
💰 Paid ads (Meta, Google, TikTok)
🤝 Referrals and partnerships
❌ I have no way to attract cold traffic
2 TOFU: What do you do when traffic arrives?
68% of companies have no system to turn traffic into leads. If you don't capture the email, the visitor leaves and never comes back.
✅ I capture emails with a lead magnet
🟡 I only have a contact form
❌ I capture nothing — the visitor leaves
3 MOFU: How do you educate your leads?
Leads need 5-7 touchpoints before buying. If you don't educate them, they forget you.
📧 Automated email sequence
🎬 Webinar or VSL (video presentation)
📱 Social content + email
❌ I have no nurturing system
4 MOFU: Does your sequence follow the right order?
The right order is: 1) Build trust → 2) Demonstrate expertise → 3) Create urgency. If you sell before building trust, you lose them.
✅ Yes, trust → expertise → urgency
🟡 More or less, but it's not systematic
❌ I sell from the first email
❓ I don't have a defined sequence
5 BOFU: How do you close the sale?
BOFU is where the lead becomes a customer. You need a clear closing mechanism: checkout, discovery call, or application.
🛒 Direct checkout (payment page)
📞 Discovery call or application
🎬 Webinar with an offer at the end
❌ I have no clear closing mechanism
6 BOFU: What happens after the purchase?
80% of revenue comes from 20% of existing customers. Without a post-purchase system, you're leaving money on the table.
✅ Onboarding + high ticket upsell
🟡 Onboarding only, no upsell
❌ There's no post-purchase system
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Sources: Rishul Sethi, MLT Marketerra, Results Funnel, Funnel Gorgeous · CUBO-10 · 185 files
"Only 32% of businesses have a clearly defined marketing funnel." — Results Funnel
"Your email sequence should do three things: build trust, demonstrate expertise, and create urgency. In that order." — Results Funnel
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