TOFU/MOFU/BOFU Content Map

Key fact: 68% of companies spend on marketing without a defined funnel. If you don't know what stage your content is at, you're wasting money.

Instrucciones: Map each piece of content in the right column. If you have lots of TOFU and nothing in BOFU, your funnel has a hole.

🔝 TOFU

Awareness · Descubrimiento

Objetivo:

Get known. Don't sell. Just "raise a hand".

Content types:

Blog posts informativos
Posts en redes sociales
Educational videos
Podcasts
Infographics
Free tools

Formats AI cites:

Listicles (43.8% of citations)
Guides and tutorials
Comparativas

📊 Metric: Reach, impressions, traffic

🔍 MOFU

Consideration · Evaluation

Objetivo:

Get them to trust you. Educate. Prove expertise.

Content types:

Webinars / Masterclasses
Case studies
Email nurture sequences
Whitepapers / eBooks
Comparativas honestas
Product demos

Touchpoints necesarios:

5-7 before buying
Orden: confianza → expertise → urgencia

📊 Metric: Engagement, leads, emails captured

🎯 BOFU

Conversion · Close

Objetivo:

Get them to buy. Close. Turn lead into customer.

Content types:

Sales pages (9 sections)
Discovery calls
Offers with urgency
Testimonios y pruebas sociales
Guarantees and risk reversal
Follow-up post-webinar

Orden correcto:

1. Construir confianza
2. Demostrar expertise
3. Create urgency

📊 Metric: Conversions, revenue, CPA

📋 Your funnel checklist

TOFU: I have at least 1 way to attract cold traffic
TOFU: I capture emails with a lead magnet (not just a contact form)
MOFU: I have a nurturing sequence (emails, webinar, or both)
MOFU: My sequence follows the order: trust → expertise → urgency
BOFU: I have a clear closing mechanism (checkout, call, webinar)
BOFU: My offer has urgency (bonuses, seats, price)
POST: I have a post-purchase system (onboarding + upsell)

❌ The 3 most common mistakes

1. Selling in TOFU. Cold traffic doesn't know you. They just "raise a hand".
2. Saltarse MOFU. Leads need 5-7 touchpoints. Without nurturing, they go cold.
3. No urgency in BOFU. Without urgency, people "think about it" and never buy.

💡 Example: SaaS funnel ($49/mo)

TOFU: SEO blog posts + free tools + social posts
MOFU: Lead magnet (PDF checklist) → 7-day email sequence → webinar
BOFU: Sales page (9 sections) → 14-day free trial → offer with bonuses
POST: Onboarding automatizado → upsell a plan anual

🗺️ TOFU/MOFU/BOFU Content Map

🔝 TOFU

Objetivo:

Content types:

Formats AI cites:

🔍 MOFU

Objetivo:

Content types:

Touchpoints necesarios:

🎯 BOFU

Objetivo:

Content types:

Orden correcto:

📋 Your funnel checklist

❌ The 3 most common mistakes

💡 Example: SaaS funnel ($49/mo)

Is your TOFU content cited by AI?