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The is a system for nurturing prospective clients from their initial contact with a business, right through to the purchase stage. It consists of three key sections: Top of Funnel (TOFU), Middle of Funnel (MOFU), and Bottom of Funnel (BOFU).
The main objective at TOFU level is to create awareness. Customers first discover your business via blog articles, social media, SEO, and paid advertising. The aim is to generate interest without a strong sell.
In the MOFU stage, leads are ready to investigate what you offer. In this case businesses offer premium content such as whitepapers, case studies, or webinars. Through this stage, trust is built and leads are qualified based on their activity and suitability.
The final stage BOFU nurtures most willing prospects ready for conversion. At this stage, personalized demos, pricing, and sales consultations are the foci in order to convert leads to clients.
With the proper B2B lead generation funnel in place, a business can ensure that there is a clear structured flow of information tailored to what a client needs at that precise moment which increases overall sales and reduces the time within a business cycle. Understanding how a funnel works allows a business to strategically ensure that leads can be sustained.
The main objective at TOFU level is to create awareness. Customers first discover your business via blog articles, social media, SEO, and paid advertising. The aim is to generate interest without a strong sell.
In the MOFU stage, leads are ready to investigate what you offer. In this case businesses offer premium content such as whitepapers, case studies, or webinars. Through this stage, trust is built and leads are qualified based on their activity and suitability.
The final stage BOFU nurtures most willing prospects ready for conversion. At this stage, personalized demos, pricing, and sales consultations are the foci in order to convert leads to clients.
With the proper B2B lead generation funnel in place, a business can ensure that there is a clear structured flow of information tailored to what a client needs at that precise moment which increases overall sales and reduces the time within a business cycle. Understanding how a funnel works allows a business to strategically ensure that leads can be sustained.