What is Middle-of-Funnel Marketing?

funnel marketing

At this marketing stage, companies align their products and features with the needs of their target audiences. Content such as product demonstrations, whitepapers, and comparison guides help nurture leads closer to purchasing.

Effective lead nurturing at this stage can increase conversion at the bottom of your funnel. Learn how you can provide high-quality content tailored to the needs of your audience.

Lead Generation

As its name implies, lead generation refers to creating and promoting engaging content that resonates with your target audience’s pain points and aspirations. This could range from informative blogs that showcase product use in action or white papers addressing specific inquiries; just make sure it remains high-quality and interesting enough for potential customers to stay interested.

At this stage, it’s also essential to create effective Calls-to-Action (CTAs) that prompt potential customers to move closer to making purchase decisions without feeling pressured or intrusive. CTAs could be anything from simple text links at the bottom of a blog post to elaborate landing pages with free trial offers.

Once you’ve generated a pool of potential leads, nurturing them by providing targeted messaging and highly personalized content that nudges them toward purchase decisions is important. This could involve email drip campaigns, content upgrades, social ads, or similar methods – the key here is measuring open and click-through rates and time spent on your website to assess how successful these nurturing efforts have been.

One way to do this is to interview and showcase customer testimonials in case studies and videos showcasing how they use your product. This builds trust between your brand and potential buyers while informing informed buying decisions. In addition, comparison guides or feature lists may help show them the differences between your offering and competitors regarding features and functionality.

Notable metrics for monitoring MOFU campaigns include conversion rates, time spent on your website, and lead quality. MonitoringMonitoring these indicators will allow you to assess their performance effectively while also pinpointing any areas for improvement or changes to strategy.

To accurately assess the quality of leads, it can be useful to implement a lead scoring system that assigns scores based on each prospect’s online behavior. This enables your sales team to prioritize follow-ups based on qualified leads.


The consideration stage of the buyer’s journey begins when a potential customer recognizes a problem and begins researching solutions. At this stage, marketers provide content to educate potential customers about their products and services, answer their inquiries, and build brand trust with customers. They use metrics like CPA (cost per acquisition), lead quality, and customer lifetime value (CLV) to measure success at this phase.

Like making small talk at a party, the consideration phase is about building rapport. Without divulging too many personal details about yourself or avoiding small talk altogether, middle-of-funnel marketing provides the ideal combination of small talk and deeper dialogue – cultivating relationships before moving toward sales.

Content should focus on education, entertainment, and providing additional value to potential customers. While less promotional than top-of-funnel (ToFu) and bottom-of-funnel (BoFu) material, such content still needs to introduce what makes your brand special; video interviews with one of your experts or blog posts that examine its effect on customers’ lives can help drive traffic at this stage and build credibility for your product or service.

Marketers tend to overlook the Market Opportunity Formation Stage (MOFU), yet marketers must note that buyers today are more informed and skeptical than ever. At this point, buyers often seek additional peer validation or need time to fully understand the solutions’ impact before committing to buy. Due to this change in buyer behavior, marketers must become even more innovative and targeted with their marketing initiatives.

Marketers looking to engage buyers at the MOFU stage effectively must align their products and features with their audience’s problems and needs, which they can achieve by analyzing existing relationships with buyers, monitoring what people search for on Google, and identifying common keywords to target in search campaigns using tools such as Semrush. Marketers can then use informational keywords (usually including questions such as “how” and “what”) that create MOFU content that will achieve maximum results from campaigns.


As brands move through the middle-funnel phase of lead nurturing, they must consider customer needs. Customers seek information to solve specific issues within this stage. It represents a highly targeted audience with a clear understanding of issues and the desire for an easy buying experience.

Now is an ideal opportunity for brands to promote their value proposition and the various solutions you provide, such as customer case studies that showcase how your product has helped others overcome similar challenges. Not only is such content an effective marketing tool, but it can also build brand trust and encourage repeat purchases.

Apart from providing helpful and informative content, one key metric to monitor is the conversion rate. This number indicates how many leads have made it from the consideration stage to purchase-ready status; monitoring this statistic can gauge which strategies are working and where changes need to be made.

Collaboration is also vital during the mid-funnel stages. Not only will this ensure you’re targeting the appropriate audiences, but it will also allow your sales teams to exchange data and insights while staying on the same page concerning messaging and tactics.

Customer Lifetime Value (CLV), an estimate of total revenue generated over an individual customer’s lifelong relationship with your brand, can also be an extremely helpful metric to monitor. By keeping an eye on CLV, you can identify profitable audience segments and tailor content strategies specifically to them.

Middle-of-funnel marketing success relies on an effective combination of education and promotion. Utilize all available tools to craft content that speaks directly to each audience member, including calls-to-action that encourage further engagement without appearing pushy or spammy – such as requesting more information, downloading white papers, or scheduling demos. Retargeting ads are also useful when encouraging leads who started filling out email forms but didn’t finish doing so to complete them as part of this stage of their journey.


At the purchase stage of your middle funnel leads, customers clearly understand their problems and are looking for solutions. This phase is critical for marketers and requires effective marketing strategies to nurture this stage. Nurturing this part of the funnel increases conversion to paying customer conversion rates, which helps your business expand.

Educational content can be one of the most effective mid-funnel strategies. This can range from blog posts outlining features and benefits of your product or services to case studies or white papers demonstrating industry expertise to webinars answering frequently asked questions (FAQs) or addressing buyer objections. These types of posts help potential customers decide if your product fits with their lifestyles or not.

Retargeting ads provide another effective means to engage people who have visited or filled out contact forms on your site but didn’t convert. Retargeting ads give these individuals additional details about your products, services, and offers, such as discounts.

Cost Per Acquisition (CPA) is another important metric to keep an eye on for mid-funnel campaigns, helping you understand what it costs to convert someone from lead to customer and making informed decisions about budget allocation. You can also use Return On Investment (ROI) to measure financial returns on middle funnel marketing campaigns and make data-driven decisions regarding spend allocation.

Understanding the digital marketing funnel is critical for modern businesses. Unfortunately, too often, companies focus their efforts on top-of-funnel and bottom-of-funnel strategies while neglecting middle-of-funnel tactics; this is a mistake as most conversions occur at this point. Effective middle-of-funnel marketing can increase customer lifetime value, drive growth, increase sales revenue, and enhance overall customer experiences, making customers more likely to recommend your brand to their friends and family. By following these tips above, you can develop an effective middle-of-funnel strategy to increase your sales revenue and customer lifetime value and enhance overall customer experiences while simultaneously increasing revenue and customer lifetime value by increasing customer lifetime value and growth in sales revenue by following upstream and bottom-of-funnel efforts alone.

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