What is Middle-of-Funnel Marketing?

Quick look at the Marketing/Sales Funnel:

  • Top-of-Funnel: Awareness Stage
  • Middle-of-Funnel: Consideration Stage
  • Bottom-of-Funnel: Decision Stage

MOFU Marketing


  • Blog Posts and Articles
  • Educational Webinars
  • Engaging Video Content
  • Targeted Email Marketing
  • Social Media Content
  • Case Studies and Testimonials
  • Gated Content and Whitepapers

Goal: Educate and entice users to think more seriously about your brand’s product/service/solution

MOFU is one of the trickiest areas of the customer journey funnel. As prospects journey from the broad Top-of-Funnel (TOFU) awareness stage to the decisive action Bottom-of-Funnel (BOFU) phase, MOFU plays a central role in shaping perceptions, fostering engagements, and nurturing trust. By leveraging strategic content tailored for this stage, brands can effectively guide prospects closer to conversion. This guide will walk you through the importance, impact, and best practices of MOFU marketing.

The Importance of MOFU in the Customer Journey

The Middle-of-Funnel represents potential customers who’ve already developed some interest in what your company has to offer. They've interacted with your brand, maybe read a blog or two, or even downloaded a resource. From the TOFU stage, they’ve found your brand to be a potential solution to their problem or question, and are ready for more. MOFU is the connecting stage that leads them from initial interest to the final decision to purchase.

At this point, potential customers are looking for more than just surface-level information. They need clarification to help them evaluate if your brand is the right fit for their needs. Here, they will weigh options, seek answers to specific queries, and anticipate the value they'll receive from the chosen solution. It’s the marketer’s job to identify how to nurture interest, cultivate relationships, and emphasize how their product or service aligns with the buyer’s needs.

The Goal of Middle-of-Funnel Marketing

In the middle of the funnel, marketing should educate and entice users to think more seriously about your product/service/solution. Answer your user's questions and then get them interested in diving in deeper.

  • Continue to clarify what the solution is
  • Help users explore the importance of the solution
  • Clarify the benefits of a solution
  • Clarify the benefits of your particular brand
  • Get users ready for a purchase

So how can you do this? 

Common MOFU Content & Strategies 

One of the trickiest things to navigate in MOFU marketing is timing. It can be difficult to know when users are ready to be in the middle of the funnel and how much nurturing they need before they're ready for the next step. Understanding the variety of MOFU content formats can empower marketers to design a multifaceted approach tailored to the unique needs of their audience. We’ll explore some of these diverse formats, including: 

  • Blog Posts and Articles
  • Educational Webinars
  • Engaging Video Content
  • Targeted Email Marketing
  • Social Media Content
  • Case Studies and Testimonials
  • Gated Content and Whitepapers

Blog Posts and Articles

Middle-of-Funnel (MOFU) is all about nurturing. At this stage, potential customers are aware of their problems and are actively seeking solutions. This presents an opportune moment for brands to offer in-depth insights through detailed blog posts and articles.

Unlike top-of-the-funnel (TOFU) content, which often skims the surface, MOFU blogs and articles need to dive deeper. Here’s what sets them apart:

  • Comprehensive Analysis: MOFU content should be designed to answer the 'how' and 'why' questions. Instead of merely introducing a concept, it breaks it down, offering readers a comprehensive analysis of the topic.
  • Focused on Solutions: While TOFU content might highlight a problem, MOFU content zeroes in on solutions. Detailed blog posts can discuss potential solutions, compare different approaches, or even provide step-by-step guides.

Once you’ve established your MOFU blog, here are some tips to make it stand out and increase effectiveness:

  • Data-Driven Insights: Incorporating research, data, and statistics can significantly enhance the credibility of your content. It demonstrates a commitment to accuracy and can position your brand as an industry authority.
  • Case Studies & Examples: Real-world examples of your offerings in action can further enrich your content. Whether it's showcasing how your product helped a client or a general industry case study, tangible examples provide relatable insights to readers.
  • Engaging & Interactive Elements: MOFU content, while detailed, should still be engaging. Incorporating visuals, infographics, and interactive elements like polls or quizzes will make your content more interactive.

Educational Webinars

A webinar can act as a platform to address pain points, showcase expertise, and interact in real-time with potential customers. Prospects can voice their concerns, ask questions, and get instant answers, creating a two-way dialogue. This fosters trust and credibility—key ingredients in nurturing leads.

But the power of webinars doesn't end there. They also allow for:

  • In-depth Exploration: Unlike short-form content, webinars offer the time to delve deep. Whether it's a detailed product walkthrough, a how-to session, or a discussion on industry trends, webinars give room for comprehensive exploration.
  • Guest Appearances: Featuring industry experts or influencers can amplify the appeal of your webinars. Their endorsement can add weight to your message and potentially attract a broader audience.
  • Repurposing Opportunities: Once a webinar concludes, it can be repurposed into various content forms. Whether it's bite-sized video clips, blog summaries, podcast episodes, or infographics, the rich content from a webinar can be utilized across multiple channels.

Engaging Video Content

Video content has risen to prominence as one of the most engaging mediums available. As users progress down the funnel, their interest in more specific and detailed information grows. This is where video content for the Middle-of-Funnel (MOFU) steps in, offering a dynamic blend of entertainment and information.

Why Video Matters in MOFU:

  • Emotionally Engaging: Unlike written content, video has the unique ability to evoke emotions. Through visuals, music, and voiceovers, brands can craft a narrative that resonates deeply with viewers, encouraging them to stay connected to the brand.
  • Complex Ideas Simplified: Some concepts are challenging to convey through text alone. Animated explainer videos or demonstrations can break down intricate ideas, making them easily digestible.
  • Versatility: From webinars, interviews, and product demos, to customer testimonials, the range of MOFU video content is vast, catering to various audience preferences.
  • Higher Retention: According to studies, viewers retain 95% of a message when they watch it in a video compared to 10% when reading it in the text. This makes video an ideal MOFU medium.

Crafting MOFU Videos that Convert:

  • Address Pain Points: Your video should speak directly to the audience's challenges and offer clear solutions. This builds trust and positions your brand as a problem solver.
  • Clear Call-to-Actions: While your video educates, it should also act as a guide. Whether it's encouraging viewers to sign up for a webinar, download an eBook, or visit a product page, always include a clear and compelling CTA.
  • Optimize for SEO: Just as with text content, video content should be optimized for search. This includes crafting compelling titles, and descriptions while utilizing relevant keywords. Remember, platforms like YouTube are search engines in their own right.
  • Interactive Elements: Incorporate clickable links, polls, or even Q&A sessions in your videos. Interactive elements can enhance engagement and lead to higher conversion rates.

Video content, with its unique blend of visuals and sound, offers an unrivaled opportunity to connect and engage with potential customers in the MOFU stage. By addressing their pain points and offering clear solutions in an engaging format, brands can pave the way for deeper relationships and, ultimately, conversions.

Targeted Email Marketing

Diving into the Details: Segmentation and Personalization

Within the MOFU stage, customer journeys can vary widely. Users are connecting with a variety of marketing messages from the same brand, but the order in which they receive those messages isn’t guaranteed. Segmentation allows marketers to categorize and speak to a specific collection of their audience based on specific behaviors, preferences, or past interactions, ensuring that the content resonates with those it reaches.

Narrating Value-Driven Tales

Emails at this stage shouldn't come across as pushy sales pitches. Instead, think of them as chapters of a book, each offering value, insights, or solutions. The content could be educational, addressing common questions or challenges, or even showing how others navigated similar paths.

Guiding the Journey with CTAs

Every good story has a purpose and a direction. In email marketing, this is embodied by Calls-To-Action (CTAs). They're like signposts guiding readers on what to do next. Whether it's exploring a new article, registering for a webinar, or simply reaching out for a chat, CTAs guide the narrative.

Feedback Mechanisms

Incorporating elements like surveys or polls within emails can provide invaluable insights, ensuring the narrative evolves based on the readers' feedback and needs. The data from these mechanisms allows you to continuously develop and improve your strategy.

Ensuring Emails Are Opened

Even the best stories remain untold if they're never read. In the crowded inbox of today, pay close attention to how engaging your subject line is, and the timing of when the email arrives in a buyer’s inbox. By optimizing these elements, you can increase the chances of your narrative being seen and absorbed.

Done right, email marketing can transform passive readers into engaged participants in the brand's unfolding story.

Engaging Social Media Content

Far from being just arenas for snappy updates or chasing 'likes', social media is an important tool to use during the MOFU stage. Reels, posts, stories, and other social media content help potential buyers feel more connected to the brand and the solution, getting them more interested and ready to purchase.

Crafting the Right Story for Every Marketplace

Every social media platform hosts distinct audiences and ambiance. For example, a viral post on TikTok might fail to reach the same people on LinkedIn. Marketers must select platforms intentionally and craft tales that resonate with the unique audiences and groups within each platform.

Retargeting Ads

On virtually every advertising platform (LinkedIn, Facebook, Instagram, YouTube, etc.) retargeting ads subtly remind potential customers of what caught their eye but perhaps got overshadowed in the chaos of the web. It's about rekindling interest and re-engaging.

Building Communities

Establishing communities (think growing your Instagram or Facebook following, or creating a discussion group) on social media platforms helps facilitate meaningful discussions, address inquiries, and showcase expertise. Through these interactions, a brand transforms from a faceless entity into a trusted guide, creating a sense of connection and trust.

Eliciting Engagement

Elements like polls, quizzes, and live videos help potential buyers interact and engage with your brand. They offer glimpses into the audience's world—what intrigues them, what concerns them, what they aspire for.

Active Listening

Being attentive to every comment, feedback, or mention will open up doors for your brand. Brands that lean in to listen, acknowledge, and converse with their audience show that they’re actively engaged in their audience’s best interests.

User-Generated Content (UGC)

User-generated content (UGC) is a collection of stories, experiences, and moments contributed by the audience of a brand (think reviews, comments, and customer testimonials). It adds authenticity and trust, signaling that the narrative your brand tells is co-authored by real people who have firsthand experience with the brand.

During the MOFU (Middle of the Funnel) stage, social media is all about creating stories, shaping experiences, and having real conversations. With effective social media strategies, brands can align with their audience, guiding them toward a smooth transition to conversion.

Case Studies and Testimonials

In the MOFU journey, case studies and testimonials provide authenticity and credibility. They serve as real-world endorsements to illustrate a brand's potential and its ability to fulfill promises.

Demonstrating Success

Case studies are a great way to showcase how your brand performs in the field. A good case study walks through the details of how a particular problem was tackled and overcome through the brand’s solution. The key lies in presenting real metrics, authentic testimonials, and an honest account of the journey.

Building Trust

Platforms like G2, Capterra, Trustpilot, and Google Reviews act as modern repositories for customer experiences. Encouraging happy customers to share their stories here not only gathers genuine testimonials (that you can repurpose) but add to your brand’s credibility.

Case studies and testimonials give potential buyers a sample of how a brand interacts with its customers. When carefully crafted, optimized for discovery, and authentic, they become guiding tools to lead potential customers closer to a brand's offerings.

Gated Content and Whitepapers

When it comes to valuable, in-depth content, there's a decision to be made: to gate or not to gate? Gated content requires the user to take action (often providing contact information) before accessing it. Whitepapers, being comprehensive and research-heavy documents, often find themselves behind these gates. The role of gated content, especially whitepapers, in the MOFU stage is twofold:

  • Capture Potential Leads: By placing high-value content behind a gate, businesses can capture essential contact details of genuinely interested parties. This action signifies a higher level of interest, distinguishing them from casual browsers.
  • Offer Depth and Expertise: Whitepapers are detailed and authoritative. For potential customers seeking an in-depth understanding of a solution or industry trends, these documents present a business as a thought leader, further nurturing trust.

However, it's vital to strike a balance. Over-relying on gated content can alienate potential leads who aren't ready to provide their details. On the other hand, offering all content freely might miss capturing interested parties. The key is to determine which content holds enough value to warrant a gate, ensuring the perceived value matches the 'price' of personal details. In most cases, gating content doesn’t hold as much value as it used to 5-10 years ago—providing content, even longform content, for “free” is often perceived as more endearing and customer-first.

Balancing Content Engagement

Keeping an audience engaged during their MOFU phase can sometimes be a balancing act. With a myriad of content types available, how do you ensure they remain interested, informed, and on the path to a decision?

  • Diversify Your Offerings: Not every potential customer will resonate with the same type of content. Some might prefer video explanations, while others lean towards in-depth articles or infographics. Offering a mix caters to varied preferences.
  • Consistency is Key: While diversity is essential, maintaining a consistent brand voice and messaging across all content forms ensures clarity and builds trust.
  • Prioritize Quality over Quantity: It's tempting to flood potential customers with content, but quality always trumps volume. Well-researched, audience-first, engaging content will always hold more value than frequent but superficial pieces.
  • Interactive Elements: Interactive content like quizzes, surveys, or calculators can offer a personalized experience, further capturing interest.

Remember, the MOFU stage is about nurturing and guiding. The right balance of content can make this journey enlightening and enjoyable for potential customers, leading them closer to a decision.

MOFU Metrics and Measurement

With so many metrics available, which ones truly gauge MOFU's success?

  • Engagement Rates: Whether it's the time spent on a video, clicks on an article, or interactions with a quiz, understanding engagement levels provides insights into content resonance.
  • Lead Conversion Rates: Especially for gated content, monitoring how many access requests translate into genuine leads can help assess content value.
  • Feedback and Queries: A surge in questions or feedback after releasing specific MOFU content might indicate high interest or perhaps areas that need more clarity.
  • Content Sharing: If potential customers are sharing your content, it's a positive sign of its value and relevance.
  • Progression to BOFU: Ultimately, MOFU's goal is to lead potential customers further down the funnel. Tracking how many move from MOFU to the bottom of the funnel (BOFU) actions can be a critical metric of success.

By keeping a close eye on these metrics, businesses can refine their MOFU strategies, ensuring they remain effective and relevant.


MOFU is the bridge that connects initial awareness with the final decision. And like any bridge, it needs to be robust, engaging, and guiding. With the right content, balance, and measurement tools, MOFU marketing can support and engage potential customers on their path to conversion.


What exactly is MOFU? 

MOFU stands for Middle-of-Funnel. It refers to the stage in the buyer's journey where potential customers are aware of a product or service but need more information and nurturing before making a purchase decision.

Why is MOFU crucial in the buying journey? 

MOFU represents the phase where potential customers evaluate different solutions, compare offerings, and seek deeper insights. It's the bridge between awareness and making a decision, offering businesses the opportunity to further establish trust and guide prospects.

What types of content are most effective during the MOFU stage? 

Engaging and informative content such as webinars, case studies, whitepapers, and interactive quizzes can be highly effective. The goal is to offer deeper insights, answer specific questions, and address hesitations.

Should I use gated content in the MOFU stage? 

Gated content, like whitepapers or detailed guides, can be beneficial in capturing leads as it usually requires visitors to provide contact details to access. However, ensure that the content's value matches the 'ask' of personal information.

How do I measure the effectiveness of my MOFU efforts? 

Key metrics include engagement rates, lead conversion rates, content sharing frequency, and progression to the bottom of the funnel (BOFU). Monitoring feedback and queries can also provide qualitative insights.

Is MOFU more important than TOFU (Top Of the Funnel) or BOFU (Bottom Of the Funnel)? 

All stages of the funnel have their significance. While TOFU focuses on awareness and BOFU on conversion, MOFU is essential for nurturing, educating, and building deeper relationships with potential customers.

How do I ensure a smooth transition from MOFU to BOFU? 

Consistent messaging, addressing potential concerns through content, and offering clear calls to action can guide prospects from the evaluation phase to the decision-making phase.

What if my MOFU content isn't engaging my audience as expected? 

Make sure to know your audience. It's essential to regularly review and adjust. Seek feedback, analyze metrics, and consider diversifying your content types or refining your messaging. If the audience isn’t resonating, it may be necessary to do some more persona/customer journey research.

Are there specific tools or platforms that can help optimize MOFU strategies? 

Yes, marketing automation tools, analytics platforms, and CRM systems can offer insights, automate nurturing campaigns, and help tailor content to specific audience segments.

How often should I revisit and adjust my MOFU strategy? 

Regularly! Digital landscapes and customer behaviors change. It's a good practice to monitor performance weekly to look for informative trends in the data. Each month, review performance and make small adjustments. At the end of each quarter, or whenever there are significant changes in your industry, product offerings, or target audience, be sure to review MOFU strategies once again to make larger adjustments.