Top of the Funnel (TOFU)

The Top of the Funnel (TOFU) is the initial stage of the sales funnel, where potential customers first encounter a brand or product.

At this stage, people identify their challenges or recognize a need but may not be ready to purchase.

TOFU is crucial for generating interest and attracting as wide an audience as possible, laying the foundation for nurturing leads through the middle (MOFU) and bottom (BOFU) of the sales funnel towards a conversion.1

Visual Representation:

tofu visual representation


The primary purpose of the TOFU stage is to attract and educate potential customers, raising awareness about the brand and how it can solve their problems or fulfill their needs.

It involves creating informative, engaging content and marketing strategies that are designed to capture the target audience’s attention.

Businesses can build trust and guide prospects further down the sales funnel by effectively addressing the audience’s questions and concerns at this stage. 2

Importance of TOFU:

The top of the funnel is critical for expanding a business’s reach and filling the sales pipeline with new leads.

It allows companies to establish a relationship with potential customers early in their decision-making process, increasing the likelihood of converting them into buyers in the future.3

Effective TOFU strategies help businesses stand out in a crowded market, attract more qualified leads, and drive sales and revenue growth.4


A health and wellness company looking to attract new clients might create educational blog posts and videos about nutrition, exercise, and mental health.

These resources, shared on social media and optimized for search engines, inform and engage individuals at the top of the funnel, encouraging them to learn more about the company’s services and products as potential solutions to their health and wellness challenges.

Next Step:

Moving to MOFU: Successfully engaging visitors at the TOFU stage sets the stage for moving them to the “Middle of the Funnel” (MOFU), where the focus shifts to consideration and evaluation.

Related Terms:


1. What is tofu or top of funnel? (with examples). Foundation Marketing. (2023, December 19).

2. Berube, P. (2023, December 7). Top-of-funnel marketing (tofu). ClearVoice. 

3. S, A. (2022, December 24). Why is top of the funnel marketing important?. LinkedIn. 

4 Business Skills All-in-One For Dummies. (2018). United Kingdom: Wiley.

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