How to Turn a Stranger into a Loyal Customer
Many content creators complain that despite having high view counts, they make zero sales. The problem is that they create content without understanding the Sales Funnel. A sales funnel is the journey a stranger takes to first discover you, then trust you, and ultimately convert into your customer. Aligning your content with the different stages of this funnel is the ultimate key to generating revenue from your content.
Below, we break down how this funnel brings order to your content strategy and what type of content you should create for each stage on LinkedIn.
The Three Stages of the Content Sales Funnel
A standard content sales funnel is divided into three main parts, each with a different objective and tone:
#1. Top of the Funnel (TOFU): Awareness Content
The goal of this stage is to be seen by as many users as possible. Content in this section is usually simple, viral, general, and engaging to widen the top of your funnel and bring new people to your page or profile.
#2. Middle of the Funnel (MOFU): Attention and Trust Content
Once the new audience follows you, it is time to prove your expertise. The content in this stage is designed for showcasing expertise, building personal authority, and gaining customer trust. This is where the audience realizes you truly know your craft.
#3. Bottom of the Funnel (BOFU): Conversion and Sales Content
This is the narrowest part of the funnel, where your loyal audience resides. The content at the bottom of the funnel directly focuses on the Call to Action (CTA) and converting followers into leads or final buyers.
A Practical Example: Sales Funnel Content Strategy on LinkedIn
If you are an SEO and Website Optimization Consultant, here is the type of posts you should create for each stage of the funnel on LinkedIn:
1. Top of the Funnel Post (Awareness & Viral)
* Content Type: A short text post or a humorous meme about the struggles employers face with web designers.
* Example: “When a client says: ‘Bro, SEO is easy, you just press two buttons and the site ranks first on Google!'” (accompanied by a funny image). Because of its general and entertaining nature, this post gets lots of likes and reposts, expanding your network.
2. Middle of the Funnel Post (Trust & Expertise)
* Content Type: A carousel document (PDF Slide) containing a real case study from one of your own projects.
* Example: “How I doubled Website X’s Google traffic in 3 months without an ad budget (A deep dive into our keyword strategy).” This post proves your expertise, practical experience, and authority to the audience.
3. Bottom of the Funnel Post (Lead Conversion & Sales)
* Content Type: Offering a valuable free lead magnet in exchange for contact information or inviting them to a consultation call.
* Example: “My new e-book containing the 2026 Technical SEO Checklist is ready. To get this file for free, comment the word ‘SEO’ below, and I will DM you the download link.” (With this, you identify highly interested prospects and turn them into leads or clients for your consulting services).
Conclusion
If you only create viral content, you will have many followers but an empty pocket. If you only create sales content, no one will ever discover you. Balancing these three stages is your secret to success.
If you’d like, let me know:
- What is your core service or product?
- Who is your target audience on LinkedIn?
I can design a custom 3-stage content outline tailored specifically to your business niche. Let me know how you would like to proceed!
