Sales Funnel Stages

Written by Ralph Chua
Last Updated On

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As I was learning about sales funnel stages, I found different articles and most of them have different opinions.

And this struck me as odd.

Why not compile all these different explanations in one place so you can easily get familiar with the Sales funnel concept?

In this article, you will not only find one version of Sales Funnel but also multiple Sales Funnel stages.

Let’s get into it!

Sales Funnel Stages Explained

Sales Funnel Stages = Customer Journey

Customers travel thru the sales process before they make a decision or purchase.

This concept was first introduced by Elmo Lewis back in 1898.

He recognized the need for a visual representation of how businesses would track customers throughout the entire sales process — from initial contact to purchase.

By creating a funnel-shaped graph, Lewis was able to illustrate how potential customers moved down through each stage of the process – making it easier to identify potential areas of improvement and see which strategies were working most effectively.

His breakthrough has been used by marketers (Like us) ever since and is still an invaluable tool for understanding customer behavior and optimizing conversions.

Elmo’s visual presentation is often referred to as the AIDA model.

  • Awareness
  • Interest
  • Desire
  • Action


When a person knows that someone is selling something they need, they are in the awareness stage. They might learn about it from ads, other people talking, or from looking into it themselves. Once they become aware of it, they will start thinking about how to get the thing they need.


When someone shows that they are interested in a service, they look at it more closely to see if it is a good fit for them. They compare it to other similar services and learn more about it. The seller needs to give a good reason why their product is the best choice.


The best way to get someone to make a decision is to give them all the information they need. Answer any questions that are keeping them from taking action. Convince them that the action they are about to take will be satisfying. The seller must demonstrate his authority and prove that this is the best option.


The last stage of the sales funnel is when the customer buys what you are selling. You can turn a one-time customer into a repeat customer by giving them what they want, plus more. If you do this, they will keep coming back and might tell other people about your business, which would bring in new customers.

This is the “OG” Sales Funnel model, though there are many variations on this.

And many given names too…

Such as Purchase Funnel, Customer Funnel, Marketing Funnel, or Conversion Funnel.

No matter which name you use, it’s important to understand how Sales Funnel works.

Each Sales Funnel Stage plays an important role in the entire process – from driving awareness to nurturing leads and converting them into customers.

By understanding each stage, you can create better marketing plans that target and convert potential customers more effectively.

Next, let’s look at many other questions related to sales funnel stages.

What are the 3 stages of a funnel?

Tofu, Mofu and Bofu.

  • Tofu (Top of Funnel) = Awareness and Interest
  • Mofu (Middle of Funnel) = Consideration and Intent
  • Bofu (Bottom of Funnel) = Evaluation and Purchase

What does each Sales Funnel Stage do?

At each Sales Funnel stage, businesses try to attract potential customers by addressing their needs and providing value.

TOFU (Top of Funnel)

At the Top of the Sales Funnel (Tofu), companies create content that reaches out to an audience and increases brand awareness. They focus on attracting leads with educational content such as blog posts, videos, and webinars.

MOFU (Middle of Funnel)

At the Middle of the Sales Funnel (Mofu), companies focus on building relationships with leads and turning them into customers by providing custom solutions that address their needs. Companies typically use personalized nurturing emails and helpful content to create deeper connections with potential customers.

BOFU (Bottom of Funnel)

At the Bottom of Sales Funnel (Bofu), companies concentrate on convincing leads to make a purchase. They provide additional incentives and discounts, and emphasize the value of their product/service in order to get customers over the line.

The Benefits of Understanding These Stages

Remember, each Sales Funnel stage plays an important role in the sales process.

By understanding and optimizing these stages, businesses can maximize their conversion rates, generate more leads, reduce customer churn and build deeper relationships with their customers.

The Sales Funnel is a powerful tool for any business looking to increase their sales and build stronger customer relationships.

It pays to understand the Sales Funnel and optimize each stage for success.

Here are a list of benefits to understanding Sales Funnel Stages:

  • Boosts conversion rates
  • Increases lead generation
  • Reduces customer churn
  • Improves relationships with customers
  • Enhances sales and marketing strategies
  • Personalized content strategy for target audience

By understanding Sales Funnel stages, businesses can create better plans to move prospects through their Sales Funnels.

This will help them to better target their prospective customers, nurture leads, and convert prospects into customers.

Understanding Sales Funnel stages will help businesses improve their sales strategies and grow their customer base.

What are the 4 stages of a sales funnel?


This is the acronym for Attention, Interest, Desire, and Action.

  • Attention (A): This is the initial stage of Sales Funnel where businesses create awareness to attract customers.
  • Interest (I): The second Sales Funnel stage focuses on building stronger relationships with leads by providing helpful content.
  • Desire (D): At this Sales Funnel stage, businesses focus on convincing leads to make a purchase by providing value and discounts.
  • Action (A): The final Sales Funnel stage is where customers make the purchase and complete the cycle.

This illustration is the basic Sales Funnel model.

You can even use this framework in your copywriting, email campaigns, and other marketing efforts to create better plans that target and convert potential customers more effectively.

With Sales Funnel Stages in your arsenal, you can make the most of your sales process and maximize conversions.

What are the 5 stages of sales funnels?

Does your customer journey end once the purchase from you?

We certainly hope it’s not!

These 5 stages of sales funnels focus on increasing customer lifetime value.

The 5 Sales Funnel stages are Attention, Interest, Desire, Action, and Loyalty.

Very much the same as the 4 stages of sales funnel, these stages help to create an ongoing relationship with customers.

  • Attention (A): The Sales Funnel begins at the Attention stage, where businesses create awareness to attract customers and leads.
  • Interest (I): The Interest Stage focuses on building stronger relationships with leads by providing helpful content and personalized solutions that address their needs.
  • Desire (D): At the Sales Funnel stage, businesses focus on convincing leads to make a purchase by providing value and discounts.
  • Action (A): The Sales Funnel stages culminate in the Action stage, where customers make the purchase and complete the cycle.
  • Loyalty (L): The Sales Funnel doesn’t end there. The final Sales Funnel stage is Loyalty, where businesses focus on building long-term relationships with customers and providing ongoing support.

You see these Sales Funnel stages play out in your day-to-day activities, from email campaigns and SEO optimization to loyalty programs.

By understanding Sales Funnel Stages, you can create better plans that help move prospects through their Sales Funnels and ultimately convert them into loyal customers and come out with a great customer retention strategy.

Effective sales funnel helps in connecting both marketing and sales efforts.

It helps in providing a unified strategy to generate leads, nurture them, and convert them into paying customers.

A well defined sales funnel = A complete sales cycle.

Therefore, Sales Funnel Stages can help businesses create a personalized content strategy to target the right audience, measure campaign performance and convert more leads into customers.

By understanding Sales Funnel stages, businesses can enhance their sales and marketing strategies to maximize sales, increase customer loyalty and drive long-term revenue growth.

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