The Local Business Marketing Funnel A Comprehensive Guide


The marketing funnel, also known as the sales funnel or customer journey, is a crucial concept for businesses to understand and define. It provides a path that potential customers take from initial awareness of a product or service to making a purchase decision. Without a well-defined marketing funnel, SEO tactics and efforts can be wasted.

In this comprehensive guide, we will explore the stages of the marketing funnel and discuss how you can align your SEO efforts to each stage. By understanding the search intent of your target audience at each stage, you can deliver the right content to the right audience at the right time. Let’s dive in!

Stages of the Marketing Funnel

Before we delve into the SEO audience targeting for the funnel, let’s recap the stages of the marketing funnel:

Top Of The Funnel

At the top of the funnel, the main goal is to create awareness for your target audience. This is where potential customers become aware of your brand, product, or service. Channels such as advertising, social media, content marketing, and word-of-mouth referrals play a crucial role in generating awareness.

During this stage, it is important to focus on providing informational and educational content that addresses the needs of your audience. The goal is to establish your brand as a trusted authority in your industry, rather than directly promoting your products.

Middle Of The Funnel

In the middle of the funnel, individuals have shown interest in your product or service and are actively seeking more information. They may engage with your content, sign up for newsletters, follow your social media accounts, or explore product pages on your website.

At this stage, your content should provide detailed information about your products or services, including their benefits, features, and how they address specific customer needs. The goal is to nurture leads and move them closer to making a purchase decision.

Bottom Of The Funnel

In the final stage of the funnel, users are evaluating their options to make an informed decision on whether to make a purchase. They may compare your offer with those of competitors by reading reviews and seeking reassurance.

To convert leads into customers, it is crucial to provide content that builds trust and loyalty to your brand. This content should drive users towards converting and leave a positive, lasting impression. Testimonials, case studies, and limited-time offers can be effective in this stage.

Aligning Your SEO Efforts To The Funnel

By aligning your SEO strategy with the user’s search intent at each stage of the marketing funnel, you can deliver the right content to the right audience at the right time. Let’s explore how search intent can vary by stage of the marketing funnel:

Awareness Stage

At the top of the funnel, search intent is typically informational. Users are searching for information or answers to questions. They want educational or insightful content that addresses their needs. Searches often include terms like who, what, when, where, why, and how.

To target top-of-the-funnel users, consider the following SEO strategies:

  1. Identify relevant keywords and phrases that your target audience might use when searching for information related to your industry, products, or services. Focus on broader, informational keywords.
  2. Develop high-quality, informative, and engaging content that addresses the key components, questions, and interests of your target audience. This can include blog posts, infographics, videos, and social media content.
  3. Target keywords that often trigger featured snippets in search results. Featured snippets can help you gain more visibility and establish authority.

Consideration Stage

As your audience enters the consideration phase, their search intent shifts towards commercial and transactional. They are actively evaluating options and intend to make a decision on a product or service.

To reach mid-funnel searchers, consider the following SEO strategies:

  1. Start targeting more specific and long-tail keywords that indicate user intent to learn more or make a decision. These keywords often include terms like “best,” “reviews,” “comparison,” or “how to choose.”
  2. Develop comprehensive guides, product reviews, and comparison articles that provide valuable insights and help users make informed decisions.
  3. Create location-specific content using keywords based on location to drive people to your physical location, if applicable. Local SEO can help drive people to your location over a nearby competitor’s.

Conversion Stage

In the conversion stage, users have navigational and transactional intent. They know what they want and may even be searching for your specific brand or product.

To reach bottom-funnel users, focus on the following SEO strategies:

  1. Optimize product pages and service descriptions to target keywords that signal user intent to purchase, such as “buy,” “order,” “discount,” or “pricing.”
  2. Use schema markup to provide rich product information in search results, making it easier for users to compare and decide.

Tools for Tracking

To effectively track and measure the performance of your SEO efforts throughout the marketing funnel, consider utilizing the following tools:

Google Analytics 4

Google Analytics 4 provides comprehensive insights into website traffic, user behavior, and conversions. It allows you to track where users are landing on your site, how they are engaging with your content, and the paths they are taking prior to converting. Set up goals and funnels to measure specific events, such as form starts and form completions.

Google Search Console

Google Search Console provides valuable data insights to track search queries and page performance. It allows you to monitor what keywords are driving traffic to your pages and provides core KPIs like clicks, impressions, and click-through rate. Search Console’s reports also help you understand how Google is crawling and indexing your site and identify any Core Web Vitals issues.

Keyword Research Tools

SEO tools like Semrush, Ahrefs, and Moz can help you discover and track keywords for SEO. These tools allow you to identify the intent of specific keywords, as well as estimate their search volume and ranking difficulty.


Understanding the marketing funnel and aligning your SEO efforts to the user intents at each phase is crucial for successful local business marketing. By delivering the right content to the right audience at the right time, you can maximize your SEO ROI and minimize wasted tactics. Remember to regularly review and refine your SEO strategy to adapt to changing customer behaviors, competitors, and organizational goals. Happy funnel optimization!

Note: This comprehensive guide on the local business marketing funnel is provided by, a leading resource for marketing funnel strategies and tactics.

Leave a Comment