tofu-content-strategy
Installation
SKILL.md
TOFU Content Strategy
Top-of-funnel (TOFU) content targets buyers who have a problem but haven't started evaluating solutions. They're searching for understanding, not products. TOFU content educates, builds trust, and positions your brand as the authority in the space — so when the buyer is ready to evaluate, you're already a known name.
The trap: most SaaS content programs produce too much TOFU and not enough MOFU/BOFU. TOFU drives traffic but converts poorly. Allocate 30-40% of content output to TOFU, not 80%.
TOFU Buyer Psychology
| What they're doing | What they search | What they need |
|---|---|---|
| Recognizing a problem exists | "Why is my sales pipeline inaccurate?" | Validation that the problem is real and common |
| Understanding the problem scope | "What causes pipeline forecasting errors?" | Education on root causes and impact |
| Learning what solutions exist | "How to improve sales forecasting" | Overview of approaches (not products) |
| Building a business case | "Cost of inaccurate forecasting" | Data to justify investigating further |
Key insight: TOFU buyers don't want to hear about your product yet. Content that pitches too early gets bounced. Earn trust through education first.