After a decade of building funnels for clients, one pattern shows up more than any other.
Most businesses are marketing to the wrong slice of their market.
Not because they have a bad offer. Not because their ads aren’t good enough.
But because almost everything they put out – every email, every ad, every piece of content – is written for people who are already ready to buy.
And that’s the smallest group of people in your entire market.
Here’s how we think about it.
At any given moment, only a fraction of your potential buyers are actively looking for what you sell.
They’ve identified the problem, they know they need a solution, and they’re comparing options.
That’s the bottom of the funnel.
That’s who most marketing targets.
But above that group — and much, much larger — are the people who know they have a problem but aren’t actively looking yet.
They’re feeling the pain. They know something’s off.
They just haven’t started searching for the fix.
And above them is an even bigger group who don’t fully realize the problem exists at all.
Most businesses ignore both of those groups entirely.
Here’s what that looks like in practice.
We had a client selling a B2B service — solid offer, good team, decent close rate when they got someone on the phone.
Their whole marketing strategy was Google Ads pointing to a “book a demo” page.
It worked, but it was expensive and it plateaued fast. They were fishing in the smallest pond.
So we built a second layer…
An AI content engine publishing around the problems their buyers were quietly dealing with — operational inefficiency, team bottlenecks, revenue leaking in places they hadn’t fully named yet.
No pitch. Just content that made their target buyer feel understood.
That content warmed people up over weeks. By the time someone saw a retargeting ad or landed on a sales page, they already knew who this client was.
Sales conversations got easier. Close rate went up. Cost per acquisition dropped.
That’s what a real funnel does.
It doesn’t just catch people who are already ready.
It creates readiness.
The AI Funnel Factor walks through exactly how we build this — four funnel types, each designed for a different stage of that buyer journey, with AI running the follow-up so it works consistently without someone managing it by hand every week.
Download The AI Funnel Factor here — it’s free >>
Talk soon,
— Jason
P.S. If you want to talk through where your business sits in that picture – and what’s worth building next – book a free AI Action Plan call here. Schedule one here.