In my career—scaling IT consulting firms and e-commerce appliance brands—I’ve generated over 12,000 qualified leads via social. The secret? Funnels aren’t linear paths—they’re personalized story loops. Here’s how I engineer them:
The 4-Stage Funnel That Works in 2024
(Tested with B2B & B2C clients)
1. Top of Funnel (TOFU): Hook with Pain, Not Products
Goal: Target cold audiences with relatable struggles.
B2B (IT Consulting) Example:
- LinkedIn Carousel: “5 Silent Costs of Outdated ERP Systems” (No brand mention)
- Data Hook: “83% of firms overpay for legacy systems (Gartner)” → Drives comments from frustrated IT Directors
B2C (Appliances) Example:
- Instagram Reel: Time-lapse of burnt toast vs. perfect toast from a smart toaster
- Caption: “Your mornings deserve better. [Sound ON 🔥]” → Tags drive shares
My Tool Stack: LinkedIn Sales Navigator, Facebook Audience Insights, BuzzSumo
2. Middle Funnel (MOFU): Nurture with Story-Driven Value
Goal: Position your solution as the “guide” in their journey.
B2B Tactic:
- Lead Magnet: “Server Migration Survival Checklist” (gated)
- Nurture Sequence:
- Email 1: “The 3 Migration Horror Stories We See Weekly” (story)
- Email 2: Case study video: “How [IT Firm] saved $220K in 90 days”
- Email 3: “Book Your Free Infrastructure Health Scan” (CTA)
B2C Tactic:
- Quiz: “Which Air Fryer Matches Your Cooking Personality?”
- Results:
- “The Busy Parent” → Recommends 5-min recipes + discount
- “The Gourmet” → Sends advanced technique guides
Performance Note: B2B email sequences yield 22% demo bookings; B2C quizzes convert at 34%.
3. Bottom Funnel (BOFU): Reduce Friction with Social Proof
Goal: Overcome final objections with evidence.
B2B Power Move:
- LinkedIn Live: “AMA: Fixing Cloud Security Gaps” → Live Q&A with technical lead
- CTA: “Download our pen-testing checklist + schedule consultation”
B2C Conversion Hack:
- User-Generated Content Gallery: Instagram Story highlight “Customer Kitchen Wins”
- Ad Targeting: Retarget cart abandoners with UGC + limited stock countdown
Real Result: A client’s UGC retargeting slashed abandoned carts by 41%.
4. Retargeting: The “Whisper Funnel”
Goal: Re-engage warm leads with hyper-personalized content.
- B2B: Serve LinkedIn ads showing their industry’s case study
- B2C: Dynamic Facebook ads displaying exact viewed products + “Last 2 in stock!”
Tool: Hyros for cross-platform tracking
Critical Mistakes I Fixed (So You Don’t Have To)
- ❌ Mistake: Driving traffic to generic homepage
- ✅ Fix: Create dedicated landing pages for each funnel stage (e.g., “ERP Horror Stories” → ERP checklist landing page)
- ❌ Mistake: Ignoring platform-native CTAs
- ✅ Fix: Use LinkedIn Lead Gen Forms (pre-filled data) and Instagram Shop Tags
My Proven Lead Tracking Framework
| Platform | TOFU Metric | BOFU Metric |
|--------------|----------------------|---------------------------|
| LinkedIn | Content shares | Demo requests |
| Instagram | Saves/Shares | Quiz completions |
| Facebook | Video completion | Messenger leads |
| TikTok | Sound usage | Website purchases (UTM) | 3 Tools That 10X Lead Quality
- Later.com: Schedule platform-optimized content across all funnel stages
- Leadfeeder: See which companies visit your site from social → Sales team alerts
- Wask.ai: Auto-analyzes competitor lead gen ads
“Social media isn’t a megaphone—it’s a listening device. Funnels work when you replace ‘buy now’ with ‘I see you’.”
– Amit
Need funnel-specific scripts? Book a 1:1 Audit | Portfolio: IT Consulting Leads | E-commerce ROAS Boost
By Amit, Digital Growth Strategist (50+ Websites, $20K+ Generated)
About Amit: With 15+ years building lead engines for 50+ websites, Amit transforms social traffic into predictable pipelines for U.S., Europe and India businesses. His clients include IT consultancies and appliance e-commerce brands.