Why Your Sales Posts Get Less Engagement — And Why That’s Okay

You’ve put together a slick graphic, written a clear call-to-action, and reminded your audience that spots are filling fast. And then… crickets.

Sound familiar?

If your bottom-of-funnel content isn’t getting likes, comments, or shares, don’t be disheartened. It’s probably doing exactly what it’s meant to do.

Here’s why.

The Funnel in Real Life

In marketing, we often talk about the funnel: awareness, consideration, and conversion. Or in simpler terms — the top, middle, and bottom.

• Top of Funnel: Light, engaging, educational or entertaining content. Think: “Here’s a behind-the-scenes look at our content day” or “3 mistakes you’re probably making in your socials.”

• Middle of Funnel: Content that builds trust and shows value. This is where testimonials, explainer videos, and before-and-after case studies shine.

• Bottom of Funnel: This is where you go in for the ask. “Book now.” “Only 2 spots left.” “Download the strategy pack.”

Only about 20% of your content should sit at the bottom — and it won’t rack up many comments or shares. But that’s okay, because it’s not meant to.

Why Bottom-of-Funnel Posts Don’t Go Viral

Let’s be real. When you see a post that says:

“Book now – limited sessions available”

You don’t hit like. You click the link, take action, and move on.

Now contrast that with:

• A relatable meme that reminds you of your biz bestie

• A tip you want to save for later

• A story that inspires you to keep going

Those get shared. Commented on. Saved.

But the sales post? That’s a direct path to action. Less engagement. More conversions.

The Engagement Myth

Low engagement ≠ low effectiveness.

It’s one of the most common misunderstandings we see in marketing. People think, “This post didn’t get any likes — it must’ve flopped.” So they stop posting sales content altogether.

But here’s the truth: if you’re only creating content that performs well in metrics, you’re only serving the top of your funnel.

And that is a fast way to stay stuck in awareness mode without moving people toward a decision.

So, What’s the Right Balance?

Here’s a good rule of thumb:

• 80% of your content should educate, entertain, and connect.

• 20% should remind your audience what you offer and how to take action.

Because even if they’re not commenting on your “Book Now” post… they’re still reading it. Still thinking about it. Still taking action quietly.

If your bottom-of-funnel content feels like it’s flopping — don’t stress.

Instead, trust the process. Stay consistent. And keep showing up across the funnel, knowing that every piece plays a role in your bigger strategy.

Not sure what your content mix looks like? Let’s take a look together — book a Strategy Experience and we’ll map it all out, funnel and all.