2026 Zero-Click Funnel Playbook
How buyer behavior changed, why your dashboards feel broken, and how to win when AI sits between you and your customer
For nearly twenty years, marketers — myself included — operated with one quiet assumption behind every strategy and forecast:
Eventually, people land on your website.
The journey might be messy. The touchpoints might be chaotic. But sooner or later, the click brought everything together. That moment tied the story back to the funnel we all trusted.
Then 2025 happened.
The assumption didn’t wobble.
It broke.
And in 2026, the pace of that shift isn’t slowing. It’s speeding up.
I’m not writing this as a futurist or an analyst looking down on the industry. I’m writing as a marketing executive trying to make sense of this while actually running a business, with revenue targets, dashboards, and a team relying on clarity that suddenly isn’t there.
Every operator I talk to is feeling the same pressure.
Branded search behaves unpredictably.
Organic traffic doesn’t map cleanly to demand.
Buyers show up already educated in ways analytics can’t explain.
Attribution behaves more like a dimmer than an on/off switch.
Traffic patterns drift further away from anything we used to call normal.
Everyone senses the shift.
But very few people have had the language for it.
So this playbook is not a claim of certainty.
It’s my attempt to map what’s happening based on the patterns that are now impossible to ignore.
Here’s the simplest frame:
**The funnel isn’t dead.
It moved.**
It moved upstream, into AI systems that now handle discovery, education, comparison, and vendor selection long before someone ever opens a browser tab or creates a measurable session.
We’ve entered a world where:
journeys are nonlinear
visibility is partial
attribution captures only fragments
and most of the buyer’s thinking happens outside our analytics
And if you’re wired like I am — someone who loves numbers, precision, and tidy explanations — here’s the uncomfortable truth:
We have to rely more on directional signal than perfect attribution.
Perfect attribution wasn’t ever as perfect as it looked (there, I said it).
Across nearly every category, the same trendline shows up:
Organic click-through rates are down.
AI-native search is rising fast.
Zero-click outcomes keep climbing.
Total discovery expands while website sessions shrink.
The funnel didn’t vanish.
It slipped into places our dashboards were never designed to measure.
AI answers, conversational interfaces, and OS-level assistants now handle a huge portion of what we used to call “top-of-funnel.”
Buyers are forming their understanding inside:
ChatGPT
Perplexity
Claude
Gemini
Siri
browser-native answer layers
And here’s the twist that most people overlook:
Your website still matters.
In a lot of ways, it matters more than ever.
It’s just no longer the first stop.
Your site is the validation layer…the place buyers go to make sure the AI-generated picture is accurate, trustworthy, and aligned with what they need.
If I had to compress the 2026 buyer journey into one line:
Problem → education → shortlist → pricing → alternatives → recommendation → maybe one click
Or, in the words of Bob Dylan (special nod to those of us still spinning vinyl)
“The times they are a-changin’.”
And the funnel changed right along with them.
What follows is what acquisition actually looks like now.
01. AI Answer Presence: Your New Homepage
For twenty years, Google was the front door.
Today, AI systems are the lobby, the guide, and the first conversation.
The first impression of your brand is no longer your homepage.
It’s the answer someone sees before they ever think to click anything.
AI Answer Presence = how often your brand appears in AI-generated responses to the highest-intent tasks in your category.
These moments matter most:
“best X for Y”
alternatives and competitor lists
vendor comparisons
pricing context
category explainers
how-to workflows
implementation guidance
Unlike traditional SEO, answer presence is:
cross-platform
entity-driven
conversational
and often intentionally zero-click
The part most teams underestimate
A single AI prompt does not trigger a single lookup.
LLMs routinely fire two or three separate retrieval paths to cross-check information across the open web. Each micro-query samples different sources the model trusts.
This means your brand isn’t evaluated once.
It’s evaluated multiple times, in rapid succession.
If your reviews, pricing narrative, entity structure, and offsite footprint don’t align across those retrievals?
You don’t lose ranking.
You disappear from the answer layer.
New industry data reinforces this
This week (yesterday, to be exact), James Cadwallader (Co-Founder at Profound) shared research showing that 89 percent of ChatGPT prompts trigger two to three web searches by the underlying User Agents.
One question becomes several retrieval events…and your brand must survive all of them.
James put it plainly:
“How your website appears in those retrieval moments determines whether your content is even eligible for the final answer.”
This is the new visibility rule:
**AI doesn’t reward the “best” answer.
It rewards the most consistently corroborated one.**
Why it matters
LLMs sample across:
reviews
press articles
G2 / Capterra
Reddit threads
YouTube summaries
comparison pages
product documentation
directory listings
If your story fractures across these surfaces, you’re filtered out before the buyer ever sees you.
This is why offsite corroboration has become one of the strongest drivers of answer-layer visibility.
If you’re not in the answer layer, the buyer won’t skip your website.
They’ll skip your brand altogether.
02. LLM Referrals and Brand Lift: The Only Clicks That Matter
LLMs don’t behave like Google, but they influence demand through two categories of signals.
A. Direct signals (rare but highly valuable)
When they appear, direct referrers show:
the click originated inside an AI environment
your brand appeared in the generated answer
intent was high enough to break the zero-click flow
B. Indirect signals (the overwhelming majority)
Most AI-influenced users never click within the answer.
Instead, they:
Google your brand
type your domain directly
arrive through “direct load”
convert through unattributed paths
behave as though they already know you
This manifests as:
branded search lift
direct traffic spikes
unattributed conversions
higher-quality downstream actions
The twist most teams misinterpret
AI exposure increases branded demand but decreases branded clicks.
Why?
Because AI answers resolve shallow branded queries upstream, leaving only deeper-intent actions for humans.
Clicks fall.
Intent rises.
This confuses teams who haven’t yet recognized the shift.
C. Where the real insight comes from
Put together:
LLM referral logs
branded search behavior
multi-LLM answer presence
And you begin to understand:
which models influence your category
which types of answers correlate with pipeline
whether AI-exposed users convert differently
whether your brand’s visibility is improving or collapsing
This isn’t perfect attribution.
It’s the attribution that reflects how buyers actually behave in 2026.
And yes…it’s uncomfortable when you like clean answers (I feel this deeply).
But discomfort doesn’t change reality.
03. AEO: The New Ranking System
In a zero-click world, AI doesn’t rank keywords.
It ranks entities.
Models care about:
who you are
what you offer
how consistently you’re described
what trusted third parties say about you
whether your narrative aligns across the web
Entity SEO existed before.
AI made it the dominant ranking force.
To strengthen your entity:
clarify product and company entities
align naming across every owned surface
structure About / Pricing / Features to be machine-legible
ensure schema is accurate
establish credible authorship and expertise
invest in offsite corroboration across reviews and comparisons
LLMs fire multiple retrieval queries per prompt, so consistency across surfaces becomes the ranking signal.
If your entity graph is unclear or inconsistent, your visibility is capped.
It doesn’t matter how good your content is.
Models evaluate you like Wikipedia, not a keyword list.
If you want the deeper mechanics — retrieval patterns, entity construction, and measurement — I unpack it fully in my 2026 AEO Guide, which became the manual I wish I’d had when this shift first showed up in our numbers.
04. Conversational Commerce: The New Conversion Path
Buyers aren’t browsing the way they used to.
They’re asking their way through the category.
“What’s the best option for…?”
“How does pricing compare?”
“What should I consider?”
These aren’t research steps.
They’re the funnel.
The new journey looks like:
Ask → get a recommendation → clarify → compare options → validate → decide → maybe click once
Your job becomes:
be included in the answer
be recommended
be trusted
be the assumed default
be the consensus pick
You don’t win because someone visits your website.
You win because AI already decided you belong in the conversation.
05. Measuring Traffic When Attribution Blurs
Attribution isn’t broken.
It’s evolving.
The 2026 measurement stack:
LLM referrer logs
branded search lift
multi-LLM answer presence
consensus gap analysis across competitors
entity health scoring
post-click activation
This is the first meaningful evolution since multi-touch attribution — not more precision, but more truth.
06. AI Holds the Homepage
Here’s the part most teams still underestimate:
Users may land on your homepage less often.
But AI reads it constantly.
LLMs repeatedly ingest:
pricing
docs
features
changelogs
help content
reviews
comparisons
Your homepage now has two audiences:
AI systems deciding whether to recommend you
Buyers arriving after AI already shaped their perception
So the real strategic question becomes:
What does ChatGPT think my homepage says?
Because if AI misinterprets your positioning, your funnel collapses long before a human ever touches your site.
Your website still matters…not as the first touch, but as the final source of truth.
THE PUNCHLINE
The Zero-Click Funnel isn’t coming.
It already rewrote the buyer journey.
The marketers who win in 2026 won’t be the ones squeezing incremental gains out of traditional SEO or last-click analysis.
They’ll be the ones who understand:
visibility happens in answers
authority is built through entities
traffic is indirect
conversion is conversational
relevance is decided corpus-wide
AI reads your site before the buyer does
and presence matters more than ranking
Your job isn’t to rank higher.
It’s to:
Be the default answer.
Be the trusted recommendation.
Be the consensus pick across LLMs.
Because if you don’t control the answer layer,
you don’t control the funnel.
And as Dylan said — summing up every era where the ground shifted beneath our feet:
“You better start swimmin’ or you’ll sink like a stone.”
The times aren’t going to change.
They already did.
About the Author
Josh Grant is VP of Growth at Webflow, where he leads Growth Marketing, Demand Generation, Lifecycle Marketing, Partner & Ecosystem Marketing, Marketing Ops, Analytics, and Webflow’s AI Search & AEO strategy. He architected Webflow’s growth engine and AI search motion, pioneering LLM traffic intelligence, enterprise-scale structured content systems, and one of the industry’s most widely adopted AEO analysis and optimization frameworks.
Josh is widely regarded as one of the most influential operators at the intersection of AI and growth. He was named PLG 2025 Leader of the Year for his contributions to modern growth systems and his work redefining how companies acquire and convert users in an AI-first world.
His frameworks and insights have been referenced across major industry channels — from repeated call-outs on Lenny’s Podcast to widespread engagement on LinkedIn, where his content has reached over 1,000,000 impressions and 400,000+ operators and executives in the past 90 days, fueled by collaborations with leaders like Kyle Poyar’s Growth Unhinged and Product Growth.
He publishes long-form strategy breakdowns on his Substack, Stacked GTM, where he writes about AI growth, AEO, narrative design, and modern GTM systems, and he advises multiple startups on GTM, AI-first marketing, and category leadership.
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All opinions are my own and do not represent any employer, past or present.