The article presents the results of a study analyzing the conversion rate at different levels of the purchase funnel in the educational market. A theoretical model of the purchase funnel and its surrounding environment is shown, assumptions about the reasons for differences in conversion rates are made, and a classification of marketing activities is proposed. A statistical inference of the hypotheses was carried out; the difference between the conversion rates to the target at zero and the next levels of the purchase funnel was statistically proved. The leads about the impossibility of verifying the consumer movement through the purchase funnel without analyzing most sources in a consistent system are made. The proposals for the use of marketing communication theory for various levels and elements of the purchase funnel were made. The study is based on collected unique statistics with a sample size of more than 50,000 records