How to Create a Sales Funnel For Car Sales

sales funnel for car sales

Do you want to sell more cars? Of course, you do! Who doesn’t?

It’s time to start thinking about your sales funnel.

A sales funnel is the process by which customers move from being completely unaware of your product or service to becoming paying customers.

There are many steps in this process, and it can vary depending on what type of business you’re in. But there are some basic steps that all businesses should take.

In this blog post, we’ll dive into how to build a sales funnel for car sales. Stay tuned!

What is the sales funnel?

A sales funnel mirrors the path your prospects take to become a customer. It describes discrete stages of the customer journey, from first touch to closed deal.


*A sales funnel is the stages your target audience goes through to become a customer.

Wait, Sales talk ahead,

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Why Is Sales Funnel Important?

To convert your website traffic into leads and convert that leads into your customers is the job of the sales funnel.

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What’s the most important thing to remember in the sales funnel?

The sales funnel, the series of stages your target audience goes through to turn into your customer. 

They evolve from a pure stranger into your loyal customer.

At each stage, they go through a different world of content and communication.

Sales funnel can be parted into three areas,

  1. TOFU.
  2. MOFU.
  3. BOFU.

This is the last one: Gather Idea changing data from your prospects and start transforming your business before your competitor does.

At The TOFU Stage (Top Of Funnel)

Your prospect either searching for the solution to their problems, or,

They might not even know, what their problem is, 

Your single job in this stage is to create a problem and solution awareness to your target audience through contents.

Types of content in this stage,

  • Blogs.
  • Articles.
  • Infographics.
  • Podcasts.
  • Social media updates.
  • Primary research content.

Vital Goal: To create problem and solution awareness for your target audience through your content.

MOFU Stage (Middle Of Funnel)

In this stage, Your target audience is aware of their problem and the solution.

Your main goal here is to Convert those problem and solution aware target audience into your leads though gated content.

Some types of gated content.

  • Free Reports.
  • White Papers.
  • Cheat Sheets.
  • Free Trial.
  • Discounts/coupons.
  • Templates.

Vital Goal: To turn your problem and solution aware prospect into your lead through gate content.

Also, create awareness about your product/service, offer, USP, and the value they will get from you in between those contents.

Note: In this MOFU stage, the problem and solution aware prospect may evaluate the various solutions present to him to solve his problem.

They evaluate your offer with that of your competitors.

Your main focus is to, Create an attractive offer and communicate better with your prospect/lead,

So they will consider you over your competitor when it comes to buying the offer.

BOFU Stage (Bottom Of Funnel)

Even at this stage, If you make a small mistake in your content, It can install fear and Uncertainty inside the heart of your target audience.

That can hop your leads to the laps of your competitors.

Your main goal in this stage is to, 

Create content and communicate better to make their buying process effortless and to remove the fear of Uncertainty in buying your offer.

At this stage, You must provide content that says about,

  • Your brand uniqueness.
  • Your best offer.
  • Your customer success story.
  • Comparison sheet.
  • Webinars.
  • Or even courses.

Vital Goal: To convert your offer awareness leads into your customers through content that convinces them to buy your product/service. 

“Okay, I am selling cars; what do my sales funnel look like?”

The sales funnel for the car dealers is different.

You will start your sales funnel online and close your sales offline.


  • TOFU= You attract your audience to your website.
  • MOFU=You turn your traffic into your leads, set the appointment, and ask them to come to the required destination to examine the cars.
  • BOFU= Now, your salespeople will talk with your prospect who is ready to buy and convert them into your customers.

*It starts with digital and ends with a physical way of selling.

More in detail,

Stage 1: Here you try to get traffic to your website.

Stage 2: You try to convert those traffic into your leads. 

E.g., You can use a survey that helps them discover the best car for them as your gated content.

Stage 3: At this stage, You try to get the appointment from your leads. Either through,

  • Mail.
  • Phone.
  • Chat.

Stage 4: At this stage, You need to ensure those who set the appointment show up for the meeting. 

You can use, Reminders or calls to remind the leads to attend the appointed meeting.

Stage 5: Now, your leads show up for the appointed meeting; they are here to examine the car they are going to buy and to get the best reason why they should buy this car of yours.

Your sole goal is to convert the people who show up per the appointment.

Here you must make sure,

You have the right set of salespeople to convert the sales-ready leads into your customer.

To put it simply,

  • Stage 1: Attract your target audience to your website.
  • Stage 2: Find the ways to turn them into your leads.
  • Stage 3: Get the appointment from them.
  • Stage 4: Make sure those people attend the appointment without fail.
  • Stage 5:  Convert the leads who show up for the appointed meeting.

How can I improve the efficiency of this sales funnel?

No matter what Industry you are in, You must find ways to track and measure your efforts through the sales funnel. In that way, You can create more leads and find ways to keep converting those leads to your customer.

You can use Keap CRM to track your leads, provide the right content, and make sure they’ll attend the set appointment.

Take a look at these top 7 CRM for the auto Industry.

How can I stand out from the rest in this digital crowd of competitors?

Content. Content. Content.

Content marketing can make your brand stand out and bring your brand to the top of the mind of your target audience at the time of buying.

Joe Pulizzi is the one who pressed the dying need for content marketing more than any other,

Basically, content marketing is the art of communicating with your customers and prospects without selling.

― Joe Pulizzi, Epic Content Marketing: How to Tell a Different Story, Break through the Clutter, and Win More Customers by Marketing Less.

Understand it simple,

Content marketing means,

You create content that educates, entertains, and Inspires your target audience.

So they will come to you when buying, rather than your competitors.

Do this to create content that can stand out from your competitors,

Understand your company, the brand, the vision, the mission, and the why. The reason you are roaming the streets?

Know everything about your target audience.

  • What is their desire?
  • What is their need/wants?
  • What are their problems and pain points?
  • Uncover everything and go deep.

Resource: How to create a buyer persona?

Now, The content. 

Decide what content to create for your target audience. 

You can find out about this by making the buyer persona.

Find the channels they are in,

Where do they go to, Educate and entertain themselves, and

Where do they go to connect with the world?

Find everything.

Now, At last, comes the check-back analysis. The measurement.

 You need to measure your content marketing efforts to improve your content and convert more leads and sales.

 Resource: How to measure digital marketing success?

5 Good content marketing examples from Auto Industry Brands.

1. Land Rover Story

Land rover does excellent content marketing, selling without selling at all.

 Take a look at the Land Rover stories webpage; you can see why they are good at using content to sell their car to the right target audience, 

 Look at this: Land Rover stories.

This snippet from the content explains, How they are selling through the stories.

Dang! I am like, “Their content marketing is too Good.”

2. Volkswagen Content strategy.

Volkswagen newsroom is the planet that lives and breathes with content.

Contents Volkswagen features include,

  • Press Release.
  • Images/Graphics.
  • Social media content.
  • Company/Brand Stories. 

 And, Much more. 

See? Content marketing is in play.

Really?: Volkswagen Newsroom contents. 

3. Acura automaker, Jumped straight to the sky with content marketing.

The sun is hanging above the clouds and letting out the heat streams that are burning the lands,

The year is 2017; meanwhile, in the EI Toro, California, A Person is driving a car through the spine protruded glacier land, and the lava flowing hell hole, through the dangerous wet forest,

What a race they had,

Acura did this video, What a race, letting four Influencers drive their car through the lenses of virtual reality.

  • 500, 000 people enjoyed the Video Livestream on Facebook, Twitter, and YouTube.
  • 900,000+ views happened on Facebook alone.

Take a look here: Acura, What a race.

Is this the best content marketing? Hell yeah. 

4. Porch’s User Generated content marketing.

Let me ask you this,

  • Which content do you believe the most?
  • The branded content or the customer content?

If you are like me, You might have yelled, “Yeah! Customer Content.”

Porch auto company did that best,

They encouraged their customers to share posts about their sleek rides using the Hashtag #PorscheMoment.

600,000+ People have used the Hashtag and shared their good moments with their Porch cars.

Again, strong content marketing is flexing here.

5. Mazda did the best of all.

 This Japanese-based automaker company is probably the best in using content to inspire its audience.

Mazda story is a portal that holds excellent content in these three categories,

Inspire. Explore. Innovate. That shouts clearly about the brand they have and the value it holds. 

“When I first came across the Mazda stories, I didn’t even feel like I was on a car company’s website.”

Now that’s what the content that stands out isn’t? 

Final word. 

The world is changing. People are turning hostile towards the company content.

If they see content is selling hard on their face, they’ll slap that content by Ignoring them 

Implementing the content marketing and the rules of sales funnel to your auto business,

Can bring in more customers to your business.

Key logo funnel secrets


Key Nguyen

Key is the brainchild behind You’ll often find him analyzing conversion rates, tweaking landing pages, and exploring new marketing automation software. He loves to write about sales funnel building and is always tinkering with the latest conversion optimization techniques!