Why Take a Full-Funnel Approach to Automotive Marketing?

The evolution of the car buying journey has experienced a significant digital transformation, where prospective buyers navigate through many online channels before setting foot in a dealership. Their journey, which weaves through search engines, third-party websites, VDPs, social platforms, and more, presents a vast digital ecosystem that dealerships must navigate adeptly. Utilizing a full-funnel marketing strategy across various channels becomes imperative to engage customers at multiple touchpoints throughout their buying process.

Understanding the Modern Car Buyer’s Journey

To effectively navigate through the multifaceted digital landscape, it is crucial to delve deep into understanding the customer’s journey, distinguishing between each stage and recognizing the channels that are most pertinent to each phase. The car buyer’s journey is not linear but a dynamic path that intertwines through various platforms, each playing a distinct role in influencing their buying decisions.

Tailoring Strategies to Each Funnel Stage

The full-funnel approach involves segmenting the buyer’s journey into distinctive stages, and each step mandates a tailored marketing strategy to address the unique needs and intentions of the buyer. This involves crafting pertinent messages, deploying strategic A/B testing, and scrutinizing the outcomes to gain deeper insights into the efficacy of each tactic. The interpretation of these results offers a window into understanding the subtle nuances of buyer behavior and preferences at each stage.

The Limitations of a Single-Channel Focus

While a focused approach on direct responses and singular channels may offer precise KPI measurements and tangible returns, especially in the early stages, this methodology could be more sustainable in the long term. A constricted view can only encapsulate a fragment of the customer’s journey, limiting the ability to build a holistic understanding of their interactions and behaviors across the digital spectrum.

Embracing Comprehensive Attribution Models

Shifting towards more encompassing attribution models like linear or time decay strategies provides a panoramic view of customer interactions across various channels. This approach mitigates the constraints of singularly focused models, such as first- or last-click attributions, which may need to be more accurate to simplify the complex and multifaceted customer journey.

For instance, a customer might hop between channels, from initial discovery via a Google search to re-engagement through retargeting banner ads, followed by email marketing nudges, culminating in a conversion through a dynamic Facebook ad. Each touchpoint is pivotal in nudging the customer closer to conversion, underscoring the necessity of a full-funnel marketing strategy.

Robust Marketing Across Multiple Channels

A well-diversified marketing budget spread across various channels ensures the connection with potential customers is preserved, even if one channel encounters a setback. Whether a prime-time commercial is prohibitively expensive or an unforeseen social media account disablement, a multifaceted marketing strategy cushions the impact, ensuring that the dealership remains visible and engaged across other active channels.


The intrinsic value of a full-funnel approach in automotive marketing lies in its ability to engage with customers throughout their entire digital journey comprehensively.

It paves the way for a robust, adaptive, and resilient marketing strategy that aligns with the intricate pathways of the modern car buyer’s journey and safeguards against channel-specific dependencies’ vulnerabilities.

By strategically distributing the marketing budget across various channels, dealerships can ensure a consistent and pervasive presence, guiding the customer seamlessly from awareness to conversion and fostering a connection that transcends a single touchpoint.