The Sales Funnel Turned Upside Down and Now Inside Out

The internet, if not the information age, changed the sales funnel. Forever. Previously marketing goals such as Awareness or Consideration could be delivered via tactics such as Broadcast TV or Direct Mail. With the internet, you jump from top to middle to lower funnel at your whim.

The mobile phone upped the ante. 

Well, that and Attention Deficit Disorder. You have about 1.5 seconds to gain someone’s attention online.  Think Instagram, and how do you create a thumb-stopping experience? That’s what interruption looks like today.

So you must show the product. Hello Consideration. And fast. In today’s digitally ubiquitous times, the brand is built AFTER the purchase because of the speed of the interaction.

Think that sentiment doesn’t apply to automotive? Despite what OEM’s and their Advertisers may want to believe, it applies because that’s the way consumers shop.

Heads up on Carvana. 

They are a marketing experiment turning automotive operations inside out. To date, they have NOT made money, AND they actually charge customers more than dealerships. The business model isn’t robust in that regard; however, the top-line growth is noteworthy because the consumer sentiment is strong. 

Speed and Customer Comfort continue to reshape the sales funnel. 

How are you and your stores adapting?

Views: 15

Comment

You need to be a member of DealerELITE.net to add comments!

Join DealerELITE.net

Latest Activity

Mike theCarGuy Correra posted a video

How Dealerships Can Overcome Customer Skepticism in Service

Mike Correra shares a simple way for dealers to legitimize recommended services and overcome any customer skepticism.
13 hours ago
Dan Beres posted a blog post
23 hours ago
Maria Watson posted a blog post

Ship your logistics internationally with the most trusted agency

Transportation of goods between countries takes place for many reasons. The majority, however, is…See More
yesterday
John Sternal posted a blog post

Beep Appoints Clayton Tino as Chief Technology Officer

Extensive Experience in Engineering, Platform Design and Software Developmentto Innovate and Scale…See More
yesterday
Dave Anderson posted a blog post

Do Moore, Be Moore, 4 Moore

I've never done a podcast episode quite like this one. In it I share a touching, real life story of…See More
Tuesday
Michael Trasatti posted a blog post
Tuesday
Dane Saville posted a blog post

Stimulate More Interest in Your New and Used Cars | KPI Cafe Season 3 Bonus 2

Host Dane Saville dives into the details for creating diverse new and used car campaigns for your…See More
Monday
Bill Wittenmyer posted a video

#WittsWiseWords - Don't Be a Seatbelt Manager

Instead of staying tethered to your cushy swivel chair, Bill Wittenmyer encourages managers to make it a point to wander a bit throughout the day to spot iss...
Monday
Michael Trasatti posted a video

Why Do Video Blogs?

Mike Trasatti shares why video blogs are an important asset.
Monday
Dane Saville posted a blog post

How Your Dealership Can Have Social Media Mania, Brother! | KPI Cafe Season 3 Episode 3

Host Dane Saville conjures up the power of Hulkamania to talk about a remarkable paid social media…See More
Dec 6
Scot Eisenfelder posted a video

CarMax is winning by Playing Moneyball

Scot Eisenfelder explains how CarMax enjoys tremendous market value by levering its data in every single operation.
Dec 6
Jim Flint posted a blog post
Dec 6
Mike theCarGuy Correra posted a video

Can New Technology Make A Dealership Less Efficient?

Mike Correra shares how dealerships can adopt new technology more efficiently.
Dec 5
Richard Keeney posted a blog post
Dec 5
Damian Boudreaux posted blog posts
Dec 5
Lehel Reeves posted a video

3 Types of Video that Lead to Increased Lead Conversion

Lehel Reeves shares three types of video responses to send to your customers that can increase show rate and lead conversions.
Dec 4
Rob Gehring posted a blog post
Dec 4
Bill Wittenmyer posted a video

#WittsWiseWords: You Can Still Be The "Go-To Person" for Digital Retail

Digital retail opens new possibilities and responsibilities for engaging with today's connected car shopper. As Bill Wittenmyer explains, being the "Go-To" p...
Dec 4
Adam Swanson posted a blog post
Dec 3

Get Newsletter

© 2019   Created by DealerELITE.   Powered by

Badges  |  Report an Issue  |  Terms of Service