How to use content to feed the sales funnel of a dealership
24 Oct 2025
Content marketing is not just for big brands. Used car dealerships can leverage the power of content to attract, persuade, and convert potential buyers. In this article, we will explain how to use valuable content at each stage of the sales funnel and how tools like Dealcar can help you measure and optimize the entire process, even if you are just starting out.
What is the sales funnel and how is it applied in a dealership?
The sales funnel is a model that represents the stages a potential customer goes through from discovering your dealership to making a purchase. It is divided into three main phases:
Attraction: capturing the attention of people who do not yet know your business and have not shown a clear intention to buy.
Consideration: educating, informing, and building trust, so that the user sees your offer as a real option.
Decision: facilitating the conversion into a customer with closing arguments and removing barriers.
Applied example: A person searches for "used family car" on Google. They come across an article on your blog (attraction), explore the available models, and download a financing guide (consideration), then receive an email with an offer and decide to visit you (decision).
Attraction phase: get discovered
Content that ranks on Google
The best way to attract visitors is to create useful and well-optimized content that answers real user questions. Here are some ideas:
"Which used car is best for large families?"
"Advantages of buying a used hybrid car"
"Guide to buying an occasion car in [city name]"
Key actions:
Use long-tail keywords with informational intent.
Structure texts with H2 and lists to facilitate reading.
Add images and link to product pages.
An updated blog not only attracts traffic but also positions your brand as an expert.
Social media that entertain and inform
Social media help to gain visibility and create a community of people interested in your cars or your expertise.
Effective content:
Reels showcasing featured stock models with key features.
Useful tips: "how to finance your first car", "mistakes when buying a used car".
Behind the scenes: show your team, the delivery process, or how you recondition vehicles.
Posting regularly and responding to messages creates a friendly and trustworthy image.
Consideration phase: convert interest into trust
Complete and well-written product pages
The car listings on your website should be much more than a price and some photos. They must answer all the questions of the potential buyer:
High-quality photographs from different angles, including the interior.
Video tours or video tests to highlight strengths.
Descriptions that do not just repeat technical data but explain real advantages for the user.
Reviews and testimonials from other buyers of that model or similar.
Frequently asked questions such as: "Is it inspected?", "Is financing accepted?", "What warranty does it include?"
This type of content reduces friction and improves the conversion rate.
Downloadable resources
Offering exclusive content in exchange for email addresses is an effective tactic for generating qualified leads.
Examples:
Checklist: "10 things to check before buying a used car"
Mini guide: "How to understand financing options"
Comparison: "Diesel vs gasoline vs hybrid in 2025"
Once the lead is in your database, you can keep nurturing them with relevant content.
Decision phase: drive conversion
Personalized emails and follow-up
Once the contact is interested, email marketing allows you to take them to the next step with the right content at the right time.
Types of emails:
Reminder of viewed cars: "Are you still interested in this SUV?"
Personalized offers: limited discounts, payment facilities
Persuasive content: guarantees, free trials, customer testimonials
Automation: You can schedule sequences based on behavior (visits, clicks, downloads) using tools like those integrated with Dealcar.
Testimonials and success stories
Content generated by other customers acts as social proof. Including it on your website and social media helps reinforce the decision.
Effective formats:
Short videos shot in the post-sale dealership
Screenshots of reviews on Google or social media
Real stories: "Juan was looking for a car in 10 days and found it here"
These messages should be visible in key areas such as vehicle listings, contact forms, and the homepage.
How to measure the impact of content on the funnel
Every piece of content should have a measurable objective. Analyze these indicators to know if your strategy is delivering results:
Attraction: visits to the blog, average time per article, new users.
Consideration: clicks on product listings, downloads, interactions on social media.
Decision: leads generated, email opens, forms submitted, calls received.
Dealcar offers integrated panels where you can see these metrics without the need for additional tools. This way, you know which content drives the most sales and where to adjust efforts.
Conclusion
Well-made content not only attracts traffic but also accompanies the buyer at every step of the process. Adapting what you publish according to the customer's moment is key to closing more sales.
With tools like Dealcar, you can centralize your website, manage leads, automate emails, and see what works in real-time. In this way, each piece of content you publish feeds your sales funnel naturally and measurably.
Frequently Asked Questions
What type of content attracts the most visits to a dealership?
Articles that answer common questions, videos of available models, educational content on purchasing, financing, or maintenance, and local content that mentions your city.
How can I know if my content is working?
You should measure visits, downloads, forms, interactions, and associated sales. Tools like Dealcar or Google Analytics allow you to analyze the entire funnel.
Is it necessary to have a blog to use content marketing?
It is not essential, but it is highly recommended. A blog generates constant organic visits and positions you as a local reference in your sector.
What is the difference between attracting visits and generating sales?
Attracting visits is the first step. Generating sales involves nurturing those users with useful content, trust, follow-up, and a clear and persuasive digital experience.
Start today to transform your sales funnel with content that informs, connects, and converts! Your dealership has a lot to tell, and your future clients are looking for that information.
