Avionics News December 2015 - 61

- for example, for all customers
researching ADS-B solutions. In
this way, you're using their research
signals to read their minds, according to Converse Digital, and you can
point them toward more information
they haven't yet discovered, which
helps create a strong perception of
your brand.
But don't discount the personal
touch, and recognize that even in
the digital age, in-person events
can play a critical role - especially
when you offer educational content
that helps them build a preference
for your avionics shop. When delivering an experience, you can tailor
sessions and content to each attendee's interests and stage of purchase,
as well as work toward dispelling

common misperceptions. Of course,
you also get to make a personal
connection.
But you also must be there
when the customer is ready to buy.
According to a recent survey of
online car shoppers by Google,
two-thirds of shoppers attempted
to contact dealers online, yet only
half of those were satisfied with
the response, which caused many
to switch dealers and brands. This
goes for social media, too, and in
every case, you want to use whatever medium they're most inclined
toward - and do it quickly, effectively and tactfully.
Once you do make contact, you
must be prepared to engage with
someone who may know nearly as

much about products as you.
You may sometimes need to do
some actual consulting. Closing a
deal with even an educated customer won't be automatic; it still
requires follow-up and engagement.
You might find that even with more
educated customers, some things
haven't changed.
While customers can gather
expert-level information about the
products they hope to add to their
aircraft, they still need your skills to
make a successful purchase. By recognizing this trend, and positioning
your avionics shop to engage with
customers in the way they desire,
you've made yourself a more valuable resource than any online tool
could provide. q

"Having a broker with hands on
avionics experience to represent
AEA members who provides superior
customer service has been extremely
beneficial " - Ken Engelman, AIE, Inc.

AS AN AEA MEMBER, ARE YOU GETTING THE BEST COVERAGE, FOR THE MOST COMPETITIVE PRICE?
CALL BRYAN AT AVIATION SOLUTIONS: 816-353-1047

All Inclusive: With our NEW "Health Insurance" group for the AEA,
members can now place all Aviation Insurance needs in one place
including, Product Liability & Workers Compensation.
Premier Carriers: Members have direct access to A-Rated insurance
carriers that provide coverage across the globe.
Unprecedented Coverages & Rates: Specially tailored insurance
programs for members with premier coverages & discounted rates
exclusive to Aviation Solutions.

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Social Media
@ Aviation Solutions, LLC

Exceptional Service & Continuing Education: Access to hosted
educational forums, risk advisory services, contract review &
negotiations, & policy expertise.
Accurate Representation: Risks are presented to the carrier by someone
with hands on experience & an active participant in the avionics
community
Give Back: Aviation Solutions donates a portion
of each premium back to the AEA to fund a
scholarship for avionics.

or visit us online
www.aviationsolutions.aero
Aviation Solutions, LLC
Attn: Bryan Averill- Avionics Risk Specialist
1304 NE Windsor Dr. Lee's Summit, MO 64086
Phone: 816-353-1047 Fax: 816-353-1048
E-mail: ba@aviationsolutions.aero

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