Avionics News May 2017 - 50

BUSINESS BASICS

Continued from page 49

mid- to long-term follow-up, and
add "drips," or a prewritten (but
customizable) set of messages that

AMC:

May 1-4, 2017

50

avionics news

*

may

2017

you will send to prospects over
time that ask how you can help.
Create a portfolio of these messages
that can be modified so they don't
sound like form letters, and use a
personalized subject line that will

get it opened, such as "Here's the
info you requested about your
Bonanza," or "We've got new
avionics options for your King Air."
Any of these contacts should
do several things, according to
Kennedy. Foremost, they should
educate prospects, lest you wear out
your welcome. Give them valuable
information they need to choose
avionics and installation services
while building trust and familiarity
with your shop. They can also be
repetitive; customers may need to
hear the same thing several times
before it sinks in, so make the case
for your service and expertise often.
Finally, they should ask to set up
a call, to move the conversation
forward.
Smart executions
If prospects typically choose the
avionics shop at the top of their
mind - and that's the business
that's most consistently stayed in
contact with them - you should
consider what you need to do for
that to be yours. This requires you
follow a plan for contact, keep
track of how you've interacted with
each prospect, and adopt a schedule
to stay in touch regularly.
Given all that, you might wonder
what a better model for prospect
contact might look like. Successful
sales people maintain a balance
between hot and warm leads,
according to Lyon. In fact, they
spend about 20 percent of their
time cultivating the latter; that's
nearly two hours of every day on
outreach.
To keep that organized, they use
a system that organizes contacts
- in a way that's easy to access -
based on their lead's place in the
sales funnel, so they know what



http://www.barfieldinc.com

Table of Contents for the Digital Edition of Avionics News May 2017

No label
Avionics News May 2017 - Intro
Avionics News May 2017 - No label
Avionics News May 2017 - Cover2
Avionics News May 2017 - 1
Avionics News May 2017 - 2
Avionics News May 2017 - 3
Avionics News May 2017 - 4
Avionics News May 2017 - 5
Avionics News May 2017 - 6
Avionics News May 2017 - 7
Avionics News May 2017 - 8
Avionics News May 2017 - 9
Avionics News May 2017 - 13
Avionics News May 2017 - 11
Avionics News May 2017 - 12
Avionics News May 2017 - 13
Avionics News May 2017 - 14
Avionics News May 2017 - 15
Avionics News May 2017 - 16
Avionics News May 2017 - 17
Avionics News May 2017 - 18
Avionics News May 2017 - 19
Avionics News May 2017 - 20
Avionics News May 2017 - 21
Avionics News May 2017 - 22
Avionics News May 2017 - 23
Avionics News May 2017 - 24
Avionics News May 2017 - 25
Avionics News May 2017 - 26
Avionics News May 2017 - 27
Avionics News May 2017 - 28
Avionics News May 2017 - 29
Avionics News May 2017 - 30
Avionics News May 2017 - 31
Avionics News May 2017 - 32
Avionics News May 2017 - 33
Avionics News May 2017 - 34
Avionics News May 2017 - 35
Avionics News May 2017 - 39
Avionics News May 2017 - 37
Avionics News May 2017 - 38
Avionics News May 2017 - 39
Avionics News May 2017 - 40
Avionics News May 2017 - 41
Avionics News May 2017 - 42
Avionics News May 2017 - 43
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Avionics News May 2017 - 45
Avionics News May 2017 - 46
Avionics News May 2017 - 47
Avionics News May 2017 - 48
Avionics News May 2017 - 52
Avionics News May 2017 - 50
Avionics News May 2017 - 51
Avionics News May 2017 - 52
Avionics News May 2017 - 53
Avionics News May 2017 - 54
Avionics News May 2017 - 55
Avionics News May 2017 - 56
Avionics News May 2017 - 57
Avionics News May 2017 - 58
Avionics News May 2017 - 59
Avionics News May 2017 - 60
Avionics News May 2017 - 61
Avionics News May 2017 - 62
Avionics News May 2017 - 63
Avionics News May 2017 - 64
Avionics News May 2017 - 65
Avionics News May 2017 - 66
Avionics News May 2017 - 67
Avionics News May 2017 - 68
Avionics News May 2017 - 69
Avionics News May 2017 - 70
Avionics News May 2017 - 71
Avionics News May 2017 - 72
Avionics News May 2017 - Cover3
Avionics News May 2017 - Cover4
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