Avionics News May 2017 - 51

to say, and when, according to Lyon. Then they don't
give up. While the 12th call or the 20th email may seem
pointless, they make it anyway because they want to be
the last one standing.
But they also provide value with each of those
interactions. They emphasize - repeatedly - the service
they offer customers to show how they can help. They
share ideas and insights, and they educate customers
about how their products and services can solve the
pain those prospects face. Altogether, they're not just a
sales person, they're an asset to help a prospect make
the right decision for their airplane.
This is all made easier if you have a customer
relationship marketing platform. This database allows
you - and everyone else in the conversion loop - to
have access to communications, notes, aircraft type,
product preferences, response history, and status to
track prospects through the sales process and manage

your conversations in a knowledgeable way. While
digital ones, such as SalesForce, are available for a fee,
smaller shops may find a spreadsheet or notebook to
work, too, provided it's kept up to date. Armed with
those records and a weekly and monthly schedule for
contacts that goes from now to whenever, you can make
a more-efficient use of your hard work.
If you can't make contact, put the prospect to a
long-term nurturing plan, such as your newsletter, and
send them a final note telling them you're able to talk
anytime they're ready. That might inspire a return call,
or it might not. You're still in the game, but you can
move to more fruitful opportunities.
After all, when it comes to casting your net for new
customers, you're not fishing for fun, you're fishing to
eat. This means you always have a stream of prospects
you're working to haul in, and every contact may be
more valuable than you realize. q

SOUTHERN
AVIONICS
AND INTERIORS
CUSTOM CONSULTATION AND INSTALLATION
Avionics needn't be complicated. For your peace of mind, there's only one place you need to land, right here
in Fairhope, AL. Part of Continental Motors Services (CMS), Southern Avionics and Interiors has served the Gulf Coast
for more than 30 years. Our expertise and experience includes avionics upgrades, ADS-B installations, custom harnesses,
FAA-approved powder coating, all under one roof. Alongside VFR-IFR certifications, we provide in-house silk-screening and
complete custom interior refurbishment.
Our factory-trained technicians have extensive experience with every major avionics brand, installing everything from panel mount
and remote LRU avionics to aircraft autopilots, engine monitors and flight instruments. As part of CMS Fairhope, we can arrange
airframe and engine maintenance, repairs, and overhauls on the same site, on the same trip, saving you time and money. Get in
touch or visit our website to find out more.

INNOVATION WITH PEACE OF MIND STARTS WITH A PHONE CALL TO OUR DEDICATED TEAM ON
251-433-9980 OR GO TO WWW.CONTINENTALMOTORS.AERO/SOUTHERN-AVIONICS FOR DETAILS.

WWW.CONTINENTALMOTORS.AERO

ARE YOU ADS-B READY?
GARMIN ® AUTHORIZED
DEALER

avionics news

may

2017

http://www.continentalmotors.aero/southern-avionics http://WWW.CONTINENTALMOTORS.AERO

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