Avionics News May 2017 - 52

But the warms are also important to your success;
they're next month's (or next quarter's) customers.
You're wise to also work with the warms, according
to Dan S. Kennedy, a sales consultant and author of
The No B.S. Guide to Maximum Referrals & Customer
Retention. When you don't, they'll eventually go cold.
That's where multichannel follow-up comes in.
By using a campaign of ongoing phone and written
contacts, including emails and social media, you
create plenty of touches after the initial contact using
a variety of media. This is important because each
prospect may have a preference; while some value
direct calls, others may prefer emails with links to
case studies, webinars or videos. Relying on any one -
especially email - can limit your success.
Speaking of email, go beyond a newsletter for

interest in your services. To evaluate how you're doing
on initial contacts, consider the Conversion Quality
Score developed by Kevin Oakley of Do You Convert.
When it comes to follow-up, cold, lifeless, automated
"thanks for contacting us!" emails that check off a
to-do item get a one-point score. Those that reference
customer questions, airplane type, or other detail of
the inquiry, which make the contact more personalized,
get a two. All that, plus excitement for the interaction
and a belief that you can serve the customer's needs,
plus an ask for a call or in-person meeting, and you
get a three. The shop with high points wins. But more
importantly, three-pointer contact allows you to qualify
every lead and avoid cherry-picking only those ready
to buy now, at the expense of those who need a little
nurturing to stick around.
As you know, leads are either hot, warm or cold.
Certainly, you love to work the hot ones toward a buy.

Continued on following page

Avionics Solutions Provider | Worldwide Dealer Network | Engineering-Manufacturing

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GDC75W ARINC 429 WI-FI BUS ANALYZER

MPS43B
AIRDELIVERING
DATA TEST SET
NOW
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THE
THE LCD
LCD SOLUTION
SOLUTION TO
TO
REPLACE
REPLACE AGING
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ED800
CRT
CRT DISPLAYS
DISPLAYS
Part 25 AML STC includes the Citation III, VII, Gulfstream III, Hawker 800 series/Hawker 1000, Fokker 50,
Falcon
Bombardier
600 III,
series
and Dash 8.III,Sikorsky
will be available
Part 25
AML 900,
STC includes
the 415,
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VII, Gulfstream
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series/Hawker
1000, soon.
Fokker 50,
Falcon 900, Bombardier 415, 600 series and Dash 8. Sikorsky S76 STC will be available soon.

*
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Provides the GDC75W ARINC 429 Bus Analyzer functionality
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*

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and lightweight alternative to otherwise expensive
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test
*

*

*

*
Connect
your AppleĀ® iPad or iPhone via Wi-Fi on the GDC75W
*
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*
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More than 1 hour operation from internal battery
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Integral pumps covered by 1000 hour guarantee
Ps to 55000ft, Pt to 550kts, ROC to 6000ft/min
Bluetooth
RVSM
With the backup battery and increased internal test
volume, the weight is less than 11lbs.

DAC International | 6702 McNeil Drive, Austin, Texas 78729 | P. 800.527.2531 (U.S. only) | 1.512.331.5323 dacinfo@dacint.com | www.dacint.com

AVIONICS NEWS

*

MAY

2017

49


http://www.dacint.com

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

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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
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Avionics News May 2017 - Cover3
Avionics News May 2017 - Cover4
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https://www.nxtbookmedia.com