Go-To-Market Strategy

Commercial

Sales process - Commercial Aviation

Champion will be Head of Maintenance:

Need to tell COO that they’ve seen the tech work, they’ve seen results, and give need to the COO.

Airlines are being force to pay pilots much more, So the only way to offset the pilot costs, is finding ways to save money in the non-pilot world.

Ultra does save.

Prospecting: Identify potential customers (airline operators, aircraft service providers, MROs) who could benefit from UltraView’s inspection technologies. Utilize various methods such as market research, online networking platforms, industry events, and referrals.

Initial Contact: Reach out to the prospective clients identified. This could be through emails, phone call, referrals, and confrences such as MRO Americas, Paris Airshow, and ISTAT. Provide a brief introduction about Ultraview and its offerings and seek to understand their needs and challenges.

Qualification: Determine if the prospect is a suitable fit for UltraView’s solutions. Key considerations include their needs, budget, decision-making process, and timeframe. An acronym often used here is BANT (Budget, Authority, Need, Timeline).

Presentation/Demonstration: Tailor a presentation or demonstration of UltraView’s inspection technologies to show how it can address the prospect's needs and challenges. Highlight the unique value proposition and competitive advantages of UltraView’s solutions.

Objection Handling: Address any questions, concerns, or objections raised by the prospect. Provide reassurances, additional information, or even customer testimonials where necessary.

Closing: Once the prospect is satisfied and ready to proceed, finalize the sale. Discuss pricing, contract terms, delivery, and any other necessary details. Always try to get a verbal agreement or even better, a signed contract.

Follow-up and Customer Retention: After the sale, maintain a relationship with the customer. Regularly check in to ensure they are satisfied with the product and offer support where necessary. Look for opportunities for upselling or referrals.

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