Market mapping
We want to reach multiple decision makers in these companies, especially if they start getting bigger. We were able to multithread the entire company and reach multiple people at once with relevant problems to them.
| Market mapping | Criteria |
|---|---|
| Target industries | Airlines, aircraft MRO, aviation, business aviation, charter aviation, helicopter operators and CAMO |
| Target departments | Maintenance, engineering, technical operations, airworthiness, operations, IT and procurement |
| Target job titles | VP, Director and Head of Maintenance. VP and Director of Technical Operations. Director of Engineering. Airworthiness Manager. CIO, CTO, COO. |
| Other criteria | North America or Europe |
- Estimated companies
- 8,000
- Decision makers per company
- 6
- Contacts to reach out to
- 50,000
Pain points and solutions
All outbound builds on solving problems. We make this map to target the specific pain points the specific job titles face.
| Pain points | Solutions |
|---|---|
| Maintenance is tracked manually or across spreadsheets | One system to manage all aircraft maintenance |
| Maintenance gets missed or done too late | Automatically track when maintenance is due and send alerts |
| Aircraft are grounded longer than necessary | Better maintenance planning to reduce downtime |
| Parts and tools are hard to track | Track parts inventory and where everything is in one place |
| Maintenance records are spread across different systems and documents | Keep all maintenance records in one place |
| Compliance requires a lot of manual paperwork | Automatically keep records organized for audits and compliance |
| Maintenance teams don’t know what work should be prioritized | Show upcoming maintenance, urgent tasks and aircraft status on one interface |
| Management has little visibility into maintenance costs | Track labor, parts and maintenance costs per aircraft |
A good cold traffic offer
To convert strangers who don’t know you and don’t know your company, we need a good cold traffic offer.
You maximize perceived likelihood of achievement by using guarantees and social proof. The more complete the solution is, the more valuable it will be to the leads, which means you can charge more and you will convert more.
Look at all the steps that are required to solve one problem and all the adjacent problems to it. If you solve all of these in one thing, then you’ve got a winner.
- ↑Specific dream outcome
- ↑Perceived likelihood of achievement
- ↓Time delay
- ↓Make it as easy as possible
A relevant question
We found that a relevant question at the start beats this personalization every single time. Say it in their language, and it’s a problem they’re facing every day.
The goal of the first email is to get a response, some sign of life and some level of interest. They don’t have the full context. They don’t sell the entire software. That is on purpose.
Keep it brief, relevant and to the point.
Hey, first name.
Are you still tracking aircraft maintenance across spreadsheets and multiple systems?
If so, we built a platform that keeps all maintenance records and upcoming tasks in one place automatically.
Worth a chat?
Downtime, audits and inventory
You can interchange these CTAs. If they say yes, record a quick video sales letter. Go with the most important feature they care about first, mapping it to the actual problem.
Spend most of the video talking about problems and proof. Then pitch a demo to show how this would look for them specifically.
Use simple words. You don’t need to sound fancy. You want to get results.
Hey, first name.
Are maintenance delays keeping aircraft grounded longer than they need to be?
We help aviation teams plan upcoming maintenance earlier and reduce avoidable downtime.
Interested in a quick video showing how it works?
Hey, first name.
How much time does your team spend manually preparing maintenance records for audits and compliance?
We built a platform that keeps everything organized and audit-ready automatically.
Worth a look?
Hey, first name.
Are you still tracking aircraft parts and maintenance inventory manually?
We built a system that shows you what you have, where it is and what maintenance it is needed for.
Worth a chat?
Costs, maintenance and social proof
Clear view of cost per something always worked amazingly well because people don’t have this. They have 50 Excel sheets. People start breaking formulas all the time.
Name someone similar to them, or someone they know, and an actual number. Naming a client increases the perceived likelihood of achievement because it’s social proof.
Reach the entire market every 30 to 60 days with a new angle of the same offer. The goal of a cold email is to get a reply. You sell a solution to a problem.
Hey, first name.
Do you have a clear view of what maintenance is costing you per aircraft?
We track labor, parts and maintenance costs in one place so you can see exactly where the money is going.
Interested?
Hey, first name.
If we could help your team automatically track upcoming maintenance and make sure nothing gets missed, would you be interested?
Hey, first name.
We recently helped this client reduce aircraft downtime by X percent across their entire fleet. Confident we could do something similar for you.
Interested in a quick video showing how it works?
The sales call gap
They were getting about 10 sales calls. The desired number was 30. We want to get 20 more qualified calls every single month.
We email every person twice. This will reach around 32,500 decision makers at around 5,400 companies, assuming six people in a company are relevant.
This is just an estimate and an example of how this would look.
- 10Sales calls
- 30Desired number
- 20Sales call gap
| Cold email funnel | Conservative numbers |
|---|---|
| Reply rate | 1% |
| Positive replies | 15% |
| Book a meeting | 40% |
| Show up | 70% |
| Close | 15% |
The financial breakdown
At an average lifetime value of around $80,000, this equals about $160,000 in new LTV.
The cost to send 65,000 cold emails would be around $3,000 plus $300 per call. These numbers are considering you have absolutely no data, no tools, no team. This is from zero. If you already have stuff, it’s probably going to be a bit cheaper.
- 65,000Emails
- 32,500Contacts
- 325Total replies
- 49Positive replies
- 20Meetings
- 14Show up
- 2Deals closed
- Cost per call
- $450
- Customer acquisition cost
- $4,500
- Average lifetime value
- $80,000
Sending infrastructure and split testing
We do that to not burn the main domain because that’s what you use in day-to-day operations.
I recommend split testing scripts all the time because your market has multiple segments that respond to different stuff.
| Sending infrastructure | |
|---|---|
| Sending days | 20 |
| Emails per day | 3,250 |
| Emails per day per inbox | 20 |
| Inboxes | 162 |
| Lookalike domains | 54 |