NEW AIRLINE CUSTOMERS
- Outbound-campaign for new customer acquisition -
A global airline from the Gulf region was greatly expanding its fleet and wanted to increase its share of corporate customers flying to Asia and China. It was looking for a partner who could supply its sales team with corporate contacts who would be interested in talking to its sales team.
The airline gave AIC a list of 1,000 potential customers to contact. AIC went about as follows:
We first assembled the appropriate team. Of utmost importance is having the employees with well-founded airline and sales competence in the company. this was the decisive criterion for creating the team.
The team was then trained. Two major focuses of the training were teaching trainees the suitable selling points and how to overcome possible resistance.
DThe result of this campaign spoke for itself. The conversion rate (i.e. the percentage of companies interested in setting up a meeting) was always over 30% per week. The peak rate was 54%.