In today’s competitive aerospace and defense industry, reaching the right audience can feel like aiming for a moving target. The landscape is vast, and engaging decision-makers or technical experts with a genuine interest in specific aerospace topics takes a highly strategic and targeted approach.
PMG360 recently partnered with a prominent aerospace and defense leader to tackle this exact challenge. Our objective? To help them expand their database with high-quality, engaged contacts and generate qualified leads that could translate into meaningful sales opportunities. In this article, we’ll take a closer look at how we approached this project. By the end, you’ll have a sneak peek into how PMG360’s strategies made a tangible impact, ultimately leading to over a thousand new leads.
Understanding the Unique Challenge
When it comes to aerospace and defense, it’s not enough to simply increase reach. This client required a specialized audience—people genuinely interested in topics related to advanced aerospace technologies. However, they weren’t just looking for numbers. They wanted a solution that would deliver high-quality contacts likely to engage and convert.
This aerospace leader recognized that traditional marketing approaches alone wouldn’t meet their goals. They needed to connect with people who were not only interested but actively engaged in relevant areas within aerospace. Their objective was twofold:
- To expand their contact list with high-quality, engaged prospects
- To generate leads that would seamlessly transition into their sales funnel
PMG360 understood that meeting this need would require not only building a targeted database but also creating high-quality content that would attract the right contacts. Our strategic approach centered on industry-specific knowledge, a precise targeting method, and a follow-up process designed to convert initial interest into long-term engagement.
PMG360’s Tailored Approach
To help our client achieve their goals, PMG360 developed a lead generation strategy specifically tailored to the aerospace and defense industry. Here’s a high-level look at the approach we used to meet their objectives:
Content Development by Industry Experts Aerospace is a technical field, and engaging with its professionals means understanding the nuances of the industry. PMG360’s team began by developing high-quality content on topics directly relevant to our client’s audience.
We tapped into our network of aerospace and defense writers to ensure that each content piece was accurate, relevant, and engaging, offering real insights into aerospace trends and challenges.
Precise Audience Targeting with Intent Data Having strong content is only one piece of the puzzle. To truly reach those interested in aerospace, PMG360 used a targeted approach with the help of intent data.
This data allowed us to identify a comprehensive list of contacts and companies that showed active interest in the selected aerospace topics. By focusing on these indicators, we ensured that our outreach efforts would connect with individuals who would see genuine value in the client’s offerings.
Engagement Through Email and Conversational AI With a solid list of prospects in place, PMG360 used a mix of email and conversational AI calling to reach out. This multi-channel approach meant that our client’s message was seen by the right people, creating multiple touchpoints to boost engagement.
Conversational AI, in particular, provided a level of interactivity that allowed us to gather insights on each prospect’s interest and qualify leads further.
Follow-Up and Lead Nurturing Reaching out once often isn’t enough to convert a prospect into a qualified lead. PMG360 carried out a follow-up process that included both direct telemarketing and personalized email campaigns.
Our goal was not only to verify and qualify each lead but also to nurture them, making sure they received valuable content tailored to their interests. This engagement approach set the stage for future conversions, helping each lead move smoothly through the sales funnel.
A Snapshot of the Results
PMG360’s targeted strategy generated a remarkable response, leading to 1,055 qualified leads. Each lead was carefully vetted and showed active interest in aerospace topics, creating a rich pool of prospects for the client.
This impressive outcome didn’t just add to their contact list; it set the foundation for ongoing engagement, with each lead having the potential to evolve into a meaningful business connection.
Through this approach, our client achieved a significant increase in the quality of their outreach, reaching exactly the type of prospects they needed to expand their presence in the aerospace sector.
