How to Boost Lead Generation in the Aerospace & Aviation Sectors

Contents

1. Introduction
2. Search Engine Optimisation
3. Digital Advertising
4. Social Media and Thought Leadership
5. Trade Shows and Industry Events
6. Case Studies
7. Conclusion

Introduction

The aerospace and aviation sectors are highly competitive industries where companies must navigate complex regulations, long sales cycles, and rapidly advancing technologies. 

Generating quality leads in this environment requires a strategic approach, combining cutting-edge digital marketing techniques with traditional methods like trade shows and partnerships. 

In this blog, we’ll explore actionable strategies to boost lead generation for aerospace and aviation businesses, from optimising your online presence to building trust through thought leadership.

Search Engine Optimisation (SEO)

Regardless of what industry you’re in, SEO is arguably the most important digital marketing strategy you can use. 

While it is a long-term strategy, and should not be relied upon for quick-wins, if done well, it will outperform digital ads and word-of-mouth relatively easily. 

If you’ve heard of SEO and think that it won’t work for aerospace and aviation because of low search volumes, think again. 

While individual keywords may have only a handful of monthly searches, by targeting multiple keywords, you can increase the number of views a website receives from a few hundred to tens of thousands.

Digital Advertising

If SEO is the best long-term strategy, what is the best short-term marketing strategy for aerospace and aviation companies? 

Digital advertising.

Whether you’re using Google or LinkedIn, digital advertising is guaranteed to provide a quick boost to lead gen. It is direct and, thanks to powerful targeting options, can help you reach decision-makers in your industry.

Furthermore, since the aerospace industry has a long sales cycle, retargeting can be especially useful for keeping your brand in the minds of leads who may not be ready to convert right away.

Combining Google or LinkedIn ads with a bunch of retargeting ads, you’ll be well on your way to significantly boosting your lead generation.

Social Media and Thought Leadership

Establishing yourself as an aerospace and aviation thought leader on social media can greatly boost your lead gen efforts. 

By positioning your business as an expert in the field, you build trust with potential clients, making them more likely to reach out when they need solutions.

From a psychological perspective, people are significantly more likely to trust people who educate them, and as we all know, there is a direct link between how much trust someone has in a business and whether they purchase from it.

Top Tip: Positioning yourself as an educator helps build trust with your target audience. This reduces the risk for decision-makers and, therefore, makes their decisions easier.

Trade Shows & Industry Events

Despite the rise of digital marketing, trade shows and industry events remain crucial for lead generation in the aerospace and aviation sectors. 

Major industry events such as the Paris Air Show and Farnborough International Airshow provide excellent opportunities for networking and face-to-face meetings with potential clients.

Having a physical presence at major trade shows is a great way to demonstrate your expertise and showcase your products—but remember, when there are thousands of exhibitors, it can be difficult to stand out.

Top Tip: Work with a video production company to create an eye catching brand video, perfect for drawing in the crowds, and a lead magnet that lets you collect precious data like company names and email addresses.

For more information on this, check out our blog on how to stand out at aerospace events. 

Case Studies

Much like thought leadership, case studies are a powerful tool for building credibility and generating leads in the aerospace and aviation sectors. 

Potential clients want to see how your solutions have been applied in real-world situations, and detailed case studies can provide that social proof.

By adopting a problem-solving approach, you can structure your case studies in a way that clearly highlights the problem your client was facing, the solution your company provided, and the results achieved. 

Aerospace and aviation companies often deal with complex challenges, so showcasing your ability to solve these problems can help you stand out.

Top Tip: Consider using video to tell your success stories. A well-produced video that demonstrates your impact on a client’s operations can be more engaging than a written case study and is easily shareable on platforms like LinkedIn and YouTube.

Conclusion

While all of these strategies work very well independently, the best way to dramatically boost your lead generation is to deploy a multichannel marketing strategy that uses most, if not all, of the strategies outlined.

With these strategies in place, your aerospace company can improve their visibility, generate high-quality leads, and ultimately achieve sustained business growth.

If you want to know more about how these strategies work, fill out the contact form below to get in touch.

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