Phase 1: Internal Analysis & USP Definition
Before we define WHO we are targeting, we must clearly define WHAT we offer. Our core message must be derived from analyzing our best existing customers.
A clear, unbeatable selling proposition.
Analysis of industry, routes, & problems solved.
"Time-critical air freight for engineering SMEs, incl. customs clearance."
Phase 2: Target Audience Identification
Based on our USP, we look for companies with a high demand for time-critical, high-value air freight. We segment "Importers" and "Manufacturers" into precise niches.
🏭 Segment 1: Manufacturers (Need)
Companies where a transport failure directly leads to production downtime or high costs. Our targets are:
🌍 Segment 2: Importers (Value)
Companies where the value of goods or seasonality makes freight costs a secondary concern. Our targets are:
Phase 3: Persona Analysis & Needs Matrix
We don't talk to companies; we talk to people. Each contact person has a specific problem ("Pain Point") for which we have the perfect solution ("Hook").
Manufacturer (SME)
Contact: Head of Logistics, CEO
Importer (E-Comm)
Contact: Owner, Head of Purchasing
Manufacturer (Large)
Contact: Supply Chain Manager
Pharma
Contact: Logistics / QA Manager
Phase 4: Interactive Outreach Playbook
Here we turn research into action. Use the Gemini API to directly generate marketing content based on our strategy.
LinkedIn Outreach
Precise targeting of decision-makers (e.g., Head of Logistics in Engineering) via Sales Navigator.
Email Outreach
Scaled cold emails that hit the "Pain Point" in the subject line (e.g., "Goods stuck in customs?").
Google Ads
Focus on "Long-Tail Keywords" (e.g., "urgent air freight china") instead of expensive main keywords.