How do you sell to people who are busy, hard-to-reach, and don’t want to talk with salespeople?

What’s the difference between a salesperson who earns $80,000 a year and one who earns $400,000 a year?

The answer to both questions: the ability and willingness to prospect for new customers.

Here’s the truth: if you’re looking for new customers and don’t have a proven system to follow, most of your efforts will fail.

Join us for this live discussion of prospecting – the first step in the sales process to acquire more aviation clients, customers, passengers and students. We had brokers, appraisers, innovators, insurance folks, aviation consultants and entrepreneurs, and social media consultants on this live webinar.

00:00 Aviation Sales – Prospecting Workshop – Recording of our Live Tour

00:28 Results of our online Poll

03:17 Agenda

04:57 Goals of Prospecting

10:18 What we Don’t Want

12:35 Identifying Prospects

13:36 Why a Top Ten List of Prospects? Why Not Thousands?

20:57 Sources of Prospects

26:06 Using LeadFeeder to Acquire Prospects – Demo

26:50 Using LinkedIn to Research Prospects – Demo

32:54 Using Chat GPT for initial conversation topics

35:34 Choose Your Favorite Methods for Getting Attention

36:37 Our Eight Step Prospecting Plan

46:06 Using Chat GPT to draft Emails or DMS

48:18 Making an Attractive Initial Offer

55:39 Offering a More Attractive “Free Consultation”

56:25 Next Steps – Holding Pattern & Sales

1:04:00 Q & A – Discussion of Tools & CRMs

Want access to the full Aviation Prospecting course? There are two ways to do it:

  1. Join this course at any time for $779
  2. Join our Marketing Lab, get professional assistance with  ALL of your marketing goals, and get this course and many others, as a bonus!
Aviation Prospecting Course

Just this course, please. 

Aviation Marketing Lab - Aviation Marketing Course

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