Aviation Advertising – Create a Checklist to Help Your Prospects

Aviation is addicted to checklists.  And they’re a great sales tool! In yesterday’s podcast, John and I talked about strategies when you have a competitor with a lower-priced product or service. Here’s another. Create a buyer’s guide, or even a simple checklist, that lets shoppers know what questions they SHOULD be asking. Most customers know they should do “due diligence” or “do their homework” before making an aviation industry or B2B purchase, but many times they simply don’t know what criteria to look for or what questions to ask. So they rely on price, which is the simplest thing to evaluate. But it’s not the most reliable measure of actual value. Weirdly coincidentally, the same day we recorded the podcast, we had a painter come to the house to give us an estimate. He left is with a  lot of great marketing material, including this checklist. Being a marketing nerd, I completely geeked out on this checklist, and made one of our own, and another for a client for whom we’re making NBAA marketing materials. Just as many of our painter’s customers aren’t certain what  questions to ask, many of OUR future clients are uncertain what questions to ask when evaluating aviation marketing companies. It’s just not something they do every day. So we include our checklist in every potential client information packet that asks (and answers, for our part) questions that we think clients should ask before they hire an aviation marketing company. Sidenote – sometimes you get the best ideas from COMPLETELY unrelated industries!  

Reasons I Love This:

1. Checklists are quintessential to the aviation industry.  We are already in the habit of using them and trust the process.
2. They are simple to understand
3. They give YOU the opportunity to define the criteria that will best serve prospects in making great decisions.  (Will they agree with all of your criteria? Probably not, but you will give them some information and ideas they would not have otherwise thought of.)
4. You get to showcase, in a single page, the most important reasons prospects should choose YOU!
5. It can be easily adapted to any company, product or service.
6. It’s quick, cheap and easy to create, format, update and print. No genius-level technical or artist-level graphic skills required.

Of course, we can create a more extensive and professional Buyer’s Guide as a downloadable Lead Magnet on your website that requires visitors to leave their contact information. For more ideas about Lead Magnets, you can download our list of 17 ideas here.  

For more about Aviation Advertising:

How to Get Testimonials for Aviation Advertising! What’s the best Aviation Advertising Media? “Aviation Advertising – Don’t Abandon Tradition, Build On It! Buying Advertising for Aviation Products and Services Seven Ways to Use Postcards in Aviation Advertising Book Club Discussion – Contagious – What Makes Things Catch On? How to Create Viral Aviation Advertising How to Get Testimonials for Aviation Advertising! What’s the best Aviation Advertising Media? Aviation Advertising – Don’t Abandon Tradition, Build On It! Buying Advertising for Aviation Products and Services Advertising & Prospecting Basics Brand Advertising versus Direct Response Advertising Aviation Advertising – Create a Checklist to Help Your Prospects Presenting Your Offer – AKA – Your Advertisement Free Webinar – Convincing Prospects and Customers with Visual Data in Aviation Advertising