Marketing and Privacy – Mutually Exclusive?
Balancing marketing efforts with privacy concerns is something we discuss with every new client, and something that everyone involved with marketing or sales should consider carefully. We recently spoke with […]
What Are Your Customers Too Embarrassed to Tell You?
Your customers are smart people. But sometimes, they are too embarrassed to tell you what they don’t know. Especially if you sell high-tech, complex, or large-ticket items; this can be […]
How “Sales Choreography” Prevents Prospect Chasing
Sales is more often described as “chasing” than dancing. We think that’s a problem. We were discussing this concept in a Sandler Sales training meeting, and it led to an […]
Eight Marketing Organizational Structures
There are as many different marketing organizational structures as there are companies – One thing we’ve learned consulting with aviation companies is that many different org structures can work either […]
Three Reasons Prospects Don’t Buy
No matter how great you are at sales and marketing, there will be a number of prospects that show an initial interest in your product but then seem to cool […]
Commissions and Bonuses – Pragmatic Generosity?
Although our mission is aviation marketing, this week we’re going to start with a story about waiting tables in a restaurant. Bear with me, there is a point to this […]
Product Packaging – Presenting Your Product to a New Customer
Packaging your Aviation Product or Service Whether you sell service packages, charter flights, insurance, software, or books; the way you package and deliver your product is important for several reasons: […]
Email Broadcasts- Doing the Right Thing the Wrong Way?
Like most people, we read our email each morning with one finger poised over the “delete” button. The good news. Email is a wonderful tool. Several email providers, like Aviation […]
Four Things to Consider when Choosing a Marketing Company
If you’re in the aviation industry, there are many factors to consider when you’re choosing a marketing company to help you sell more products or services.
What’s the best structure for a Sales and Marketing team?
We are often asked – “What’s the best structure for a sales and marketing team?” The short (and vague) answer is below. A longer (and more helpful) answer follows. The […]
Product Packaging – “What’s In the Box?”
Whether your product is an actual, physical object, or a service, or a set of services (like our consulting services, or our Marketing Master Class) it’s important to understand that […]
If You Do What You’ve Always Done, You’ll Get What You’ve Always Got!
I’m sure you’ve heard this old saying before, but you’d be amazed how many people in the aviation industry stick with the same old tactics – Magazine ads that generate […]
Is Marketing a Capital Investment or an Operating Expense?
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The 21 Best Business Aviation Blogs
What are the best aviation blogs? Everyone has different priorities and criteria, but here are 21 of our favorites! We haven’t run a “best of” list for awhile, (last one […]
Four Ways To Get Great Results From Aviation Magazines
John and I have been known to talk clients OUT of buying big glossy ads in the shiny beautiful magazines. We have several reasons for this The number of magazines […]
Is Your Company Too Boring For Campaigns? Try this:
“Don’t get me wrong, I like my job. I like the people I work with and the money’s good, the problem is that, it’s just the same thing all the […]
Four Great Holiday Campaigns for Aviation Companies – And One Bad One
Long before Thanksgiving, we start seeing and hearing holiday-related advertisements. Smart sales and marketing professionals start thinking of ideas for effective holiday campaigns for aviation companies. [fusion_builder_container hundred_percent=”yes” overflow=”visible”][fusion_builder_row][fusion_builder_column type=”1_1″ […]
Throwback Thursday – American Airlines Ad Displays Unique Selling Proposition with Curiosity-Inspiring Headline and Image
#ThrowbackThursday – This vintage American Airlines ad includes a lot great elements: Attention-Getting headline Curiosity-Inspiring image Great copy (text) that explains a Unique Selling Proposition– (a competitive benefit of traveling […]
Your 15-Second Sales Presentation
“So, what do you do?” This is a fairly common question that people ask at a networking event, a trade show or even at a cocktail party. How do you […]
Qualifying Prospects – Are you Pitching the Wrong Person?
Why is qualifying prospects important? Have you ever had a sales process swimming along perfectly, had several meetings with a very interested and positive prospective customer who loves everything about […]