It Just Works! (Simplicity Isn’t Easy.)
Paula Williams2018-09-05T07:42:00+00:00You've heard the metaphor about the duck, haven't you? The duck looks pretty serene when you watch them glide across [...]
April 2012
Promoting An Aviation Business? Write a Book! Seriously!
Paula Williams2018-09-05T07:42:00+00:00Many of us dream of writing the Great American Novel someday. When we have time. Yeah, right! But seriously, writing [...]
Choosing the Right Partners for Joint Ventures
Paula Williams2025-01-31T04:42:10+00:00This is an excerpt from the workbook for Marketing Joint Ventures, our topic for April. If you're in the coaching [...]
March 2012
Special Services Corporation (SSC) Offers Information and Assistance to Business Travelers, Flight Departments.
Paula Williams2018-09-05T07:42:01+00:00Greenville, SC SSC recognizes that many businesspeople, especially in the Southeastern United States, have been working a lot more hours [...]
Size Matters – Campaigns for Small and Large Aviation Transactions
Paula Williams2018-11-24T21:49:07+00:00We sometimes find that companies are working against themselves. When a client says both of these things in our first [...]
Aviation Marketing Coaching Session – Joint Ventures
Paula Williams2018-09-05T07:42:01+00:00Dear Coaching Program Members and Invited Guests: Our Guest Instructor this month is Captain David Santo of AeroStar Training Services, [...]
How To Buy Aviation Advertising for B2B Products & Services
Paula Williams2021-05-30T07:28:30+00:00How to Buy Aviation Advertising for B2B Products & Services. Buying aviation advertising used to be pretty simple. The choices [...]
What Should I Write About? Ten ways to solve writer’s block
Paula Williams2020-05-12T05:45:25+00:00When we advise clients to write a blog or newsletter, they usually have no problem understanding the reasons for [...]
Lessons Learned from Patty Wagstaff – When Procedures Fail
Paula Williams2025-01-31T04:42:15+00:00Every time we do that, we end up regretting it, going back for a landing, and starting again. Good procedures are there for a reason - they're developed over time by developing a set of best practices. They're a kind of shorthand that help us avoid mistakes and rework.
Three Steps to Trade Show Success
Paula Williams2025-01-31T04:42:14+00:00We took a few minutes at the Cygnus Aviation Expo to create a quick four and a half minute video with pointers on how to make your next trade show successful.
“Not My Job” – The Natural Antagonism between Marketing and Technology
Paula Williams2025-01-31T04:42:14+00:00Good design is more than just visuals. Design includes information design - putting some thought into how a customer first encounters your company and what information is delivered in what order and what format. It also includes sales choreography - the steps you take to move a client from first contact to transaction. And of course it includes the technology design of your website.
The Almost Creepy Power of Data Analysis
Paula Williams2018-09-05T07:42:03+00:00In Forbes magazine on February 17, you may have read about how Target determined that a girl was pregnant and sent coupons to her home, surprising her family. While some find the story creepy, and others alarming, the larger question for people involved in sales and marketing is this: What are you going to do about it?
Episode 7 – Showing Some Personality and Treating Customers Like Insiders – Interview with Bob Jones of ATP
Paula Williams2025-01-31T04:44:17+00:00Everyone enjoys working with people they feel they know. Bob Jones makes ATP customers feel like “insiders” [...]
February 2012
Packaging Basics for the Aviation Industry
Paula Williams2020-05-12T05:45:20+00:00Perhaps these are the reasons that people marketing and selling aviation products and services tend to overlook the basic marketing principles of merchandising and packaging products and services.
In this case, what happens in Vegas won’t stay in Vegas.
Paula Williams2025-01-31T04:42:13+00:00The Aviation Sales and Marketing Coaching Program goes mobile. Take yours home with you! Coming March 7-9 at the Cygnus Aviation Expo, Booth 1436! We’ll be showcasing the mobile nature of our coaching program and Do-It-Yourself Marketing Tool Kits in booth #1436.
In-House, Outsource or Both?
Paula Williams2025-01-31T04:42:13+00:00Starting a business from scratch involves doing a lot of work yourself. Some of our clients are in start up/shoestring [...]
Sales and Customer Service – Style, Substance, or Both?
Paula Williams2021-05-30T07:28:46+00:00Sales, marketing and customer service people are trained to respond with a smile and to be pleasant, but not many are comfortable explaining to a customer what's NOT possible, or why what they're asking for may not be the best option for their needs.
Setting Realistic Expectations with Customers
Paula Williams2025-01-31T04:42:13+00:00Cutter Aviation is well-known for outstanding customer service. Part of their strategy for making that happen is setting realistic [...]
Customer service begins with sales integrity
Paula Williams2025-01-31T04:40:21+00:00In last month’s coaching session on sales, Mark Leeper spoke about integrity as a key component of sales. Having credibility [...]
If the competition is killing you, don’t reduce price, add value.
Paula Williams2025-01-31T04:40:21+00:00I often advise clients not to reduce their prices. That usually gets a response like this one. "But you don't [...]