The 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.
Starting a business from scratch involves doing a lot of work yourself. Some of our clients are in start up/shoestring [...]
Sales, 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.
Cutter Aviation is well-known for outstanding customer service. Part of their strategy for making that happen is setting realistic [...]
In last month’s coaching session on sales, Mark Leeper spoke about integrity as a key component of sales. Having credibility [...]
I often advise clients not to reduce their prices. That usually gets a response like this one. "But you don't [...]
The autopilot is no substitute for human intelligence! There are many "labor saving" devices for pilots. We really [...]
We’ve seen the necessity of good marketing and good salesmanship first hand in the last couple of years. [...]
Prospective clients often express a lot of frustration. "We have a beautiful web site. We spent a lot of money [...]
Somebody needs to tell him that this just isn't going to work. I was shredding old papers from [...]
Janus is the Roman god of choices, doorways, beginnings, and endings. And it's a good way of illustrating the [...]
We had our first live coaching session today, and in spite of a thousand things that could have gone wrong, [...]
If you've ever had a look at your website and seen a "cute" (or not so cute) message that you didn't put there, you understand the sinking feeling of having your carefully crafted marketing image suddenly turned into something that you don't want anybody to see.
In most businesses, sadly, sales is an act, not a process. -Dan Kennedy In aviation in particular, we've found that companies fail in sales for one of two reasons They consider sales as an afterthought, thinking that the "product will sell itself," or They consider each sale as an improvisational act, impulsively cold-calling leads, offering ad-hoc discounts, or otherwise "trying things" in an attempt to make a sale.
New Year's Resolutions are popular, but also popularly discarded before January is over. It's usually not for lack of willpower - it's because there are a number of problems with them -
As you're closing out the books on 2011, here's a question: How were your sales numbers for this year? If [...]
I love the Sherlock Holmes movies, and I've liked the books since I was a little kid. There was a [...]
A broadcast email is advertising, NOT marketing. Advertising and marketing are NOT synonyms. Advertising is actually a single facet of a marketing program. The difference is not trivial. In fact, I suspect it leads many companies to misuse their budgets, fail to make sales, fail to bring in adequate income, fail to pay their bills, and have to downsize or even close their doors.
"I don't have time to complete your questionnaire. Can you just give me a ballpark price on the work I want done right now?" In the past, on occasion, I've been tempted to answer this question to the best of my ability, given the information I had on hand at the time. Each time I succumbed to that temptation, I regretted it.
I've always thought that sales was some kind of dark art. Some people "have it" and some people don't, just like in the Harry Potter books, some people have uncanny magical abilities and other people don't. Ordinary people, who don't have the talents that wizards and witches do, are called "muggles."
