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Long Cycle Marketing

|Long Cycle Marketing

Avoid These Three Expensive Marketing Mistakes

If you’ve been reading any of our materials, you know that ABCI strongly advocates against ANY random acts of marketing,but after an insightful conversation sharing conversations we’ve both had with larger aviation companies, we thought we’d share these three particularly […]

Seminar Follow Up

One of the key items that we advocate is follow up. Seminar follow up. And presentation follow up.  And even phone call follow up. So, we thought we’d give you an inside view of follow up, ABCI style!

The Time Management […]

What’s the Best Marketing Tool for Aviation?

“What’s the best marketing tool for aviation?  If I only have time and money to do one thing to sell to people in this market,  what should it be?”

We were asked this question in a coaching session last week. I […]

Targeted Marketing – Making the Most of a Short Prospect List

Most marketing companies place a lot of emphasis on advertising and acquiring as many leads as possible.  This is a great objective, as far as it goes, but several changes in the economy, technology and legal landscape make targeted marketing […]

How to Network at Aviation Events

Why is it important to know how to network?

Aviation is a trust-based industry, and many deals (especially most of the large-ticket transactions) are still made in person, or as a result of at least one in-person meeting.

Events, like trade shows […]

Product Packaging – Presenting Your Product to a New Customer

Whether you sell service packages, charter flights, insurance, software, or books; the way you package and deliver your product is important for several reasons:

You want your customer to feel sure that he’s made an excellent investment.
You want to make sure […]

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 Broadcast, provide an outstanding service. They do an excellent job of “getting […]

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 best sales and marketing team is one that is as small and […]

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 no discernible new business.
Email broadcasts that garner less than a 2% […]

Is Marketing a Capital Investment or an Operating Expense?

Let me start by saying that I’m NOT an accounting nerd, but I have a very high regard for accounting nerds like our John Williams.

But, it occurs to me as people are crunching their year-end accounting calculations, they are probably […]

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 time – it never ends, you know?” I was on […]

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.

Some of our clients are somewhat resistant to “jump on the bandwagon,” thinking that holiday […]

Do your marketing habits work for you or against you?

Great marketing habits are much more important than any particular marketing technique or activity.
Your net worth to the world is usually determined by what remains after your bad habits have been subtracted from your good ones.

-Benjamin Franklin

We can debate all […]

Who Does the Selling In Your Company?

 Of course, if you’ve been reading popular sales management magazines, you know that the correct answer to the question –  “Who does the selling in your company”  is “Everyone!”

While this is absolutely true and an excellent philosophy, we’ve found in […]

An Example Direct Mail Marketing Campaign for a Large Ticket, B2B Product or Service

Most of the marketing information you find on the web or in textbooks applies to small-ticket, low-risk items that have a large possible audience. We don’t often find examples (with results!) of a direct mail marketing campaign for large ticket, […]

Aviation Marketing – Are you trying too hard?

While we an safely say that most aviation companies don’t put enough effort into marketing and sales, there are a few companies that have the opposite problem -they’re trying too hard.

My grandpa knows more about gardening and growing things than […]

Aviation SEO – How Important is Search Engine Optimization?

Why do you spend so much time on Search Engine Optimization (SEO)?

In our four week startup process, we ask new clients to look at keyword spreadsheets and provide “human input” from their expertise at least twice before we come […]

Why Aviation Companies Need to Tell Great Stories

Will Rogers once said something like this –  “It’s hard not to like a man once you know his story.”

Frankly, nobody cares about your marketing goals, and very few people are probably passionate about the product or service you offer.  […]

Complete Aviation Marketing Services – “A very particular set of skills . . . “

You may be surprised that an aviation marketing company has something in common with Liam Neeson’s character in the movie “Taken.”  ABCI as they say, has a “very particular set of skills.”

The similarity ends there, of course. We don’t have […]

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