The Dirty Little Secret About Sales and Marketing in the Aviation Industry
If you’re responsible for making sales in your company, I don’t have to tell you how many people depend on you for their income, livelihood and success.
In the aviation industry in particular, sales and marketing tasks often fall to the founder, CEO, pilots, engineers, product developers and others who never had any intention of being “in sales,” and quickly find out that no matter how great their product, service, or brand might be, despite what your current satisfied customers might tell you, nothing “sells itself.”
If products sold themselves, there would be no salespeople, but vending machines everywhere!
The reason for most business failures in the aviation industry is because the people involved focused most of their effort on developing their product or service, and
vastly underestimated the difficulty
of making sales.
Whenever you make a sale, you’re fighting inertia.
Think about it – you’re asking VERY busy people to stop what they’re doing, pay attention to you, understand your logic and reasoning about what might be a very large, complex or technical product or service, decide that your product is superior, learn enough about it to convince their colleagues or superiors why this is so, put their reputation on the line, and lay out what might be a very substantial sum of money and significant amount of time.
However justified the arguments that your product or service is superior to what they’re doing now, make no mistake about it – this is a daunting task!
The good news is, you don’t have to do it alone!
Great pilots have recurrent training. Great athletes have great coaches. All high performing professionals have support teams, networking groups and mastermind groups.
And we have the smartest minds in aviation sales and marketing. We think you should join us!
Of course, the Aviation Sales and Marketing Insider’s Circle isn’t for everyone.
- If $279 a month would take food off your family’s table or put you out of business, we certainly understand where you’re coming from and wish you the best.
- If you’re not able to squeeze out an extra minute to read, discuss, and implement current, relevant ideas and techniques, then don’t bother with this.
- If you’re not willing or able to schedule one hour a month to work on your sales and marketing objectives, then this isn’t for you.
If any of these reasons apply to you, then stop reading here – we don’t want to waste your time or ours. But if you’re still curious, we invite you to try the Insiders Circle. Here’s what’s included:
Office Hours are the least expensive way we know of to get one-on-one, professional consulting on your sales and marketing efforts and projects. Wondering how you could use your office hours? Here are some things we’re working on with clients:
- Help Me Refine my Sales Presentation
- This is where I lose prospects in my sales process . . . how do I prevent that?
- Solve a Search Engine Optimization Puzzle
- What’s wrong with my Ad?
- Can you look at my LinkedIn profile?
- Help me figure out if my product is priced right.
- Help me counter a nasty move by a competitor
We use collaboration software to store your office hours recordings and notes, as well as any custom projects we’re working on with you.
This keeps your documents, recordings and files confidential, secure, and available to you anytime in the future.
(And it’s much faster than sorting through your email!)
Our VIP lounge is the place to meet our other members, give and get advice on your specific projects, collaborate on joint marketing projects, and see what everyone else is up to.
We share what’s working for us, including results, facts, figures, and examples!
Bert Botta, our Group Facilitator, interviews our insiders, and we publish those interviews to help our members get to know one another.
Insiders tell us that relationships and collaborations among the group are the most valuable professional relationships they’ve started in years.
Our insiders enjoy preferential access and Insiders-Only incentives on our other sales and marketing products and services, including:
- Trade Show Support
- Content Marketing Services
- Web Site Refresh Services
- Brand Refresh Services
- Personal Branding Services
- Search Engine Optimization (SEO)
- Social Media Marketing
- Podcasting Services
We take one popular sales and marketing book each month, and discuss what works, what doesn’t work, and how topics and techniques apply in the aviation industry!
Silver and Gold members have a book mailed to them each month, pre-marked with bookmarks in the sections we think are the most relevant and helpful to the group.
We understand that it’s important to keep up with your professional reading. We also understand how busy our members are!
Questions and Answers about the Insider’s Circle
Is this the same as the Aviation Marketing Master Class?
We have rebranded the Aviation Marketing Master Class to emphasize the networking aspects – our Insiders tell us that, while the Master Class materials are great, their favorite aspect of the program is the networking opportunities. So, the new name, the Aviation Sales and Marketing Insider Circle, is intended to reflect that change in priority. All Master Class members are now Insider Circle Insiders.
How much time does this take?
The program is designed to be flexible to meet the needs of our diverse clients. Since sales and marketing is so important to your business, we recommend spending three hours per week:
- Marketing Mondays, for sales meetings, planning, developing materials, etc.
- Webinar Wednesdays, to acquire and practice new skills
- Follow Fridays, to follow up with your Top Ten most wanted future customers, other contacts, and class members.
But since all of our clients are in the schedule-shredding aviation industry, we understand that there are weeks (or even months!) where you participation will vary. We provide recordings and documents that you can review at your leisure.
Is this for CEOs?
Yes, we have several CEOs and founders in the program. Smart CEOs and founders realize, like Steve Jobs, that marketing is the most important role they can manage to improve the health of their company and brand.
Is this for salespeople?
Absolutely! Some of the salespeople in the program use their Office Hours to perfect their sales presentations, address customer objections, and refine their sales processes with our help.
Is this for marketing directors?
Marketing directors enjoy the hands-on and detailed nature of many of our tip sheets and workbooks, which they share with their teams.
When are the Webinars?
Webinars are usually every other Wednesday at 1:00 Mountain Time. Check the Event Schedule for details. If you miss a webinar, don’t worry – the recording will be shared with members soon after the event.
Should my whole team join?
Many companies benefit from having their sales and marketing teams “on the same page” using our topics and materials for their own initiatives. If you have three or more people from your company who would like to join, ask us about volume discounts!
How long do I have to stay?
There is no long-term commitment. Most of our members stay for years, but you can cancel your membership at any time.
When should I join?
Since we cover separate topics every month, any month is a good time to join. But we are offering a larger-than-ever incentive to join before June 17, 2016. So now is an excellent time to join us!
- Networking & Advertising Only
- Plus Office Hours & Mailed Books
- Up to Five People