Aviation Industry Prospecting – 90 Days to a Full Pipeline

How do you sell to people who are busy, hard-to-reach, and don’t want to talk with salespeople?

What’s the difference between a salesperson who earns $80,000 a year and one who earns $400,000 a year?

The answer to both questions: the ability and willingness to prospect for new customers.

Here’s the truth: if you’re looking for new customers and don’t have a proven system to follow, most of your efforts will fail.

This is because most salespeople don’t know how to prospect effectively. They VASTLY underestimate the difficulty of getting attention of busy aviation professionals. They just assume they can cold-call or email someone and get a meeting.

This course was adapted from our aviation sales and marketing practice.

Our marketing campaign is effective and proven. We’ve published a step-by-step prospecting guide with templates, worksheets, and “swipe, adapt and deploy” outlines for LinkedIn outreach, email, phone and voice mail interactions.

We created this workshop because we believe that when aviation companies succeed, it’s better for the entire industry. We also want to give people a taste of what it’s like to work with us, and we want your first campaign to be as effective as possible!

And we love to help business-to-business salespeople succeed in the competitive, but rewarding aviation industry. That’s why we created this course: an eight-step, fifteen-day prospecting campaign, specifically designed for aviation marketing professionals.

This workshop was created from a two-part podcast we ran last year. Several clients used this method with GREAT results, so we’ve created some additional materials and turned it into a workshop.

Get started now!

Join us for this live discussion of prospecting – the first step in the sales process to acquire more aviation clients, customers, passengers and students.

We had brokers, appraisers, innovators, insurance folks, aviation consultants and entrepreneurs, and social media consultants on this live webinar.

 

00:00 Aviation Sales – Prospecting Workshop – Recording of our Live Tour
00:28 Results of our online Poll
03:17 Agenda
04:57 Goals of Prospecting
10:18 What We DON’T Want
12:35 Identifying Prospects
13:36 Why a Top Ten List of Prospects? Why Not Thousands?
20:57 Sources of Prospects
26:06 Using LeadFeeder to Acquire Prospects – Demo
26:50 Using LinkedIn to Research Prospects – Demo
32:54 Using Chat GPT for initial conversation topics
35:34 Choose Your Favorite Methods for Getting Attention
36:37 Our Eight Step Prospecting Plan
46:06 Using Chat GPT to draft Emails, DMs or Phone Call Outlines
48:18 Making an Attractive Initial Offer
55:39 Offering a More Attractive “Free Consultation”
56:25 Next Steps – Holding Pattern & Sales
1:04:00 Q & A – Discussion of Tools & CRMs