This is a multi part article on Seaplane Business Marketing.
Part 1: EMAIL
The 1980’s Have Passed!
As unfortunate as it may sound, scientists have confirmed that the 1980’s are history. We have arrived in 2012, almost 2013! While the Mayan calendar gives millions a reason to believe that the world will end, chances are, it won’t. It is safe to assume that the Mayans ran out of space, or at the very least chuckled when they figured out that some of the homo-sapient in today’s day and age would use their calendar for dooms day predictions.
I’ve been in the seaplane people business since 2008. Entering my fifth year in the seaplane discussion board circus, I would like to share a few insights on how to streamline (or propel into existence, for lack of better words) your presence in today’s marketplace. God knows, I can sing a song about the responsiveness of regular seaplane pilots when it comes to anything new, more I can comment on the online and email behavior of businesses in this industry. What shocks me, is the stoic lack of response, even from companies who DO entertain a website, facebook or twitter account. Do these businesses realize that 90% of their customers find them not in some crumpled up magazine on the John, but instead by ONLINE research? Chances are, before picking up the phone to call, your customer will try to send you a email. The $2,500 dollar question is: “Will you answer it?”
“But… I’m not a Online Person – I prefer being called…”
I have heard this sentence hundreds of times in the seaplane industry. We all would prefer to receive a free inbound phone-call for a $2,500 – 4,500 deal. Chances are, we’ll be waiting for that one. Unless your prospect is a personal referral, repeat customer or simply old, you may find such phone calls to be rare. Rule # 1: Look at & answer your EMAILS! They can be an amazing tool to discover business opportunities. Ignoring them literally gives business away to Joe Blow, down the street who could be bothered to respond to a email inquiry.
What to do?
- Do Check Your Emails!
- Do Set Time Aside To Respond To Inquiries.
- Do Follow Up After A Few Days.
- Do Learn How To Overcome Objections In A Sales Environment.
- Do Close The Deal And Convert Inquiries Into Cash.
- Do Keep The Email Address To Ask For Referral Business After The Course… And For Follow Up.
What not to do?
- Do Not Ignore Your Emails!
- Do Not Write Stupid One Liner Responses, Full Of Typo’s.
- Do Not Send Incoherent Emails.
- Do Not Forget To Invite Questions.
- Do Not Delete Your Emails.
There are multiple resources which can help you learn how to improve your email etiquette in modern day society. Change your ways and business will change.
Next Up: Websites & Social Media