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If any part of your job is selling aviation products or services, this class is for you.

• Want to dramatically improve your marketing and sales results?
• Willing to spend a couple of hours implementing the easy, specific instructions in key topics?

You don’t have to be a computer nerd or have a degree in statistics. As one of our clients put it,

“this is so easy even a CEO can do it!”

Each lesson will also include a Recommended Reading list, a list of Resources (additional articles and tutorials) an Action List and a Show Your Work challenge. Send us an example of how you used that month’s lesson in YOUR business. We’ll send “Certificates of Completion” to those that show a good working knowledge of the concepts, and feature the best ones on ABCI’s blog. (An opportunity for additional publicity!)

Each course focuses on particular marketing technique or skill that make the best use of a small to moderate budget.

Depending on the price range of your product or service, one sale from these powerful techniques will more than cover the cost of your purchase!

Course	Notes
Facebook	Facebook for Traffic, Networking & Sales. Facebook topped Google as the most-visited website on the Internet, with one in four Internet page views being Facebook pages. How can you harness this amazingly popular site for your business? We’ll cover Market Research using Facebook Ethically “stalking” your ideal clients Security & privacy concerns Fan Pages vs. Personal Pages Should You Use Your Own Identity? What to publish? Link to other social media? (Blogs, Twitter, YouTube, etc.) Aviation Groups on Facebook
Video	The Power of Video Videos are incredibly popular on the Internet. In the Social Media forum at NBAA10 in Altanta, NBAA members (these are aviation people!) indicated that YouTube was their most frequently used social media channel. How do you get beyond the dancing hamsters and offer real value? Live video ideas and suggestions Making video more interesting Writing a script or outline Using PowerPoint as the basis for a video Cartoons for advertising – Case Study – how RHOBI’s “spokesrobots” affected brand awareness, traffic, referrals and sales. Where to publish videos
Blog Basics	The Corporate Blog 101– Credible and Cost EffectiveBlogs are a great way to publish information about your company and products. But how do you keep it interesting week after week given all of the demands on your time? Article ideas Creating an editorial calendar Outsourcing the research or writing Personality and tone in corporate blogs- what’s appropriate? What’s effective? Connecting your blog with other social media
Blogs Master Level	Blogs Master LevelThere are many more ways to leverage your blog – since you’ve spend the effort to write great material, there are lots of other ways to use it. Getting more traffic to your blog Great headlines – the key to SEO and traffic Recycling articles – what’s ethical, what’s effective? Newsletters Writing a “Blook” Inviting (or writing) guest posts Regular features
LinkedIn	Networking with LinkedIn LinkedIn is much more than a resume-sharing service. All of the Fortune 100 are represented at the management level on LinkedIn. Chances are, the people you want to reach are all there. Market research using LinkedIn Ethically “stalking” your ideal clients Optimizing your profile Aviation groups on LinkedIn Group Etiquette
Trade Shows	Getting the Most from Trade ShowsMany companies spend buckets of money on trade shows without having a well-defined objective or any way of knowing whether their investment paid off. We’ll share tips to spend less and get more out of the experience. Setting a measurable, realistic objective Should you rent a booth or “float?” Networking effectively Getting traffic to your booth The action item – what do you want visitors to do, know and feel ? Results checkpoints – the day after, the month after, 90 days after.
Referrals	Your Referral Engine Aviation is a trust-driven industry. Your customers, past customers and partners already know your business and already like and trust you. They are the best way to get new customers, but only if you make it worth their while. Setting up a referral program Affiliate programs Getting referrals without being “tacky” Incentives and bonuses you can offer for referrals Joint ventures with complimentary businesses
Marketing Basics	Back to Basics – Troubleshooting Your Marketing FunnelWe get so enamored with new techniques that we sometimes forget a very key and very fundamental piece of the sales process. You’d be amazed how many experienced companies are missing one of the marketing fundamentals, much to their detriment. Prospecting activities – frequent issues & problems Pre-Sale activities – frequent issues & problems Post-Sale activities – frequent issues & problems
Prospecting	Getting Attention – Advanced Prospecting Activities Getting the attention of potential buyers is more difficult than ever these days. How do you find prospects that match your target demographics and get them to listen long enough to understand who you are and what you offer? (Re) Defining your target Your prospect list – buy, borrow or build? Search Engine Optimization Revisited Publicity “Stunts” that don’t involve a chicken suit
Credibility & Followup	Keeping Prospects Interested – Advanced Pre-Sale Activities Newsletters – formats, options, and how to get it done “Drip Campaigns” – via email or direct mail When to upsell, downsell or change the offering
Post Sales	Recapturing Old Customers – Advanced Post-Sales Activities Getting more business and referrals from current customers. Building a recapture program that helps you learn from customers who have left, improve your product or service, and win them back (or win more referrals from old customers!) Recapture campaign basics Email, direct mail, or mixed media?
Calendarsdfsd	Creating a Marketing & Publicity Calendar – Jumping Ahead in 2012You can take advantage of news and editorial topics, trade shows, obscure holidays and other events in very unique and interesting ways if you plan far enough in advance. Coordinating with aviation publications – reviewing their editorial schedules for 2012 The aviation trade show calendar for 2012 – which shows will you attend, and why? How can you leverage these events whether or not you attend? Ideas for using Holidays, Trends & Weather

Invest in yourself and in your business!