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Aviation Marketing - "Please Send Me Your Information Package"

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Information Packages

When a prospective client says “please send me some more information about your product or service,” they can mean one of many different things:

  • “I want to use your information as negotiating material with our current product/service provider.”
  • “I don’t know what questions to ask you to sound like an intelligent consumer.”
  • “I need to run this by my board/tech guy/brother-in-law.”
  • “I’m not interested, but I’m too polite to say so!”

Our advice - create an information package that far surpasses anything sent out by your competition. Then be very selective and send it only to qualified prospects.

The “Shock and Awe Package”

Marketing expert Dan Kennedy first introduced us to the concept of the “Shock and Awe” package in a workshop in 2009.

He calls it that because your intended prospect should be shocked and awed by the size and quality of the box and its contents.

Also called a “salesman in a box” concept by other marketing companies, a package of materials gets, quite literally, “in the door” with your prospect.

Why Should I Spend Money On This?

John actually asked this question, probably on behalf of CFOs everywhere. ?

It’s a very good question – glad he asked.

The only reason to spend money on any marketing effort is to improve sales.

It’s been our experience that information packages, make a significant enough improvement to our conversion rate to far exceed their cost.

Of course, you can spend as much as you like and have few results if you create an expensive kit and send it out indiscriminately.

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