Selling Advertising for Aviation Publications

When selling aviation advertising it is important to have someone on the inside of the company in which you are trying to sell to. Fixed base operators at general aviation airports are generally strapped for cash and therefore they are less apt to spend a lot of money on advertising and often cut their advertising budget down to almost nil.
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This is unfortunate because you know, as an advertising agents that when a business fails to advertise they will have fewer new customers coming in the door and eventually through attrition their older customers will disappear and they will go out of business.
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Of course you cannot tell the business owner this because you are merely an advertising agents and they run an entire business and they obviously know what they were doing when they started it and they know what they're doing today since they have an ongoing operation. Who are you to give them business advice? Nevertheless, you must help them advertise to keep them in business otherwise shall have fewer customers in the future to sell advertising to.
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I therefore recommend that you find someone in the inside of the business who will listen to your sales pitch and helped you pitch it to the owner. I recommend that you hit up the sales department as a good percentage of the money that is made in aircraft dealership or fixed base operator comes from the aircraft sales department.

Consider this; you now have two salespeople trying to pitch the advertising for your publication; A salesman on the inside and you on the outside. Then you can use the normal methods and try to get an appointment to the Secretary. This is how I do it and it works.

Lance Winslow