How to Convert Walk-Ins to Paying Customers
Outline:
Introduction
Emphasizes that converting walk-ins isn't about "closing" a sale, but building a connection.
What is a Qualified Lead?
Focus on identifying whether the walk-in has genuine interest or motivation to become a customer.
Discovery/demo flights are used to gauge interest.
Avoid One-and-Done Situations
Strategy to prevent walk-ins from only trying a demo without follow-up.
Build a relationship rather than treating it as a single transaction.
The 3-Minute Interview with Walk-Ins
Questions to ask:
What motivated you to do a demo flight today?
Do you know anyone who’s a pilot?
What do you know about learning to fly?
Have you researched it online?
Purpose: Assess motivation and potential to convert into a paying customer.
Step-by-Step Conversion Process
Qualify the Lead: Determine if they have genuine interest.
Engagement: Walk them through a "test drive" by putting them in the pilot’s seat and letting them operate controls.
Emotion: Focus on getting them emotionally invested in flying before discussing logistics and costs.
Tour and Discussion: Show them around, explain how lessons work, and leave the money discussion for last.
Why New Websites Don’t Work
High keyword costs and difficulty in ranking high on search engines.
Best practices: Focus on building content over time, including bio pages and videos for better engagement.
Lead Collection Strategies
Opt-in Forms: Use simple calls to action.
Lead Magnets: Offer something valuable in exchange for email information.
Wings Program: Engage with new pilots who can provide referrals, as they likely know others interested in flying.
Longtail Keywords: Leads are more likely to convert after deeper research or when following up with emails.
Demo/Discovery Flight Guidance
Target Audience: Qualify the walk-in to see if it’s a casual interest (e.g., birthdays) or a serious lead.
Avoid offering deep discounts (e.g., Groupon) as these tend to attract less serious customers.
Offers like “½ off $1200” for those ready to learn or upgrade can attract more serious buyers.
What we offer for purchase.
7-Day Immersion Class - In person or remote - Every Month - Location Varies
3-Day CFII Class - In person or remote - Every two to three months - Location Varies.
Custom Training Products - Lesson Plans, Flow charts, FOI Roadmaps, etc.
Bootcamp+ membership site - All power hours, tribal knowledge videos, and more.
Remote ground instruction - Send email to mike@cfibootcamp.com
Remote checkride preparation - Mock oral exams, etc., for all ratings - mike@cfibootcamp.com
What you can join for free.
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Associated Resources
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