By Karolin Span
In the dynamic world of aircraft brokering, success depends on a combination of industry knowledge, networking prowess, negotiation skills, and a keen understanding of client needs.
If you are an aircraft broker or aspiring to become one, the following five tips will help you excel in your profession by equipping you with essential insights and strategies to navigate the challenges and opportunities in the industry. From understanding the role of an aircraft broker to build a strong broker-client relationship, implement effective marketing strategies, utilize negotiation techniques, and maintain client satisfaction post-sale.
Understanding the Role of an Aircraft Broker
As an aircraft broker specializing in private jet flights, you serve as a essential link between buyers and sellers. Your role includes evaluating aircraft, marketing to potential buyers, and skillfully negotiating deals, ensuring a smooth and satisfactory process for all parties involved. Your expertise and attention to detail make you indispensable in facilitating successful transactions.
1. Master your Market
The private flight market is a competitive industry with various players contributing to its growth. Understanding these key players is essential for an aircraft broker selling private flights.
When it comes to the private flight industry, there is a dynamic ecosystem of key players that brokers should be familiar with. These players include aircraft operators, charter brokers, fractional ownership companies, and jet card providers. Each of these players has its own unique role and offerings within the market.
Aircraft operators play a crucial role in the private flight market by owning and managing the aircraft. They provide the necessary infrastructure and expertise to ensure safe and efficient operations. These operators often offer a range of services, including aircraft maintenance, crew management, and flight planning.
Charter brokers act as intermediaries between clients and aircraft operators. They help clients find the most suitable aircraft for their needs and negotiate the terms of the charter agreement. These brokers have extensive knowledge of the private flight market and can provide valuable insights to clients.
Fractional ownership companies offer a unique approach to private aviation. Instead of owning an entire aircraft, individuals or businesses can purchase a share of an aircraft. This arrangement allows them to enjoy the benefits of private flying without the full financial commitment of owning an entire aircraft. Fractional ownership companies manage the shared aircraft and provide services such as maintenance and scheduling.
The ownership options are ranked as follows: starting from zero flight hours, chartering is recommended, followed by fractional ownership and finally according to a general market consensus, it is considered more advantageous to own an aircraft if the annual flight hours exceed 200.
Do you want to know more about the ownerships? Feel free to read our blog Fractional ownership, private jet or air taxi? for more insights!
Jet card providers offer a convenient and flexible way for individuals and businesses to access private flights. With a jet card, clients can pre-purchase a certain number of flight hours or miles, which can then be used to book flights on private jets. Jet card programs often provide benefits such as guaranteed availability, fixed pricing, and personalized services, making them a popular choice for frequent private flyers.
2. Marketing Strategies for Selling Private Flights
Having effective marketing strategies is crucial for selling private flights successfully. Today, a combination of digital and traditional approaches can greatly enhance your reach and visibility in the market. Promote what is setting you apart from the competitors.
Digital Marketing Techniques
Utilize digital marketing techniques to target potential clients online. This can include search engine optimization (SEO), social media marketing, content marketing, and email marketing. Creating a strong online presence will help you reach a broader audience and showcase the value of private flights.
Traditional Marketing Approaches
Don’t overlook the power of traditional marketing approaches. Advertisements in aviation publications, sponsoring relevant events, and distributing brochures can still be effective strategies for reaching high-net-worth individuals interested in private flights. A well-rounded marketing strategy can achieve successful results.
3. Building a Strong Broker-Client Relationship
A successful broker-client relationship is built on trust, effective communication, and understanding client needs and preferences.
Establishing trust is crucial in the private flight industry. Clients rely on brokers to handle their travel arrangements with the utmost professionalism and discretion. Trust is earned through consistent delivery of excellent service, maintaining confidentiality, and prioritizing client satisfaction.
Effective Communication with Clients
Communication is key in any business relationship, and the private flight industry is no exception. Brokers must be proactive in their communication, providing regular updates on flight options, pricing, and any changes that may affect their clients. Clear and timely communication ensures that clients feel informed and valued. Furthermore, effective communication goes beyond just relaying information. It involves active listening and understanding the client’s goals and concerns.
By actively engaging in conversations, brokers can better anticipate their clients’ needs and provide tailored solutions.
Understanding Client Needs and Preferences
Each client has unique needs and preferences when it comes to private flights. Brokers should take the time to understand these preferences, such as preferred aircraft types, cabin layouts, and onboard amenities. By tailoring their services to meet these specific requirements, brokers can deliver a personalized experience that sets them apart from the competition.
Understanding client needs goes beyond just the technical aspects of the flight. It also involves understanding their travel purposes, whether it’s for business or leisure, and any specific requirements they may have, such as dietary restrictions or mobility needs, the pricing and flight availability, as well as the passenger capacity. By taking these factors into account, brokers can ensure a seamless and enjoyable travel experience for their clients.
Moreover, building a strong broker-client relationship involves going the extra mile to exceed expectations. This can include surprises and personalized touches that demonstrate thoughtfulness and attention to detail. Whether it’s arranging for a client’s favorite snacks on board or ensuring their preferred magazines are available, these small gestures can make a big difference in fostering a long-term partnership.
4. Maintaining Client Satisfaction Post-Sale
Client satisfaction shouldn’t end with the sale. Brokers should strive to provide excellent after-sale services and build long-term relationships with clients.
After-Sale Services for Clients
Providing exceptional after-sale services is critical for client satisfaction. This includes assistance with itinerary changes, coordinating ground transportation, knowledge of airports as some cannot receive certain aircraft, knowledge of the different types of aircraft as well as their pricing and ensuring a seamless travel experience. Going above and beyond for clients not only enhances their satisfaction but also leads to valuable referrals and repeat business.
Building Long-Term Relationships with Clients
Building long-term relationships with clients is the key to sustainable success as an aircraft broker. Regularly staying in touch, offering personalized recommendations, and providing exclusive perks and benefits fosters loyalty and keeps clients coming back for their private flight needs.
Feedback from Clients
In addition to providing exceptional after-sale services and building long-term relationships, brokers should implement a proactive approach to client satisfaction. Regularly evaluating the quality of services and gathering client feedback is essential. By actively seeking feedback and promptly addressing any concerns, brokers can continuously improve their services and ensure that clients’ needs are met beyond expectations. This commitment to evaluation and action demonstrates a dedication to client satisfaction and sets brokers apart in the competitive aircraft brokerage industry.
5. Closing the Deal: Tips and Techniques
Finally, closing the deal is the ultimate goal for any aircraft broker. Here are a few tips and techniques to help you finalize sales successfully.
Negotiating the Price
Negotiating the price plays a significant role in closing deals. Be prepared to negotiate, but also know your limits. Determine the value of the private flight and be willing to walk away from deals that do not align with the worth of the service you provide. In addition, Brokers should ensure that the operator has the capability to make prompt payments for last-minute bookings.
Finalizing the Sale
Once the price and terms are agreed upon, it’s time to finalize the sale. Ensure all relevant paperwork is in order and that the client understands the process. Providing a seamless and transparent experience will leave a positive impression and increase the likelihood of repeat business or referrals.
Being a successful aircraft broker selling private flights requires a deep understanding of the market, effective communication, strong marketing strategies, negotiation skills, and a focus on maintaining client satisfaction. By following these five tips, brokers can position themselves as industry experts and build a thriving business in the private flight industry.
Are you looking for an affordable private flight for your customer? Take a look at our 1,600 available destinations in Europe and take advantage of our air taxi services with our two air taxis: the Cirrus SR22 and the Piper PA46.
Fly Aeolus offers more than just private air travel. With our partnership with SIXT, we arrange ground taxis before or after your flights, ensuring a seamless and stress-free journey from start to finish. Enjoy the luxury of private jet travel combined with effortless ground transportation with Fly Aeolus and SIXT.