The sales process of finding the best private jet solution for your needs is fundamentally flawed unless you consider this one basic rule.
What’s the best private jet solution for your needs? Whether you are buying a private jet, a fractional share in a private aircraft, funding a jet card or membership, or just chartering on an ad hoc basis, it’s easy to make a bad decision if you enter the buying process without considering one basic rule.
Unfortunately, it’s a rule that goes against how most of the industry sells its products.
Let me start by telling you the rule, and then explain why it doesn’t fit with how private aviation is sold.
The rule is simple.
You may need more than one solution or a single provider.
We tell subscribers to think about private aviation solutions like cars in a driveway.
You don’t have to buy just one car.
That doesn’t mean you have to buy more than one solution.
It just means you don’t have to find a single solution or provider to cover 100% of your flying needs.
‘Speaking to providers when you view the game as a jigsaw puzzle, rather than as a singular choice, will change the conversation to your benefit’
Back to your driveway, or driveways, I should say.
You may have a convertible car for the beach house.
An SUV works better for the place in the mountains.
Likewise, the program that is best for short regional flights is not the best for same-day multi-stop flights, coast-to-coast flights, two trips per year to the Caribbean, or when you need to upgrade to a large-cabin jet.
Our Decider Custom Analysis process helps you determine whether multiple solutions make sense.
It also identifies the best options.
It’s part of your subscription, and we are happy to assist you.
Now that we’ve given you the rule and some examples, here is what to keep in mind as you engage with providers.
That is, most providers position their solution as an end-all and be-all.
It is like the old saying, “If every problem looks like a nail, every solution will look like a hammer.”
This sales approach paints all of your private aviation needs as a nail.
The salesperson, of course, is selling a hammer.
If they offer only a single solution, they will tend to highlight the negatives of other solutions.
This is valuable in that it is educational.
However, it is often done without highlighting the shortcomings of the solution they are selling.
I suggest reading our story, “The 5 Ways To Fly By Private Jet.“
It discusses full ownership, fractional ownership, jet cards and memberships, ad hoc charter flights, and jet-sharing.
It gives an overview of the benefits and pitfalls of each solution.
We like to say “every rose has its thorns,” and that is true of each solution in private aviation.
There is also guidance on how each solution can fit into your private aviation puzzle.
So, back to the sales process.
Other private jet flight providers employ a consultative approach.
That’s usually because if your needs go beyond what they sell, they have an in-house solution through a sister company.
They also use that when they identify that you need more than one solution.
In other words, a combination of a fractional share and jet card, a jet card and ad hoc charters, and so forth.
You bought a jet card through them.
They can help you buy and manage an aircraft if that’s where your needs are headed.
It’s a share-of-wallet business strategy.
They want to capture as much of your private aviation spend as possible.
The false assumption is that because they have one product that fits your flying needs, their other in-house solutions are also the best fit for your needs.
It could well be the case.
Then again, it might make sense to have different providers.
Again, let us help you with the Decider Custom Analysis.
This year, we have made over 180 updates to our database of jet cards, memberships, and fractional ownership options.
It’s not unusual to find that guaranteed program options aren’t always the best fit.
Also, as you get low on funds or your needs change, we are happy to help you get a real-time check on how your current solution fits and whether there are supplemental options worth considering.
So, let me make two analogies.
Think of private aviation as you think of your health care.
Then, think of private aviation as a jigsaw puzzle.
Regarding health care, you likely have a primary physician.
Then you have a dentist, possibly an optometrist.
Based on your health needs, you will also have specialists.
Before any specialist performs surgery, they will also conduct a battery of tests.
You will probably get second opinions as well.
In other words, your health care strategy is a bit like a jigsaw puzzle.
Identify your needs, examine the pieces, and then do due diligence by talking to providers who offer options and products that fit.
Speaking to providers when you view the game as a jigsaw puzzle, rather than as a single choice, will change the conversation.
You may choose just one provider or solutions to cover all your needs, and that’s terrific.
And one last point, don’t think you have to say goodbye to the airlines.
Nearly 90% of subscribers use both airlines and private aviation.
However, chances are you will view commercial airline flights in a completely different way, using them as a supplemental solution rather than as the ordeal they can be.
Please take a look at our Premium Content Library for more helpful articles.
If you have any questions or suggestions on topics you would like us to cover, email me at doug.gollan@privatejetcardcomparisons.com.
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