In order to create market awareness, you first need to know who your customers are, what are the pains they experience, and the gains they expect. This will help you target the right messages at the right people. And to present you typical Wingtra customers, we use the concept of persona.

A persona is a fictional representation of our customers created from market research and user data. It should help you understand who to target, and how to qualify leads. A persona is defined by their jobs to be done, the pains they face when executing these jobs, and the gains they perceive by getting the jobs done.

Here we detail the following 3 main personas:

The drone pilot
The external service provider
And the industry decision maker

First remark: the fact that the drone pilot is a persona here indicates that the great majority of Wingtra customers already had experience in drone mapping - often with multicopters but also with fixed-wing UAVs - before purchasing their WingtraOne. This is an important fact to keep in mind!

A second remark: a specific customer can be the resulting combination of multiple personas, such as drone pilot + external service provider for example
So by combining the personas together, you will be able to get a variety of customer profiles

The drone pilot persona

The external service provider persona

The industry decision maker persona

How to successfully exhibit the WingtraOne?

In this chapter

Which fair to exhibit?

How can Wingtra help you exhibiting?

Define your goals and their internal owners

Define clear event processes

How to follow up after the fair?

Which fair to exhibit?

Trade exhibition is a proven outbound activity which enables your business to fill its sales pipeline with Wingtra-qualified leads. When deciding for fairs to exhibit with Wingtra’s products, think about the personas described earlier in this course within your assigned territory. At which fair do you have a higher chance of meeting them?

Drone fairs are good if they cover surveying and mapping applications. Industry-specific fairs are good as well for mining & aggregates, construction & infrastructure, and agriculture, when they focus on their related new technologies. Good examples are Mining Indaba in South Africa, Commercial UAV Expo in Europe, or even smaller local events.

When exhibiting, here are the essential success factors we have taken away from our own experience

Define quantitative and qualitative goals with assigned owners in sales, marketing, relationship, market intelligence, competition, and technology scouting
Define clear event processes to effectively manage the inflow of visitors and to focus on the most qualified contacts
Make sure to follow up after the event

How can Wingtra help you exhibiting?

When you are exhibiting at a fair, here is how Wingtra could help you

We can give exposure through our own media channels (website, social media)
In case you have screens, we are glad to supply video footage and project flythroughs
Depending on the timing and scope of the opportunity, events are always a great occasion to have someone from Wingtra visit you and together engage in discussions with customers. You can reach out to your channel sales manager to see if this is a possibility
Materials for roll-up banners and fairstand backdrop are available to help you
And after the event, we can bulk process your list of prospects to update your dealer portal

Define your goals and their internal owners

With quantifiable and achievable metrics
- Marketing positioning and branding (Leads generated, website traffic increase, quotes, newsletter subscribers, etc.)
- Sales (Sales qualified leads, follow up meetings, deals closed)
- Relationships (Strengthen relationships with existing customers, meetings with existing accounts)
Completed with qualitative ones
- Market intelligence (market size, development and segmentation (UAVs, payloads), potential partners)
- Competition (acquisition/hiring potential, competitors’ products understanding, product competitiveness)
- Tech scouting (Overall regulation change if any, BVLOS and remote ID, etc.)

Define clear event processes

Lead generation
- Always ask for biz cards or scan on phone for lead generation
Find out if the person is relevant then
- Have meeting on the spot to qualify the lead
- Or set up a meeting/call for after the trade show to follow up
Point weak leads to
- Your event slots such as flight demo or presentation
- Brochure and website for info, quotes or jobs
Housekeeping
- Keep your booth clean at all times!
- Fill up brochures and business cards

How to follow up after the fair?

Debrief your goals and their corresponding metrics, document some lessons learnt for your next trade show
Add all leads in your CRM, send an email to thank them for visiting your booth and share additional resources about the WingtraOne (Video, article, webinar, online demo, etc.)
Follow up with qualified leads until closing deals
Take regional actions for your business based on the collected insights about the market, competition and technologies

How to prospect efficiently?

In this chapter

Where prospecting?

Follow a consistent schedule

Try out different techniques

Create prospecting scripts

Provide great solutions

Establish yourself as thought leader

Where prospecting?

Prospecting is another proven outbound activity that can bring you huge successes when selling the WingtraOne. You know your market better. So here again, in order to reach new prospects, consider where the personas described earlier in this course can be found in your territory.

An easy way to prospect, is to go after your existing customers who’ve purchased surveying equipment in the past. Could they benefit from switching to VTOL drone technology offered by the WingtraOne and its ability to accurately map large areas?

Other tools can be leveraged to gather useful lists of prospects such as

Contacts from local chartered surveyors associations
Via LinkedIn Sales Navigator, with hyper targeted search capabilities, based on location, function, company size, and other filters
Expandi.io offers LinkedIn automation tools
VoilaNorbert.com can find anyone’s email address
Or with Apollo.io, a data-first engagement platform

Other than prospecting lists, you can also identify large projects in your territory where the WingtraOne could bring value, and reach out to the involved stakeholders. Large construction projects are good candidates for WingtraOne’s solutions. Some of them can be tracked on platforms such as:

When prospecting, here are the essential success factors we have taken away from our own experience

Follow a consistent schedule, allot time and energy for prospecting each and every day
Try out different techniques, there can be many ways to build new relationships and identify potential leads
Create prospecting scripts: they make the prospecting process, more convenient, effective and consistent
Provide great solutions: a strong relationship is founded on trust
Establish yourself as thought leader: this can help you establish credibility and the trustworthy track record needed to reach out to new prospects more successfully

Follow a consistent schedule

To achieve better results, you must allot time and energy for prospecting on each and every day
Set aside the time first thing in the morning to ensure that it gets done before other duties pile up
Follow the plan, stay focus and mute all notifications to prevent other activities to interfere you during prospecting
By exerting your whole effort on prospecting during your allotted time, you will create a habit that will certainly come to fruition in no time

Try out different techniques

There can be many ways to build new relationships and identify potential leads
Referrals, direct mails and social media connections are some techniques which can be used
Create a list of all techniques you can try and plan the time aside for each
Set measurable objectives to identify the techniques which offer a higher return on your investment in time

Create prospecting scripts

Scripts make the prospecting process, more convenient, effective and consistent
The whole conversation may otherwise be lousy and confusing to the prospect
Creating scripts takes awareness, focus and discipline, however it also allows you to experiment with language choices and arguments to see what is most effective
Although you are following a script, make sure you are actively listening to your prospects and tailor your response based on their needs

Provide great solutions

A strong relationship is founded on trust
Instead of selling, acknowledge first the specific needs of the prospects and provide them with support even after you have closed the deal
By being a provider of solutions instead of just being a salesperson, you increase your chance of getting referrals and help from satisfied customers

Establish yourself as thought leader

Being a leader or subject matter expert in your industry can help you establish credibility and trust needed to reach out to new prospects more successfully
Ways to establish yourself as a thought leader are through blogging, writing guest articles on highly relevant and authoritative websites and publications, podcasting and speaking at trade shows and conferences
It helps new prospects to familiarize themselves with your name before an initial contact

How to productively demo the WingtraOne?

In this chapter

What are the best ways to demo?

WingtraOne Referral Program

Best practices for on-site demos

Best practices for online demos

What are the best ways to demo?

Often, before confirming any buying decision, customers need to emotionally connect with the product. And there is no better way to do so, than having a great WingtraOne demo experience! One way to offer a WingtraOne demo to a prospect is through Wingtra Referral Program.

Another effective way to demo the WingtraOne, is by organizing “Demo days”. They offer a better return on time invested with more people reached through a single demo. Crowds draw crowds, and leads have a good impression when seeing a crowd at your product demo. Best practices when doing an on-site demo are detailed in the next video.

And finally, in these times of intense digitalization and remote working, WingtraOne online demos are pretty effective as well for the following reasons. They limit the travelling time for both yourself and your leads, while still giving a meaningful and engaging way to see the product. Even if the emotional connection is not as intense as with a physical demo, it gives a good understanding about the WingtraOne’s unique capabilities.

WingtraOne Referral Program

The program is meant for existing Wingtra’s customers who wish to share their excitement with a friend or colleague. Each time they do so, they can earn USD 250 per demo, and USD 500 per consecutive sale.

The process is as simple as three steps:

Get a referral code
Demo to a friend or a colleague
Claim the reward

The referral program is a very easy way to get new leads in your sales pipeline while letting existing customers find them for you. So don’t hesitate to spread the word about it among your existing WingtraOne happy customers. All information is available on our website on this link.

Best practices for on-site demos

A demo gives you the opportunity to highlight the WingtraOne’s key benefits

Map faster, with minimized time flying to get more work done
Map larger, thanks to higher coverage capabilities in one flight
Cut costs, due to less time in the field for data collection
Map anywhere, thanks to the VTOL design to take-off and land anywhere, even in confined spaces and on rough terrain
High-data quality which sets its users apart, due to sharp and undistorted nadir images, and high accuracy without using GCPs
Leading-edge software for a smooth workflow, with an intuitive, easy-to-use flight planning app, and a fully automated flight pattern, from take off to landing

Here are our recommended best practices for demoing the WingtraOne

First of all, set the lead’s expectations
- Inform about the demo day and time, with instructions to reach the meeting point - ask your wingtra sales manager to create and share a version on a checklist here
- Provide a screenshot of the flight plan with short description of the survey area
- Inform them about the data output to be delivered at the end of the demo
- Detail the equipment to be brought by the lead
- Name the pilot in charge, ideally one of the leads so they get a 1st-hand impression of the drone in terms of operation
- In the knowledge base, we are sharing a template you can use to communicate these points with your leads
- Here we are sharing a template you can use to communicate these points with your leads
Then, maximize your chances of success by conduct a convincing demonstration based on the following steps

Follow-up with the lead
- Follow-up with screenshots and details of flight planning, time spent, resolution achieved on the lead’s jobsite
- Share the data outputs via a downloadable link or a cloud viewer (Pix4DCloud, for example)
- Make sure there are no open questions about operating the WingtraOne
- Share the coverage calculator reports they can request, in order to convert ease of operations into costs reduction and time saving specifically for their projects and compared to other surveying methods

Best practices for online demos

When giving an online demo to a qualified lead, you want to tailor it in a way that refers back to his or her needs. A way to convince is by having the lead picture themselves using the drone, thanks to some customization - for example in-flight planning on their site as well as operating the drone or making it ready to fly.

For a successful online demo we suggest to:

Set up a Zoom or Google Meet video call with the ability to give remote control access
Install an Android emulator to run WingtraPilot directly on your Mac or Windows laptop. This is easier
Alternatively, you can use a screen sharing app, such as TeamViewer for example, to remotely access the WingtraPilot app on your tablet, directly from your laptop
You can find more information in our KB Demo WingtraPilot from your computer

Our recommended best practices are:

Cover the same talking points as you would in the on-site demo
Set and meet the lead’s time expectation with a 1h demo maximum
Plan a flight in WingtraHub with a project area sent by the lead via a KML file
Let your lead take over your screen via remote control to play with WingtraHub
Export the resulting flight plan from WingtraHub
Import it into WingtraPilot
Prepare the mission in WingtraPilot, go through the check list
Share and comment the 1st person demo video - skip through it, let’s not make people sit through the whole thing in silence
Pos-process a sample flight in WingtraHub
Share relateable use-cases and datasets from the same industry and, if posssible, the same geography of the lead like here on ClickUp

How to follow-up?

You can follow-up with screenshots and details of flight planning, time spent, and resolution achieved on the target’s jobsite
Share other relatable use-cases via a downloadable link or a cloud viewer (Pix4DCloud, for example)
Make sure there are no open questions about operating the WingtraOne—take time, ask, double check that everything is clear
Introduce them to the coverage calculator reports that they can request for free via the website. These reports convert ease of operation into money and time savings specifically for their projects and compared to other surveying methods