Aerial Northwest - Drone Pilot MBA - 7 Steps to Closing More Deals

As a drone service provider, you already know that delivering a pitch is only half the battle. Getting in front of potential clients and showcasing your aerial services can feel like a win, but it’s what happens after the pitch that truly defines your success. Too often, interested prospects express enthusiasm during the initial presentation, only to become unresponsive or hesitant afterward. This post-pitch phase is where many deals slip through the cracks, leaving drone pilots wondering what went wrong.

Why does this happen? After the excitement of the pitch fades, prospects often encounter doubts, competing priorities, or simply the fear of making the wrong decision. The truth is, landing a client isn’t just about delivering a compelling presentation—it’s about strategically guiding them through the decision-making process after your pitch is over.

This is where many drone service providers falter, assuming that their job is done once they’ve pitched. In reality, it’s just beginning. Without a clear plan to navigate post-pitch hurdles like objections, hesitation, or decision fatigue, deals can easily fizzle out. To ensure your prospects convert into paying clients, you need a proven strategy to close the deal—one that keeps momentum alive and eliminates uncertainty.

In this article, I’ll walk you through 7 essential steps that will help you close more sales after the pitch. These steps are designed to reinforce your value, address potential roadblocks, and give you the tools to confidently guide your prospects to a final “yes.”

Here are 7 essential steps to help you close more sales after the pitch:

1. Reaffirm Value & Revisit Key Benefits

When a prospect finishes listening to your pitch, they’re not always fully convinced. The initial excitement might fade, and doubts can start to creep in. Your job post-pitch is to keep the momentum alive by reaffirming the core value you bring to the table. This step is crucial because it reminds the client why they were interested in the first place and solidifies the benefits your service offers. It’s not about bombarding them with more details—it’s about strategically highlighting how your drone services meet their unique needs and solve their specific problems. Re-engaging with clear, value-driven messaging can reignite their interest and lead them closer to making a commitment.

Example: Let’s say you’ve just pitched a real estate developer on using your drone services to capture aerial footage of a large commercial property. After your pitch, you follow up with an email saying, “Thanks for your time yesterday. I wanted to quickly recap how our drone footage will showcase the entire property, offering prospective buyers a unique view that will help them visualize its potential. Our services can help speed up your sales process by providing a dynamic perspective most listings can’t offer.”
Reinforce key benefits: Focus on the specific outcomes you can deliver, whether it’s reducing costs, improving efficiency, or helping them achieve a specific business goal. For example, emphasize how aerial surveys can cut down on manual labor costs or provide faster project turnaround times.
Follow up with personalized content: Rather than sending a generic follow-up, tie your message directly to the client’s pain points. If they mentioned that time was an issue, highlight how your drone services can help them stay on schedule by quickly providing high-quality footage.
Takeaway: By personalizing your follow-up and focusing on benefits rather than features, you re-engage the prospect and remind them of the unique value you bring to the table.

2. Offer a Decision Timeline

Decision fatigue is real, especially when clients are juggling multiple projects and vendors. Without a clear decision timeline, deals can drag on indefinitely, leading to lost opportunities or stagnation. By offering a specific deadline, you help the prospect cut through the noise and focus on the immediate benefits of working with you. Deadlines create urgency, and they make it easier for the client to prioritize your service. Rather than letting your offer linger, you’re giving them a clear window to act. A well-framed timeline puts you in the driver’s seat and encourages the prospect to make a decision before other priorities take over.

Example: After pitching your drone services to a construction company, you might follow up with a message that says, “Our schedule is filling up fast, and we have availability for this project until the end of the month. I’d love to secure a slot for your survey before then—let me know if we can finalize details by Friday.”
Set a firm but reasonable deadline: In your follow-up, you could say something like, “We’re offering a 10% discount for projects booked by the end of this week, so I wanted to reach out and see if you’re ready to proceed.” A limited-time discount or priority scheduling adds urgency to the decision-making process.
Use real-world deadlines: If you know the prospect has their own internal deadlines, leverage those. For example, “If we can lock in a decision by Wednesday, we’ll have your aerial footage ready in time for the project’s kickoff next month.”
Takeaway: Deadlines create momentum. Prospects often appreciate a bit of structure in the decision process, and a deadline encourages action without being overly pushy.

3. Handle Post-Pitch Objections

Many deals fall apart after the pitch due to unspoken objections. Prospects rarely voice all of their concerns upfront, and if left unaddressed, these objections can fester and cause hesitation. You must actively seek out and handle these issues to keep the deal on track. Ignoring them can lead to a deadlock where the prospect stalls indefinitely, unsure of how to move forward. By addressing objections directly, you create a space for open communication and establish trust. This step is critical to moving past hesitation and resolving any lingering doubts the prospect may have.

Example: A prospect might be hesitant due to budget concerns. You could say, “I sense you might have some concerns around cost. Would you mind sharing what your budget looks like? I’d be happy to explore how we can tailor the scope of work to better fit your needs.” This opens the door for a productive conversation about their concerns.
Encourage open communication: Ask the prospect directly, “Is there anything we haven’t covered or that’s holding you back from making a decision?” The goal is to uncover any hidden objections, whether it’s price, timing, or uncertainty about your services.
Build trust by addressing concerns head-on: Once the objections are out in the open, work together to overcome them. For example, if the prospect is worried about turnaround time, you can offer a faster delivery option or break the project into phases to meet their schedule.
Takeaway: By encouraging the prospect to voice their concerns, you gain the opportunity to resolve them directly, making it easier for the client to commit.

4. Provide Social Proof

In the post-pitch stage, your prospect may be intrigued but still hesitant to move forward, particularly if they’ve never worked with you before. This is where social proof becomes a powerful tool. Clients need reassurance that they’re making a safe and beneficial decision, and showing them that others have succeeded with your services can tip the scales in your favor. Whether through testimonials, case studies, or tangible results from past projects, social proof eases the anxiety of uncertainty. It proves that you’re not just making empty promises—your drone services have delivered measurable outcomes for others in similar positions. This credibility boost often makes the difference between indecision and commitment.

Clients often hesitate because they’re unsure whether your services will deliver the promised results. Providing social proof in the form of testimonials, case studies, or success stories can help alleviate this hesitation.
- Example: After pitching your services to a local government office, you could follow up with a message that says, “I wanted to share a case study where we provided similar drone services for another municipality. Their project was completed 20% faster than planned due to our aerial mapping capabilities, saving both time and resources.”
- Share relatable testimonials: If you’ve worked with similar clients in the past, share their success stories. For example, “Our work with another real estate developer helped them close two deals in record time thanks to the stunning aerial footage we captured of their properties.”
- Highlight measurable outcomes: Numbers speak volumes. If you can show that your drone services reduced project timelines by 30% or increased marketing reach by 50%, you’re giving the prospect tangible reasons to trust you.
- Takeaway: Social proof helps overcome skepticism by showing prospects that others have benefited from your services. Real-world examples and data make your pitch more credible.

5. Create a Risk-Free Trial or Guarantee

One of the biggest barriers to closing a deal is the fear of making a bad decision. Prospects may be unsure about your ability to deliver exactly what they need, which makes them hesitant to commit. Offering a risk-free trial or satisfaction guarantee removes this fear from the equation. It shows the client that you’re so confident in your service that you’re willing to take on some of the risk. This step gives them peace of mind and can turn hesitation into action. When prospects know they have a safety net, they’re far more likely to take the leap and move forward with you.

Example: Let’s say you’re pitching a property management company. You could offer, “How about we do a trial run on one of your smaller properties? If you’re happy with the results, we can expand the scope of the project.”
Pilot projects or guarantees: A trial project allows the client to test your services with minimal risk. For example, “We can start with a one-hour aerial survey, and if you’re satisfied, we’ll proceed with the full package. If not, there’s no commitment beyond the initial test run.”
Offer a satisfaction guarantee: You could say, “If for any reason you’re not satisfied with the aerial footage we provide, we’ll work to make it right or refund a portion of the service fee.” This helps remove the perceived risk of working with a new provider.
Takeaway: When prospects are on the fence, reducing the perceived risk makes it easier for them to commit. A trial or guarantee gives them the confidence they need to move forward.

6. Maintain the Relationship, Don’t Disappear

One of the biggest mistakes drone service providers make is going silent after the pitch. Once the excitement of the presentation wears off, prospects often need time to digest and make decisions. However, without consistent communication from you, they may lose interest, forget key details, or get swept up in competing priorities. Maintaining the relationship during this critical period keeps your services top of mind. By staying engaged with meaningful, value-added touchpoints, you not only remind them of your offering but also build trust. A well-nurtured relationship is often the key to moving a deal from uncertainty to commitment.

Example: After your pitch to a construction company, send a friendly follow-up a few days later, “Just checking in to see how your decision-making process is going. I also wanted to share an interesting article on how drone technology is improving safety on construction sites—I thought you’d find it relevant.”
Provide value-driven updates: Don’t just check in for the sake of checking in. Send updates that add value, like industry insights, helpful articles, or news about relevant projects. This keeps you top of mind while also positioning you as an expert in your field.
Stay engaged without being pushy: Regular touchpoints can be as simple as a short email or phone call, saying, “I’d love to answer any further questions you have, or if the timing isn’t right, let’s revisit this in a few months.”
Takeaway: Maintaining the relationship keeps the momentum going and ensures you stay in the running when the prospect is ready to make a decision.

7. Ask for the Close, Directly & Confidently

After all the discussions, follow-ups, and value presentations, the deal won’t close itself. Many service providers fall short here by hesitating to ask for the sale outright. But if you’ve addressed objections, demonstrated value, and maintained the relationship, the only thing left is to guide the prospect to the finish line. Being direct in asking for the close shows confidence in your service and lets the client know you’re ready to proceed. It’s a small but crucial step that transforms intention into action. Prospects often need that final nudge to feel confident in making the commitment, and it’s your job to give it to them clearly and confidently.

Example: After walking the prospect through the benefits, and addressing their concerns, say, “Shall we go ahead and schedule the first aerial survey for next Tuesday? I’ll send over the contract today, and we can kick off the project by the end of the week.”
Provide a clear next step: After asking for the sale, give the prospect a simple next step to take, whether it’s signing the contract, scheduling a project date, or agreeing to the final terms.
Be confident in your ask: Confidence is key. A simple but direct request like, “I’d love to move forward—shall we finalize the paperwork today?” signals to the client that you’re ready to take action and that you believe in the value you’re offering.
Takeaway: If you don’t ask for the sale, the answer will always be no. By confidently guiding the prospect to the next step, you increase your chances of closing the deal.

The Takeaway

Closing a deal doesn’t end with the pitch—it’s an ongoing process that requires persistence, reassurance, and clear guidance. By following these 7 steps, you’ll be better equipped to navigate the post-pitch stage, address concerns, build trust, and ultimately close more deals.

Apply these strategies, and watch your drone service business grow as you transform leads into long-term clients.

Fly smart, stay sharp, and your drone business will soar to new heights. 😉 T

If you have any questions, let us know! If you’d like to hire us, you can get more information here.

Written by: Tony Marino, MBA – FAA Certified Part 107 Commercial Drone Pilot and Chief Business Strategist at Aerial Northwest

Disclaimer: The information provided in this blog post is for general informational purposes only and should not be construed as legal advice.