3 Steps to Building a Spray Drone Go-To-Market Strategy
Starting a spray drone business is exciting, but it’s not as simple as just getting acres under your rotors. Flying the drone is the easy part—the real challenge is building a business that lasts. That means knowing your customer, shaping a clear offer, and putting a disciplined sales pipeline in place. Without those, it’s easy to burn out in your first season or get lost in a race-to-the-bottom on price.
At Aerion Ag Consulting, we’ve seen operators succeed when they approach their business with strategy, not just seat time. Here are three steps to build a spray drone go-to-market (GTM) strategy that sets you up for growth.
Step 1: Define Your Customer
Before starting a spray drone business, you need to know exactly who you’re serving. Are you focused on row crop acres, pasture and rangeland, or custom applications like greenhouse shading, food plots, and wetlands?
The fastest way to find your market is to talk directly with local growers and suppliers. Tell them what you’re doing and listen to the needs that surface. Some may be looking for more timely applications—something that is difficult to find in other aerial methods—while others may want routine applications to supplement or, in rare cases, replace traditional aerial spraying.
Flying the drone is the easy part—starting and scaling your business is where the real learning curve lies. It’s not just about flying but also about scheduling, chemical handling, and grower communication. The temptation to accept every acre that comes your way will be high, but resist it. Taking on only what you can handle ensures every client receives the attention they deserve. Quality over quantity in your first season is the foundation for long-term growth.
Once you know who you’re serving, the next step is shaping your offer around value.
Step 2: Shape Your Offer
With a clear customer in mind, it’s time to structure your pricing and services. The most common models are per acre or per hour. Benchmark local aerial applicators (planes or helicopters) to understand the average cost, then align your pricing slightly above that average if you’re offering higher flexibility, precision, or access to hard-to-reach acres. Reserve hourly pricing for specialty jobs—wetlands, greenhouses, or high-gallon work that doesn’t scale well per acre.
Remember, you’re offering a service that, more than likely, is not common in your area. If other aerial applicators are already present, don’t undercut the market just to win acres. Instead, attract customers based on the quality and reliability of your service.
Shaping your offer isn’t just about dollars; it’s about the full value you provide. That could mean pre- and post-scouting of fields, bundling adjuvants with applications, or other differentiators that set you apart.
Once your offer is clear, you’ll need a sales process to turn interest into acres.
Step 3: Build Your Sales Pipeline
Your sales pipeline is more than a list of names—it’s your growth engine. Start by aligning with your customers’ agronomy. Call early to confirm planting dates so you can lock in fungicide applications. Collect field information and build customer profiles so growers know you understand their operation. From the first contact, demonstrate why they should continue to work with you.
Don’t stop at the farm gate. Meet with seed dealers, chemical reps, and local co-ops—these trusted partners can become your best referral network. Keep your pipeline active by tracking leads and conversions, following up after applications, and mapping seasonal demand so you don’t miss acres. Whether you’re using pen and paper, a spreadsheet, or a Customer Relationship Management platform (CRM), the goal is the same: stay organized and proactive so you’re not scrambling mid-season.
When you combine strong grower relationships, trusted partnerships, and disciplined follow-up, you’ll create a pipeline that fuels repeat business and steady growth.
The Bottom Line
The spray drone market is growing every year, which means more competition. The operators who succeed won’t just fly drones—they’ll master strategy, relationships, and disciplined growth.
If you’re ready to build a spray drone business that lasts, Aerion Ag Consulting can help you map your GTM, refine your offer, and create a sales pipeline that keeps acres flowing year after year.
