About James / Methodology
1980s - Started selling - newspapers. If you tipped, I'd knock twice (selling isn't Rocket Science)
1990s - Things get serious. Selling and studying Sales and Marketing (I'll never stop)
2000 - Developed a cold-calling method. Selling B2B, door-to-door, doubling the revenue of a Social Enterprise. This was the turning point; understanding that mindful cold-calling (phone and face-to-face) was the first step to changing lives AND driving revenue
In Business and Life, there are too many short-term relationships.
Pushing to sell something ONCE is not cost-effective and contributes to our issues with anxiety
Repeat Sales means feel-good long-term relationships (hands-up who wants to feel bad?)
Repeat Sales is also the easiest way to increase revenue (finding victims every day is hard work). You don't have to be great - be good, have a 'helping process' and follow-up
I'm passionate about helping you unleash the power of positive conversations to drive sales. A power that Big Business can only dream about
Software – SaaS
Diversity & Inclusion
Design (this website)
Queensland Pro Bono
Care for Life
Zion Aged Care
Chamber of Commerce
deliver - Telephone - Email - Repeat - Meet
Here's the 5 stage Customer Journey
Awareness > Understanding
You CAN control these 2.
So focus on these 2
> Interest > Desire > Purchase
You CANNOT control these 3
So forget these 3
Hand Deliver information
Hard-Copy gets noticed
Telephone to Create Awareness
You're a stranger so;
Do not sell
Ask to email
Be authentic and helpful
Email to Create Understanding
Short and sweet
Clear and comprehensive
Linked to website / videos / blog
Repeat to be remembered
Most buy after a few 'contacts'
So follow-up is crucial
You will not annoy because you are helping, educating and entertaining
Meet to build trust
Give them a great reason to meet
5 minute presentation
Create a seminar
Create a Social Event
What is Sales & Marketing?
Garth managed a cool new Bar, I hardly new him. He bumped into us street-side and ushered us in, then he went behind the bar and got 3 drinks. Instead of putting them on the bar - he moved around the bar and gave them to us. Meaning, the drinks were free.
Meaning he 'reached out' to us, without thinking of money.
To him, we were more than a transaction
That was 20 years ago. As you can tell, I remembered that experience.
I will always remember him and that Bar.
That experience was also an 'advertisement' for him and the Bar.
An advertisement that will last a lifetime
and cost nearly nothing.
That's what Sales and Marketing is about
Played a Prison Warden in Home and Away
Was a Hand Model (It was a Seinfeld moment in more ways than one)
Won a Performance Poetry competition (and yes comedy clinched it)
Won 2 surfing trophies in the 80s. And I'm still out-there every weekend, (just a bit slower on the pop-up).
Loyal Clients or Satisfied Clients
Entertainment like films, songs and dance are experiences that are memorable
Good experiences create loyal clients
Loyal clients are repeat sales, that tell their friends about you,
are happy to give you referrals and leave good reviews
'Satisfied' clients are waiting for a better experience
from you ... or your competitor
James will help you create loyal clients
Sales and Marketing - definition
an activity that holds the attention of an audience in order to delight them.
Entertainment - definition
One last story
It was the 80's. Mum and I walked out of the Italian Cafe in Bondi.
The chairs and tablecloths were plastic. It didn't matter though, because the gelato, pasta and conversations were authentic.
As we were strolling along, a local homeless man (Larry) asked mum for 10 cents. He got $10. I thought his head was going to explode with excitement.
Mum didn't flinch, she was cool like that.
We kept walking, mum leaned in a little and said, “always give."