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Case Study - Retail


Challenge - Customers asking for discount (Haggling over price).

Solution - Holiday Vouchers used as an incentive if customers pay full price.

Further Challenge - Retail sales staff, saw Vouchers as a useless ‘gimmick’ and did not offer them to customers. Resulting in some customers returning to the store upset about not getting Vouchers.



Two Marketing Tactics used…

1. Suggestion Marketing When customers start to Haggle staff simply said.. “If I discount the price you can’t get the Holiday Vouchers, it that OK with you?”

2. Theatrical Marketing (1) A multitude of Tropical Holiday Posters (palm trees and beaches)

  • An actual ‘Beach Scene’ with deck chairs, sand, beach umbrella…

  • Staff wearing Hawaiian Shirts and Lays

  • Under-performing stores shown photos of successful ‘dressed’ stores as Social Proof



  1. Promotion grew organically through ‘word of mouth’

  2. More customers assumed the promotion was legitimate

  3. meaning less customers asked for a discount

  4. Result; Revenue Increased

Contact James for further details

Case Study - Professional Services 

Face to Face Cold Calling. 3 phase plan

This example - An Employment Agency (Strategy applicable to most industries)


Challenge - To continually increase the amount of Job Vacancies from local employers.

Action 3 phase, Sales and Marketing Plan, designed and implemented.


  • Doubled revenue in 12 months

  • Awarded 3rd best branch nationwide (initial ranking of 113 of 120).

  • 3 Phase Plan then used as Blueprint for all Sales Training



3 phase, Sales and Marketing Plan

Phase 1. In a Digital Age, hardcopies achieve ‘cut through’ Hand deliver Branded Sales Folder to all local businesses, containing;

(1) Letter, listing all Services, (large type in Plain English)

(2) Brochure.

(3) Call To Action form (available on website) Record the name of the recipient and your Contact Always be friendly, courteous and smile

Phase 2. Follow-up phone call to your Contact. 2 days later Do not leave a message, it’s your responsibility to call back, each time you call back you are advertising your company name.

  • When you visit – do not talk about your services. Listen and ask questions about their Business. When they need staff, say, “I can have 3 ready to be interviewed by you, at my office in 5 days time”. (see First Call Resolution article)

  • Unable to Visit – speak to your Contact and Call Back every 3 months.

  • When Job Vacancy received, thank them and request site visit (to understand their workplace culture). Most will not want you to visit, but your offer, reinforces your grit and professionalism.

Phase 3. (Final phase) Constant Follow Up

(1) Advising about government monies for staff training

(2) Create and deliver a local business directory. Highlighting their Niche

(3) Deliver an Industry specific article

(4) Offer a free Interview Room

The above ‘System’ involves building relationships, not Selling.

NOTE – the above system will only work if you constantly realign your internal work practices to serve your clients (Employers and Job-seekers). Failing to do this produces ‘Policy and Procedure Creep’ – alienating your clients and strangling your revenue growth.

Contact James for further details


Professional Services

Business Services

"I have known James for 18 years and will attest to his honesty and transparency in all his business and personal interactions. He is passionate about helping individuals and businesses to achieve their very best performance in all areas of endeavour.

I particularly recommend him to small business owners who experience problems with promoting their B2B and B2C engagement.

There are no fancy and expensive glitter marketing packages that rely solely on your sales target’s reaction to advertising.

James will provide marketing techniques specific to your business that work and will train your staff to fully support the aims of the business in all aspects of their work – a truly top-to-bottom-and-back approach that achieves uniformity and harmony in the workplace, and results, to whatever level you desire."

Don Logan MBA, Dip (MBM), C.Dec.

Branch Manager, Gold Coast

Mission Australia


"James is a very genuine person who looked to dig deeper into a customers situation to help them solve the problems they were encountering."

Craig Chudleigh, CEO,

Stakeholder Engagement Software, SaaS

Consultation Manager,

Production Company - Film

“James gave me key insights into marketing my work.

Keeping my brand focused and never diluted on social media was key.

His consultation gave me other invaluable insights on how to improve my brand and sales. This helped me increase my sales by over 200% in the first few months.”

Greg Notzelman,

Lead Digital Artist,

‘War for Planet of the Apes’.

TSG Entertainment


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