Gary Holt Blog

How to Sell People What They Want to Increase Market Share

Posted by Andrea Hewett on Wed, Apr, 06, 2016 @ 10:04 AM

If an idea is perceived by a person’s sensory input as compatible with its expectations, the unconscious mind says yes. If the idea is perceived by the unconscious mind as not compatible, it says no. The decision is made instantly. Research has shown that a visual message has 3 or 4 seconds, a written message is determined in just the headline (or within 1 minute), and a sales presentation is made or lost in the first 3 minutes; so beginning decisions are not made irrationally but emotionally.

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Topics: customer satisfaction strategies, systems, increase profitability, sales, research and development, profitability, customer service, business strategy, strategies, buyer persona, increasing sales, more business, increase profits, profit growth, competitive strategy, market share, buyer personas, call centers, customer database, research, successful strategies, business systems, more sales, increase sales, system, systemize, sales strategy, customer list, increase market share, increasing market share

Think, and Grow Richer: Smart Strategies to Increase Sales

Posted by Andrea Hewett on Wed, Apr, 06, 2016 @ 10:04 AM

What Cognitive Therapy Says About Human Behavior

Cognitive Therapy (CT) states that our behavior is determined by how we think about things. Perhaps even more important, CT states that our emotions are often driven by our perceptions.

As sales professionals, our goal isn’t necessarily to get the prospect to express emotions. Instead, we should look for how to discover things that are important to him – perhaps some things that he didn’t even realize until the salesperson uncovered them. For instance, maybe you helped him see his problems or his condition from a new perspective; and maybe this caused some doubt in his mind about how he should proceed. Maybe you helped him see his problems at a deeper level, and he realized things were different than what he originally thought. That’s a form of cognitive therapy.

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Topics: increase profitability, sales, profitability, business strategy, increasing sales, make more money, more business, new customers, increase profits, profit growth, competitive strategy, new business, more sales, increase sales, sales strategy, sales growth formula

How to Determine Business Needs to Get What You Want

Posted by Andrea Hewett on Fri, Jun, 05, 2015 @ 10:06 AM

The quality of a person’s life begins with a want. A want is simply an idea, not a reality in a physical form. Let’s examine this idea closer. Brandon decides that he wants a life better than his parents had. The want communicates to the mind and, based on beliefs, thinking decides “yes, I can do it” or “no, I can’t do it.”

The idea is accepted or rejected by the mind. If a person believes that they can do something, they begin to think visually, picturing the result and the required steps and resources they need to accomplish it. Brandon accepts the idea that he can create a better life for himself through hard work and determination. He decides that the way to do this is to get a better education so that he can start his own successful business.

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Topics: business needs, business needs analysis, business strategy, michigan consultant, business success, management leadership, business process management, business plan, best management practices, marketingholt.com, coaching, innovation

6 Business Valuation Determining Factors: Jumping into the Shark Tank

Posted by Andrea Hewett on Mon, May, 11, 2015 @ 09:05 AM

Manage, Market, and Measure Business Valuation

If you are a business professional, chances are that you’ve heard of Shark Tank. The rags-to-riches investors tell it like it is, pulling no punches, but also make dreams come true.


There are 6 things that the Shark Tank Investors look for before they will invest in a company:

  1. A Business Model that has Proven to Return Recurring Profitability
  2. Long Term Growth with the Potential of Longevity
  3. High Profitability of 20-30% or More
  4. Sale and Marketing in Place to ensure driving Continued Profitablity
  5. Is Management in Place to Maintain and Improve the Business Models Performance
  6. As Kevin O’Leary says: “The Three Most Important things for a Business are Cash Flow, Cash Flow, and Cash Flow!”

Free Cash Flow is a moving target that demands constant systems evaluations and innovation that keeps everyone focused on the right issues, helps see risks, and helps you separate winning systems from losing systems. As you can see, free cash flow and discounted cash flow try to work out the value of a company today based on the projections of how much money it will make in the future. The basic idea is that the value of any company is the sum of the cash flows that it produces in the future, discounted to the present at an appropriate rate. Increasing business valuation ideas are shown below:

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Topics: free cash flow, business strategy, exit strategy, exit strategy for a business, business valuation methods, cash flow, business success, valuation, business exit strategy, business valuation, company valuation, discounted cash flow

Business Growth and the Mindset of the Entrepreneur

Posted by Andrea Hewett on Thu, Feb, 26, 2015 @ 15:02 PM

The Entrepreneur’s Point of View

What or who is an entrepreneur? Dictionary.com defines it as - “a person who organizes and manages any enterprise, usually with considerable initiative and risk.”

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Topics: innovation and integration, marketing strategy, business growth rate, business growth, diversification, business strategy, Proprietary Systemic Differentiation, business success, new product development, competitive strategy, Entrepreneur, market share, preferentially differentiates, market expansion, business systems, innovation, earnings growth rate, increase market share, new products, expand your market

7 Methods to Jumpstart Your Business Plan in a Stagnated Economy

Posted by Andrea Hewett on Thu, Feb, 05, 2015 @ 10:02 AM

Market Research has shown that people are concerned about business growth in a slow economy. While economy can play a part in hindering sales, a good business plan includes methods of diversification that make this concern a non-issue. I wrote about this in my book The Perpetual Money Machine and I am going to share an excerpt with you regarding this challenge:

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Topics: a good profitability ratio, research and development, business growth rate, business growth, diversification, profitability, business strategy, more business, business success, new product development, profit growth, business process management, an industry leader, business plan, resell customers, mergers and acquisitions, developing a business model, business systems, more sales, analysis, sales strategy, earnings growth rate, accelerated business growth, new products, new market expansion, pricing and merchandising, developing a new business model

Updates to Facebook that will boost Your Brand Awareness Strategy!

Posted by Andrea Hewett on Tue, Feb, 03, 2015 @ 16:02 PM

Facebook has had a lot of buzz lately with changes they are making that will supposedly make it nearly impossible to promote your business, especially without paying. They want to keep the site more social than business so that people won’t get tired of all of the sales pitches and go hang out somewhere else. This is actually a great thing for your Company! If the users are happy with their experience, then when they do notice a reference to your Business, they will respond more favorably to it.

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Topics: customer satisfaction strategies, marketing strategy, branding, brand awareness, marketing strategies, customer service, business strategy, strategies, increasing traffic, website analytics, seo, business success, brand, Facebook reveal, internet marketing, internet marketing strategy, website analysis, inbound marketing plans, successful strategies, analysis, social media, internet marketing strategies, facebook marketing strategy, inbound marketing, marketingholt.com, innovation

8 Ideas on how to become an Industry Leader and Ooze Profitability

Posted by Andrea Hewett on Tue, Jan, 13, 2015 @ 10:01 AM

It has been fifteen years since The Synergy Factor was first published and eight years since The Perpetual Money Machine was published. A lot has happened in the interim. I have worked with clients who have experienced business disaster as well as incredible success. I have worked with hundreds of Businesses and Organizations, learned much, and affected the lives of many people along the way. In short, the years have been challenging, rewarding, and without concern for anything except to learn to get it right.

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Topics: systems, increase profitability, innovation and integration, a good profitability ratio, The Synergy Factor, profitability, profits, business strategy, business success, increase profits, profit growth, The Perpetual Money Machine, business process management, competitive strategy, an industry leader, successful strategies, business systems, innovation, system, systemize, variance

5 Steps to Increase Profitability with the RAISE Approach

Posted by Andrea Hewett on Thu, Jan, 08, 2015 @ 16:01 PM

Due to the positive response I received from my Finance plan blog, I decided to focus this blog on an overview of the RAISE approach that all businesses need to have in place in order to find and keep happy customers, employees, suppliers and investors. I have included excerpts from Chapter 10 of my book: The Perpetual Money Machine to illustrate this method.

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Topics: customer satisfaction strategies, systems, increase profitability, innovation and integration, Saginaw, recruiting, business plan outline, research and development, strategy for recruiting, profitability, profits, metrics, customer service, business strategy, marketing management, process development, michigan consultant, increasing sales, business success, happy customers, increase profits, Gary Holt, profit growth, business process management, competitive strategy, recruitement strategies, key business functions, research, industry structure, finance and information technology, operations, marketplace, business systems, analysis, increase sales, marketingholt.com, innovation, systemize, recruiting strategies, asset accumulation, research methods, sales growth formula, earnings growth rate, finance

Find your Synergy Factor in Finance and Increase Profits Dramatically

Posted by Andrea Hewett on Tue, Jan, 06, 2015 @ 13:01 PM

I’m finding that many of my clients are benefitting the most from Finance plans. Because I’m seeing a real need for this, I decided to include an excerpt from Chapter Six of my book The Synergy Factor on The Finance and Information Team:

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Topics: systems, profitability, profits, business strategy, strategies, Efficiency, improve efficiency, gross margins, make more money, business success, increase profits, Efficiency Improvements, profit growth, successful strategies, business systems, innovation, system, finance

Plan 2015 to be the Best Year in Your Business Ever!

Posted by Andrea Hewett on Tue, Dec, 30, 2014 @ 08:12 AM

Most Success is Planning Success


Even if you have talented people, a team culture, good equipment, and so forth; without an accurate sales plan, nothing else matters. Without revenue of some sort; no Organization, Company, or even a Person can survive for long.

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Topics: systems, planning, business strategy, marketing management, process development, strategies, michigan consultant, improve efficiency, gross margins, more business, business success, increase profits, strategic work, marketplace, successful strategies, business systems, more sales, analysis, increase sales, system

Be the Perpetual Entrepreneur - Propel Your Business into the Future!

Posted by Andrea Hewett on Tue, Dec, 23, 2014 @ 11:12 AM

The Situation

Organizations have concerns about the following:

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Topics: Saginaw, marketing strategy, marketing strategies, marketing, saginaw marketing, profitability, profits, business strategy, marketing management, process development, Efficiency, michigan consultant, improve efficiency, increasing sales, make more money, more business, business success, optimization, change, increase profits, Efficiency Improvements, Gary Holt, profit growth, strategic marketing, Entrepreneur, successful strategies, michigan marketing, business systems, more sales, Process Mapping, change management, increase sales, productivity, marketingholt.com, innovation

Customer Service: How to Create Customers for Life!

Posted by Andrea Hewett on Tue, Dec, 16, 2014 @ 15:12 PM

This is a guest blog post written by Andrea Hewett, Social Media Business Director
for Holt Marketing and Management Services, Inc.

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Topics: customer service, business strategy, strategies, customer complaints, buyer persona, more business, business success, happy customers, brand, finding good employees, finding great employees, strategic, buyer personas, successful strategies, clients, more sales, customer issues, how to find good employees

Break on through to the Other Side of Productivity

Posted by Andrea Hewett on Mon, Dec, 08, 2014 @ 16:12 PM

Break-through Improvement


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Topics: customer service, business strategy, process development, michigan consultant, improve efficiency, customer complaints, Proprietary Systemic Differentiation, buyer persona, business success, buyer personas, successful strategies, business systems, Process Mapping, marketingholt.com, customer issues

Knowing Your Buyer Persona: Why it’s Essential to Increasing Profits

Posted by Andrea Hewett on Wed, Nov, 05, 2014 @ 11:11 AM

This is a guest blog post written by Andrea Hewett, Social Media Business Director
for Holt Marketing and Management Services, Inc.

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Topics: sales, saginaw marketing, customer service, business strategy, michigan consultant, Michigan, customer complaints, buyer persona, business success, new product development, happy customers, Gary Holt, buyer personas, call centers, customer database, michigan marketing, marketingholt.com, customer issues, telemarketing, customer list

Sales Advice: How NOT to Sell to a Business!

Posted by Andrea Hewett on Wed, Oct, 29, 2014 @ 08:10 AM

This is a guest blog post written by Andrea Hewett, Social Media Business Director
for Holt Marketing and Management Services, Inc.

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Topics: sales, customer service, business strategy, strategies, increasing sales, business success, gatekeeper, oblivious, successful strategies, more sales, increase sales, direct marketing, gate keeper

Symposium of Success: Business Development Tips from Industry Leaders

Posted by Andrea Hewett on Thu, Oct, 23, 2014 @ 11:10 AM

This is a guest blog post written by Andrea Hewett, Social Media Business Director
for Holt Marketing and Management Services, Inc.

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Topics: Risk Aversion, business strategy, strategies, business success, information value, Entrepreneur, strategic work, strategic, successful strategies, coaching, innovation, information

The Vital Marketing Rules for Development and Expansion

Posted by Andrea Hewett on Mon, Oct, 20, 2014 @ 16:10 PM


We have reached part 5 of our Marketing Rules series, the final installment of “
The 10 Most Important Rules of Smart Marketing in the New Economy.” Once more, if you want to read the first 4 blogs in the series you can read them all on our blog page here:

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Topics: marketing strategy, marketing strategies, marketing, profits, business strategy, how to launch a product, marketing plan, marketing management, strategies, strategic alliance, increasing sales, new customers, business success, new product development, increase profits, profit growth, strategic marketing, strategic, market share, marketplace, successful strategies, increase sales, marketingholt.com

The Cause and Effect of Marketing Rules

Posted by Andrea Hewett on Tue, Oct, 14, 2014 @ 16:10 PM
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Topics: sales, marketing strategy, marketing strategies, marketing, customer service, business strategy, marketing plan, outbound marketing, inbound and outbound marketing, increasing sales, more business, new customers, business success, happy customers, internet marketing strategy, profit growth, strategic marketing, strategic, new business, more sales, analysis, internet marketing strategies, inbound marketing, increase sales, marketingholt.com

Big Problems Solved: Be Better at Powerful Branding

Posted by Andrea Hewett on Fri, Oct, 03, 2014 @ 09:10 AM

This is our third blog in our series Big Problems Solved... to read the first two, you can read blog #1 here: Big Problems Solved: Be Better at Brand Awareness Strategy or blog # 2 here: Big Problems Solved: Be Better at Marketing Your Business

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Topics: sales, marketing strategy, branding, brand awareness, marketing strategies, marketing, business strategy, corporate branding, strategies, business success, brand, successful strategies, michigan marketing, company branding, more sales, marketingholt.com, innovation

Big Problems Solved: Be Better at Brand Awareness Strategy

Posted by Andrea Hewett on Wed, Oct, 01, 2014 @ 14:10 PM

The Big Change!

The United States was doing great through most of the late 80’s and 90’s but in the year 2000 things started to change.

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Topics: marketing strategy, branding, brand awareness, marketing strategies, marketing, business strategy, marketing management, corporate branding, strategies, business success, change, brand, strategic marketing, successful strategies, company branding, analysis, change management, marketingholt.com

What Cartoons Teach Us about Process Improvement

Posted by Andrea Hewett on Mon, Sep, 08, 2014 @ 13:09 PM

Walt Disney once said, “Do what you do so well that they will want to see it again and bring their friends.”

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Topics: business strategy, process development, strategies, Efficiency, michigan consultant, improve efficiency, Michigan, Proprietary Systemic Differentiation, increasing sales, business success, workflows, increase profits, Efficiency Improvements, successful strategies, business systems, more sales, Process Mapping, increase sales, system failure

Improve Your LinkedIn Profile without Lifting a Finger

Posted by Andrea Hewett on Tue, Sep, 02, 2014 @ 09:09 AM

This is a guest blog post written by Andrea Hewett, Social Media Business Director for Holt Marketing and Management Services, Inc. 

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Topics: branding, brand awareness, identity, business strategy, michigan consultant, Michigan, inbound and outbound marketing, business success, optimization, brand, content developers, michigan marketing, social media, inbound marketing

How to Increase Your Gross Margins

Posted by gary holt on Wed, Aug, 20, 2014 @ 12:08 PM

In today’s economic climate a business cannot simply sell its way out of a profit problem. The economy has caused demand to decline and competition is responding by cutting prices in an effort to increase their sales.  Unfortunately, excessive price cutting can be disastrous to everyone’s profits.

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Topics: brand awareness, marketing strategies, customer service, business strategy, marketing plan, marketing management, process development, increasing traffic, gross margins, unique selling, gross margin calculation, increasing sales, business success, happy customers, increase profits, information value, profit margin, gross margin ration, calculate gross margin, gross margin percentage, gross margin calculator, gross profit percentage, increase gross margins, ebook, company branding, business systems, analysis, direct marketing, customer issues, gross margin, gross profit, gross margin formula, what is gross margin, how to calculate gross margin, gross profit margin, increase gross profit, gross margin matrix

The Gross Margin Matrix – Avoiding System Failure

Posted by Andrea Hewett on Fri, Jul, 18, 2014 @ 08:07 AM

In today’s economy, businesses are often having trouble with sales and, most often, with increased sales they are still having profit problems. Why is this? Due to the current economic crises, demand has declined and more often than not, the competition responds by slashing prices to boost sales. What they don't realize is that excessive price cuts are usually harmful to not only their profits, but to everyone's.

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Topics: marketing strategy, brand awareness, marketing strategies, marketing, profitability, profits, customer service, business strategy, marketing plan, marketing management, process development, corporate branding, strategies, improve efficiency, gross margins, Michigan, increasing sales, make more money, business success, happy customers, increase profits, Efficiency Improvements, profit growth, information value, inbound marketing plans, company branding, business systems, analysis, inbound marketing, increase sales, direct marketing, customer issues, innovation, information, system failure

How We Increased our Lead Generation by 28%

Posted by Andrea Hewett on Fri, Jul, 11, 2014 @ 14:07 PM

In many parts of the country, we have been hit hard with high unemployment rates. This has resulted in a serious need to better communicate with both current and potential new customers.

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Topics: websites, sales, marketing strategy, marketing strategies, business strategy, how to launch a product, e-commerce marketing, invest in website, strategies, unique selling, Michigan unemployment rate, increasing sales, business success, optimization, change, Facebook reveal, increase profits, internet marketing, internet marketing strategy, Gary Holt, The Perpetual Money Machine, b2b marketing, Ford Motor Company, 2011 Ford Explorer, more sales, social media, internet marketing strategies, facebook marketing strategy, increase sales, leads

New Product Development: How to Increase Business Growth

Posted by Andrea Hewett on Tue, Jul, 01, 2014 @ 16:07 PM

We have been seeing a real trend in the market place regarding the need for growth strategies, so we decided to do a compilation blog of the resources we have available for one particular strategy.

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Topics: business strategy, how to launch a product, more business, new product development, Entrepreneur, new business, direct marketing

The Merits of Facebook

Posted by Andrea Hewett on Tue, Jun, 24, 2014 @ 17:06 PM

Continuing with our theme of social media, we delve into the merits of Facebook

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Topics: websites, marketing strategy, marketing strategies, marketing, business strategy, marketing management, Michigan, inbound and outbound marketing, make more money, more business, business success, Facebook reveal, internet marketing, internet marketing strategy, adrift in the internet, Gary Holt, strategic marketing, michigan marketing, more sales, social media, internet marketing strategies, facebook marketing strategy, marketingholt.com

Who Wants to Innovate like Apple?

Posted by gary holt on Fri, Dec, 27, 2013 @ 10:12 AM

*Editors note: This blog is from almost three years ago and yet, the company is still going strong as they get ready to unveil possibly the most largely anticipated product yet. Take a look at what we wrote in December of 2013 and how it still rings true today...

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Topics: sales, marketing strategy, branding, brand awareness, marketing, profits, customer service, business strategy, how to launch a product, marketing plan, marketing management, process development, corporate branding, e-commerce marketing, strategies, increasing sales, make more money, business success, optimization, new product development, happy customers, internet marketing, market share, successful strategies, business systems, Process Mapping, analysis, increase sales, long tail keywords, direct marketing

Coaching- Putting the Power into Leadership

Posted by gary holt on Tue, Nov, 27, 2012 @ 12:11 PM

The last series of articles has talked about Change Management and how important it is to have employees on board with your businesses plan. Unfortunately, that can sometimes not be the case and how you implement your change management through the use of your leadership team’s abilities and the vision of the future state of your business are critical keys to the success of your change management. There is one more aspect to successful change management that is important to having success and also to ensure that you and your business follow appropriate work steps in order to discipline or remove workers who will not comply- that aspect is Coaching.

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Topics: sales, marketing strategy, marketing strategies, metrics, customer service, business strategy, marketing management, process development, unique selling, Liability, more business, optimization, happy customers, change, strategic, clients, new business, more sales, Process Mapping, flowcharting, workflow mapping, change management, workflow diagrams, coaching, customer issues, innovation, information