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 Expand Your Market Share through Lead Generation

Posted by Rich Droste on Tue, Feb, 17, 2015 @ 13:02 PM


Lead Generation is the only method that works to achieve the #1 spot in market share for every industry.
Lead Generation is a non-stop process. A company that stops lead generation will die a slow death. Once you know you have the right product, the right target markets, the right client fulfillment; then you can launch your lead generation engine and never stop.

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Topics: increase profitability, sales, increased lead generation, increase sales leads, profitability, profits, increasing sales, make more money, more business, increase profits, profit growth, increase leads, market share, market expansion, more sales, increase sales, sales strategy, sales leads, increase lead generation, leads, sales growth formula, increase market share, increasing market share, expand your market, lead generation

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

The Definitive Guide to Increasing Your Gross Margins

Posted by Andrea Hewett on Mon, Nov, 17, 2014 @ 16:11 PM

Increasing Profit through Productivity

Your business is doing well, it may even be doing great; but could it be better? This is something we ask ourselves on a daily basis and make sure to ask our clients. Are you where you should be when it comes to Key Performance Indicators? You should be monitoring and measuring your performance in four main areas: Management, Operations, Sales & Marketing, and Finance. If you think you have it covered, you might already be in trouble…you should know, without a doubt, that you have it covered.

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Topics: saginaw marketing, profitability, profits, process development, Efficiency, michigan consultant, improve efficiency, gross margins, increase profits, Efficiency Improvements, Gary Holt, profit growth, michigan marketing, business systems, Process Mapping, productivity

Modern Day Superman: How this Mentality is Hurting Your Gross Margins

Posted by Andrea Hewett on Fri, Nov, 07, 2014 @ 12:11 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: Saginaw, Efficiency, michigan consultant, improve efficiency, gross margins, increasing sales, make more money, more business, business success, increase profits, Efficiency Improvements, profit growth, increase sales, marketingholt.com, coaching

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

Marketing Rules: Impact the Critical Areas of Your Business

Posted by Andrea Hewett on Thu, Oct, 16, 2014 @ 15:10 PM

In part 4 of our Marketing Rules series, we focus on the steps you need to take to increase production, reduce errors, and avoid stress (as you can see in the illustration to the left, this is very important!)

If you aren’t up to date with the series you can read them on our blog, just be sure to start with "The 10 Most Important Rules of Smart Marketing in the New Economy." I've also listed them all below, in series order, to give you easy access:

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Topics: planning, marketing, saginaw marketing, profitability, profits, marketing plan, marketing management, process development, Efficiency, michigan consultant, improve efficiency, diagrams, make more money, increase profits, Efficiency Improvements, profit growth, michigan marketing, business systems, Process Mapping, marketingholt.com

How You are Losing Out by Not Following These Marketing Rules

Posted by Andrea Hewett on Mon, Oct, 13, 2014 @ 10:10 AM


People don't like rules, I get that. I posted the start of this blog series: The 10 Most Important Rules of Smart Marketing in the New Economy to a luke warm reception that showed me that:

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Topics: websites, marketing strategy, marketing strategies, marketing, saginaw marketing, marketing plan, marketing management, invest in website, strategies, michigan consultant, unique selling, strategic alliance, make more money, business success, content developers, increase profits, internet marketing, internet marketing strategy, inbound marketing plans, strategic marketing, successful strategies, michigan marketing, more sales, social media, internet marketing strategies, increase sales, marketingholt.com

Big Problems Solved: Be Better at Marketing Your Business

Posted by Andrea Hewett on Thu, Oct, 02, 2014 @ 14:10 PM

This is our follow up blog to Big Problems Solved: Be Better at Brand Awareness Strategy, click here to read.

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Topics: sales, marketing strategy, marketing strategies, marketing, marketing plan, strategies, inbound and outbound marketing, increasing sales, make more money, increase profits, internet marketing strategy, inbound marketing plans, market share, marketplace, successful strategies, michigan marketing, more sales, internet marketing strategies, inbound marketing, increase sales, marketingholt.com, direct marketing

Click Here to Make Your Job Easier!

Posted by Andrea Hewett on Thu, Sep, 11, 2014 @ 15:09 PM

Your job is harder than mine. Although I am a CEO, responsible for daily operations for both my own business and that of my clients, this statement still has the potential for truth due to the systems and processes I have put in place.

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Topics: marketing strategies, marketing, customer service, diagrams, increasing sales, business success, content developers, increase profits, successful strategies, company branding, business systems, Process Mapping, workflow mapping, increase sales, workflow diagrams

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

Help Your Customer Cut Costs and Increase Your Profits

Posted by Andrea Hewett on Fri, Aug, 22, 2014 @ 17:08 PM

What is your single most important profit point? The answer comes from understanding customer priorities. This is accomplished by talking to customers and understanding their problems based on their perception, not yours. Today you have to reverse the traditional approach in which priorities are: core competencies, what we sell, and then the customer. The new approach becomes customer priorities, system solutions, required competencies, and assets. A good way to do this is to uncover the customer’s systems economics such as costs, time, hassles, errors, and re-dos. In other words; the big picture of what the customer lives with…not just the small picture of your service and productivity.

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Topics: sales, profitability, profits, customer service, unique selling, increasing sales, make more money, more business, business success, increase profits, profit growth, successful strategies, clients, more sales, increase sales

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 Business Plan that Never Fails

Posted by Andrea Hewett on Fri, Aug, 08, 2014 @ 15:08 PM

Most organizations don’t spend enough truly productive time attempting to improve the contol of their organization; these steps include oversight, measurement and manipulation of the organization’s processes to fulfill the organization’s sales and profit projections and the expectations of their customers.

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Topics: profitability, profits, customer service, marketing plan, Efficiency, improve efficiency, make more money, new customers, business success, new product development, happy customers, increase profits, Gary Holt, profit growth, strategic, business systems, customer issues

Firefighting 101: Systems keep your Business from Going up in Flames

Posted by Andrea Hewett on Tue, Jul, 22, 2014 @ 11:07 AM

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Topics: saginaw marketing, process development, Efficiency, michigan consultant, improve efficiency, business success, increase profits, Efficiency Improvements, michigan marketing, business systems, Process Mapping

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

How Social Media Shifts the Way You Communicate with Your Customers

Posted by Rich Droste on Fri, Jun, 20, 2014 @ 14:06 PM

Facebook is not just for socializing anymore.

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Topics: websites, Saginaw, sales, marketing strategy, marketing strategies, marketing, saginaw marketing, profitability, profits, identity, marketing management, increasing traffic, outbound marketing, michigan consultant, Michigan, unique selling, traffic, inbound and outbound marketing, increasing sales, more business, new customers, business success, optimization, Facebook reveal, increase profits, internet marketing, internet marketing strategy, adrift in the internet, Gary Holt, profit growth, b2b marketing, videos, michigan marketing, new business, more sales, blogs, social media, internet marketing strategies, facebook marketing strategy, inbound marketing, increase sales, marketingholt.com, blogging strategy

Super Sales Teams: Think Like an Entrepreneur, Sell like a Pro part 3

Posted by Rich Droste on Tue, Jun, 17, 2014 @ 14:06 PM

Superstar Sales

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Topics: Saginaw, sales, brand awareness, saginaw marketing, profitability, profits, strategies, gross margins, Michigan, unique selling, ebooks, inbound and outbound marketing, increasing sales, make more money, business success, brand, increase profits, Gary Holt, profit growth, The Perpetual Money Machine, Entrepreneur, prospecting, successful strategies, ebook, more sales, inbound marketing, increase sales, leads

Social Media- the 24/7 Friendly Face of Your Business

Posted by gary holt on Tue, Nov, 27, 2012 @ 16:11 PM

You won’t find too many businesses who adamantly profess that they don't need a website. A website is the equivalent of a Yellow Pages ad of yesteryear. To coordinate the efforts to bring people to your business via the web, telephone, or in person, the modern business now has to move past just having a website; they must move into social media. Social media tools involve having presences on Facebook, Twitter, or just a friendly newsletter or blog update to clients in a manner that drives their attention back to you and your business when they, or one of their friends, needs your product and services.

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Topics: branding, brand awareness, marketing strategies, corporate branding, e-commerce marketing, invest in website, strategies, increasing traffic, outbound marketing, website analytics, make more money, Facebook reveal, content developers, increase profits, successful strategies, company branding, trademark, social media, internet marketing strategies, B2B prospecting, facebook marketing strategy

Let Old Friends Not Be Forgotten- Starting up Your Social Media

Posted by Martin Hilger on Tue, Nov, 27, 2012 @ 16:11 PM

As stated in Gary Holt’s The Perpetual Money Machine, one of the best ways of generating new business is to resell to existing customers. Most businesses that have been around for a few years will have a pretty sizeable customer list or database that they may not be doing much with except having a gut feel that there has to be something useful to do with that aging list.

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Topics: branding, e-commerce marketing, strategies, inbound and outbound marketing, brand, increase profits, internet marketing strategy, adrift in the internet, call centers, prospecting, customer database, successful strategies, blogs, social media, facebook marketing strategy, blogging strategy, telemarketing, customer list

Documenting Workflows and Procedures = Time Off

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

In the previous chapters we have discussed what documenting workflows and processes are about and why they are used by various sizes and types of companies. We discussed one of the best positive reasons for documenting workflows- growth and profitability and we also looked at reasons to have documented workflow processes from a risk aversion standpoint. There is another sizeable reason for having your processes documented so employees have clear workflows and expectations- time off.

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Topics: brand awareness, profits, metrics, identity, customer service, diagrams, customer complaints, increasing sales, make more money, more business, business success, increase profits, Investing for retirement, successful strategies, company branding, new business, business systems, Process Mapping, flowcharting, analysis, workflow mapping, increase sales, workflow diagrams, customer issues, information

Workflows and Processes- Holt’s Experience

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

Do I have your ear now for the importance of having workflows documented and formally available as training and coaching tools for employees? There are just so many reasons to have this work done but the next question is how do you get that work completed?

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Topics: Risk Aversion, profits, customer service, increasing traffic, outbound marketing, michigan consultant, business success, optimization, workflows, happy customers, increase profits, clients, business systems, flowcharting, workflow mapping, workflow diagrams, marketingholt.com, customer issues

Small Business Strategic Alliances

Posted by gary holt on Mon, Nov, 26, 2012 @ 12:11 PM

In the market over the next five years, small companies will have to create strategic alliances to grow because the Pace of Change will not allow them, by themselves, to accumulate all the skills and resources required to leverage opportunities before their competitors do. I’m talking about two or more organizations collaborating for mutual economic gain.

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Topics: business strategy, marketing plan, corporate branding, strategies, increasing traffic, michigan consultant, Michigan, strategic alliance, increasing sales, make more money, more business, business success, happy customers, increase profits, internet marketing, adrift in the internet, information value, b2b marketing, strategic marketing, strategic partnership, strategic, market share, prospecting, allianace, business systems, partnership, trademark, B2B prospecting, increase sales, customer issues, information

How Measuring Systems is the Key to Success

Posted by gary holt on Mon, Nov, 26, 2012 @ 12:11 PM

The measuring of anything is not what most people want to do. When issues seem urgent the last thing our instincts tell us is to stop to measure, but our instincts could be wrong.

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Topics: marketing strategy, Risk Aversion, marketing strategies, profitability, profits, business strategy, marketing management, process development, increasing traffic, inbound and outbound marketing, increasing sales, happy customers, increase profits, strategic marketing, company branding, business systems, more sales, Process Mapping, analysis, workflow mapping, increase sales, blogging strategy, innovation