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

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

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

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 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

Is Your Manager an Entrepreneur or are they Sinking Your Ship?

Posted by Andrea Hewett on Mon, Sep, 15, 2014 @ 16:09 PM

For most of business history, management has meant management of a growing business. From now on, managers will not only manage existing business, they will have to be entrepreneurial innovators building new organizations as technology continues to change all markets and all organizations. This means to survive and grow, money and people must be invested in today to ensure the organization will be here in the next two or three years. Yes, it’s changing that quickly.

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Topics: marketing strategy, profitability, profits, marketing management, michigan consultant, make more money, more business, new customers, business success, new product development, profit growth, Entrepreneur, manager an entrepreneur, new business, more sales, change management, entrepreneurial management, entrepreneur management, marketingholt.com

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

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

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

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

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

Process Mapping- Capturing the Value You Built into Your Business

Posted by gary holt on Tue, Nov, 27, 2012 @ 09:11 AM

In our previous chapter we have discussed the importance of process mapping or documenting workflows and how these help successful businesses large and small. This chapter looks at what process maps and workflows diagramming is all about. If you have further questions or would like assistance in mapping out your processes then feel free to contact Holt Marketing at the bottom of the page.

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Topics: profitability, profits, metrics, make more money, more business, new customers, business success, optimization, workflows, clients, new business, business systems, more sales, Process Mapping, flowcharting

Social Media is about trust

Posted by gary holt on Mon, Nov, 26, 2012 @ 17:11 PM

If you’re worried about all the competition on the internet, don’t. Quality is the best filter. People want the truth and that one fact alone will set you apart.

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Topics: marketing, saginaw marketing, Michigan, make more money, more business, michigan marketing, clients, new business, social media

Vision- The Unifying Factor for Change Management

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

In change management, a company’s management uses leadership to implement the change to processes, policies, etc with the desired result of acceptance and compliance by the employees. We know that this can be a challenge but a company that takes the time to create a story to tell where they plan on being in the future and how, in general, they will get there will have better prepared employees. That story, that picture for the future, is the company’s vision.

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Topics: brand awareness, re-branding, marketing strategies, profitability, profits, identity, customer service, business strategy, how to launch a product, marketing plan, marketing management, process development, inbound and outbound marketing, make more money, more business, business success, optimization, workflows, new product development, happy customers, change, marketplace, successful strategies, Process Mapping, blogs, analysis, workflow mapping, partnership, change management

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

What will I Gain with Process Mapping and Measuable Results?

Posted by gary holt on Mon, Nov, 26, 2012 @ 11:11 AM
Now you are ready to process map your business and gather data on how the processes are performing. What will you attain by doing this? Well, it depends on where you are at in the transitioning out of your business’ operations. If you are in the early stages or just thinking about selling or handing over the reins then this work can give you:
 
  • Increased profits

  • Having more time off (how often do you hear that getting ready to retire gives you more time off?)

  • Being debt-free

  • Having others run the business for you (exactly what you were wanting)

  • Creating a world-class, international company

  • Having total security and freedom

  • Increasing your income and net worth

  • Building residual income

If you are further along, then you may want to hold on to the business a little longer to reap your new efficiency profits. Or you may want to use the new documentation and examples of new growth to increase the value of your business to the new prospective owners. Either way, it can be quite the ‘WIN-WIN’ for you!

By being able to look at data on how your business processes are operating, you or the new owners can look at the questions below and know that no one may ever have to face these issues again or that there will be data at hand to make an informed decision when they do appear. Questions such as: 

  • Are you frustrated because your sales aren’t growing like you know they could be?

  • Are you disappointed because your people didn’t get the job done on time, and you lost a customer because of it?

  • Are you wondering why your profit margins aren’t growing like you want (and need) them to?

  • Are you wondering why your employees don’t do what you ask?

  • Where the cash is at year-end after taxes?

So by process mapping and collecting data to make decisions to improve operations, you have made your business more valuable, enabling you ask more for your company. This also gives valid working documentation to the new owner or prospective owners on how to run the business. They can use this information tomake successful decisions just like you have all these years; decisions that have allowed you to be in the top 4% of all businesses.

Of course, we at Holt Marketing and Management Services would be happy to work with you and discuss helping you process map your business functions to help capture data to make better decisions, bring in more sales, and harness the Synergy Factor. Contact us today.

 

Click me

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Topics: profits, increasing sales, make more money, more business, business success, increase profits, Gary Holt, information value, Investing for retirement, market share, successful strategies, business systems, Process Mapping, analysis, increase sales, retirement, information

Leadership for Change

Posted by gary holt on Mon, Nov, 26, 2012 @ 10:11 AM

If dealing with change in your work force feels like a battle of wills then you need to step back and rethink the issue.  When changing any part of the structure in the workplace such as procedures, processes, or responsibilities, getting the employees ‘on board’ can be handled in two ways- a dictate from management passed down to be followed by fear of punishment or a change to be implemented through the leadership of your process.

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Topics: Risk Aversion, brand awareness, profitability, customer service, business strategy, corporate branding, increasing traffic, gross margins, Liability, customer complaints, increasing sales, more business, business success, optimization, workflows, happy customers, change, brand, increase profits, internet marketing strategy, successful strategies, business systems, more sales, Process Mapping, analysis, change management, internet marketing strategies, increase sales, customer issues

The 4 Step Method to Handle Customer Complaints

Posted by gary holt on Tue, Nov, 20, 2012 @ 14:11 PM
  • Treat people with respect. Don’t argue or yell.
  • Listen carefully before you answer.
  • Make every effort to keep promises you make.
  • If you can’t resolve the issue, say so politely and, with empathy, apologize.

When a customer feels they have been treated unfairly or that they did not receive what they expected, they will complain.

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Topics: branding, brand awareness, profitability, customer service, unique selling, customer complaints, increasing sales, more business, new customers, business success, optimization, happy customers, brand, increase profits, company branding, clients, new business, more sales, increase sales, customer issues