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5/07/2021 Selling Is An, Art Not A Science
Sales are not about what you sell it’s about making friends (A/K/A relationships). If you make enough friends, the sales will follow. Sales are the most important function of any business for without a sale, zero business is done; this includes the professions as well. Remember, you can only sell well if you are convinced that your product or service is valuable. When conversing about your product or service keep it simple and be clear and direct. Pressure is an art and may work if you are able to create fear, uncertainty, and doubt. One caveat; don’t rub it into where you anger the prospect. No one is ever angered into a sale. As I’ve stated in previous blogs know your clients, do your homework on the industry, the company, and the person. Make sure your presentation flows, however, know it well enough to shift gears if the energy changes. You, the salesperson, must show passion and excitement for these two qualities are contagious. When asked questions don’t guess, be honest. Humor is a great gift and is a wonderful lubricator. Sales is an art, not a science meaning you can always improve. You can improve on the way incoming calls are handled by having a custom On-Hold message by HoldMasters, The On-Hold Message System. Don’t put your business On-Hold with a radio station, a series of beeps, or silence when someone calls you and is placed On-Hold. Inform and entertain them with a cost-efficient and effective On-Hold Message. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, around the nation increase their ROI with custom On-Hold-Messages. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy and helps keep the emotional connection alive. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

5/06/2021 Prospecting, the key To Sales
The old expression, “Finding a needle in a haystack” is a lot like prospecting for sales, yet prospecting is the lifeblood of all sales. In direct marketing, they speak of a formula “AIDA” (Attention, Interest, Desire, and Action), so think of prospecting as the process of creating attention and interest, enough interest to win a conversation, to explore the subject area more deeply. I believe the goal of prospecting is to create interest and convert that interest into a conversation. When prospecting if you are only looking for prospects that are in the “Desire Phase” (someone interested in solving a particular problem or purchasing a known type of product or service) or the “Action Phase” (someone already in the process of searching for a solution to the problem), but if your approach is only to look for these people, then you’re in for a number of rude awakenings. The prospect that is in the desire phase in all probability has someone in mind and the chance it’s you is remote. To prospect successfully you need to target the decision-makers. Make yourself valuable to the prospect by stating how your product or service can improve their lives. Always work with the highest of integrity there is no need to use tricks or bend the truth. Remember it takes many contacts before you reach the right person, therefore never stop. Many sales are made after the twelfth call and many a salesperson doesn’t follow up after two calls. Cold calling works well with both snail mail and email, so use them. Remember should that prospect call you and is placed On-Hold it’s imperative to be professional there as well. Don’t subject the caller to a radio, a series of beeps, or silence when for s few dollars you may have HoldMasters, The On-Hold Message system, deliver informative and entertaining custom On-Hold message. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, around the nation increase their ROI with custom On-Hold-Messages. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy and helps keep the emotional connection alive. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

5/05/2021 A Winning Strategy
To get a winning strategy, you must have a compelling goal. Like it’s been said many times before, “If you don’t know where you’re going, how will you know when you get there?” Once you have that goal you must keep it in focus. Keep it in your vision. Think about it when you’re lying in bed. In other words, keep your eye on the prize, your goal. You control how you focus on that prize. You get to decide how much intensity you want to employ. Just don’t run on instinct too often those who run on instinct lose in the end. Test things out and see what works, then you can employ the ammunition in your arsenal to the greatest effect. Stand up to bullies, if you stand up to them, they’ll fold. Be intense. People sense weakness. If you’re not willing to hang it all out, you won’t win in the end. One of the most effective games to play is to lull your opponent into thinking nothing’s wrong. Along the lines of keeping your enemies even closer than your friends. When people let their guard down, they reveal weaknesses that can be used against them. There are three tests that can be used to gauge the advantages of one strategy over another and to estimate how good a strategy is. A good strategy is well in step to the company's situation - both internal and external factors and its own qualifications and objectives. A good strategy leads to a justifiable viable advantage. The bigger the competitive edge that a strategy helps build, the more potent and valuable it is. A good strategy enhances the company’s execution. Two kinds of performance improvements are the most informative: gains in effectiveness and gains in the company's long-term business muscle and ready for action position. I would suggest that modeling how a successful business creates a strategy would work for you and your business. Most successful businesses also use the ‘Hold’ button on their phones to educate and inform potential clients as well as up-selling and cross-selling present clients. Using On-Hold time is a winning strategy to increase the ROI. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, around the nation increase their ROI with custom On-Hold-Messages. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy and helps keep the emotional connection alive. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

5/04/2021 Bad Habits Interrupt Your Life
Bad habits interrupt your life and prevent you from accomplishing your goals. They jeopardize your health " both mentally and physically. And they waste your time and energy. So why do we still do them? And most importantly, is there anything you can do about it? The first question is what usually causes them? And the second question; how do I alter them? Most of the time, bad habits are simply a way of handling stress and boredom. Everything from biting your nails to overspending on a shopping spree to drinking every weekend to wasting time on the internet can be a simple response to stress and boredom. Often stress and boredom are just surface issues and the cause goes way deeper. Do you have some deep-seated beliefs or reasons behind those bad habits? Is it an impending event or some limiting belief? To overcome this negative habit step one, identify it. Remember, you don’t jettison a bad habit, you exchange it for a good one. All of the habits that you have right now " good or bad " are in your life for a reason. In some way, these activities provide value to you, even if they are bad for you in other ways. Smoking, as an example, for many it reduces stress and so does some form of exercise; which one would you think is smarter? Don’t fool yourself and think that cutting out a bad habit without replacing it works; it doesn’t. Step two think about a substitute for that bad habit. In other words, plan ahead. Step three, eliminate the triggers. Your environment makes your bad habit easier and good habits harder. Change your environment and you can change the outcome. Step four, pair up with someone. The two of you can hold each other responsible and applaud your wins together. Knowing that someone else demands you to be better is a formidable inspiration. Step five, and most important, see yourself succeeding. A good habit in business is to never ignore your client, patient, customer, or prospect, even when they call you. One way to keep connected is with an On-Hold message. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, around the nation increase their ROI with custom On-Hold-Messages. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy and helps keep the emotional connection alive. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

5/03/2021 Passion and Excellence
In the business world, selling is the fuse. The first sale is the entrepreneur selling himself or herself on the business itself, the vision. He or she must feel and exhibit a passion for the business because passion is contagious and flows throughout the flow chart. Having the money doesn’t qualify you to be an entrepreneur, it takes knowledge and know-how. Both of these assets are available by hiring experts in the field and listening to them. Next, is building a team to implement that vision. Depending on the type of business the team can be engineers, code writers, or management types that understand the business. An integral part of the business is people that understand marketing, branding, and advertising, whose collective knowledge is to tell the prospective users what the business does, who they are, and what they stand for, and the advertising is there to entice buying. This part of the team should be outsourced to professionals And finally, the sales team. Their job is to call on prospects and share what the product or service does and how it can help a business either save or make money. Like every professional, sales-teams, in order to be constantly successful, must have constant training. Doctors, Lawyers and CPS’s have constant training for their professions., There are new sales strategies that should be implemented and that could be the job of a sales coach. Remember, top performers in sports all have coaches, why not sales? If everyone on the entire team shares the passion and strives for excellence success is almost a shoo-in. One of the areas that are a must is great customer service. When someone calls the business how they are treated plays a huge role in keeping them as clients. Having a custom On-Hold message is a very cost-effective and efficient way to accomplish that. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, around the nation increase their ROI with custom On-Hold-Messages. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy and helps keep the emotional connection alive. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

4/30/2021 Fear of Rejection Be Gone
Many salespeople dread using the phone to call clients and prospects for fear of rejection. I once read a book “Feel the Fear and Do It Anyway” for when you overcome that fear the rewards will put a smile on your face and jingle in your pockets. Your attitude will determine your altitude and your future. I don’t think of rejection as a failure, and I don’t believe in failure. I substitute the word “Failure” with the word “Learning” therefore, I never fail, I learn. Anytime you get rejected, take a minute and replay what happened. Use that rejection as a learning tool. Once you fine-tune your phone approach you will see far better reception to your calls, which in turn will add to your success. When making business calls consider making a professional greeting never jump into your sales story. You might consider being more formal by saying something like, “Good morning (afternoon) Mr., Ms.,” as opposed to a common “Hello”. Introduce yourself and your company without getting too specific. Know what the goal of your call is, are you looking to sell your product or service or are you selling the idea of an appointment? Always thank the person for the time for taking your call and state the purpose of your call. I always like to have a face-to-face meeting even if it’s a Zoom Meeting, so see if you can schedule one. Always give a choice of time rather than ask, “When Can we meet?” By giving them a choice you are taking control. Constantly thank them for their time and for your upcoming appointment. And follow up with a “Thank You” note and a confirmation of the time. Should they need to call you keep that professionalism alive with an On-Hold message from HoldMasters, The On-Hold Message System. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, around the nation increase their ROI with custom On-Hold-Messages. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy and helps keep the emotional connection alive. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

4/29/2021 Tangible vs. Intangible
What’s the difference between selling a tangible vs. an intangible? Both require effective communication and the ability to match that customer’s need(s). That said, selling a product is different than selling a service and understanding the techniques that you need to use to be able to show the benefit(s) to the customer. In selling a tangible product you must ask questions that enable you to understand that customer/prospects need(s) and then you match your product to fill that need(s). With tangibles, you promote the key features and attributes that point to the benefits. Often times with a tangible you have the opportunity to do a demonstration that in most cases is the best tool in your sales kit. With a service, you have a little tougher sell for here you need to build a strong trust bond since that customer has nothing to see, hear, smell or taste. You need to convince him or her that the service's quality and your experience and personal dependability are worth paying for. One thing that can help ramp up the sales is testimonials since you haven’t a product to show. Testimonials are also very helpful in tangible sales as well however in- service sales are paramount. In either case, follow-up is always a must and so is an On-Hold message. The On-Hold message shows the client/prospect that you care enough to keep that trust bond alive and that marketing and branding message moving forward when they call in and are placed On-Hold. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, around the nation increase their ROI with custom On-Hold-Messages. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy and helps keep the emotional connection alive. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

4/28/2021 Building A Trust Bond
A recent CBS News/New York Times poll asked, “What percent of people, in general, are trustworthy?” The answer was stunning, only 30%. That’s pretty dismal. When the same poll asked the question, but change the question to “How many people do you know are trustworthy?” The answer changed dramatically to 70%. This shows me that when people get to know you and like you, they then begin to trust you. Trust is a keyword when selling anything and that trust takes you away from being just another “Sales Rep” to being a trusted “Advisor”. In order to build trust, when you don’t have the solution for that client’s best interest, tell them, don’t sell them something that you know will not deliver the outcome that the prospect/client wants. Always give the unvarnished truth and let the prospect/client choose. Never misrepresent the FAB (features/advantages/benefits) of your product and/or service. Don’t over promise and under deliver. This prospect/client can refer you to others and I always feel that getting a referral is far better than “Cold Calling”. You can keep that “Trust Bond” going even when you are not face to face with that prospect/client by having a custom On-Hold message on your phone system that carries both your marketing message (what you do) and your branding message (who you are). Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, around the nation increase their ROI with custom On-Hold-Messages. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy and helps keep the emotional connection alive. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

4/27/2021 Stop Closing The Sale
Stop closing the sale and start opening relationships. For years’ sales trainers and sales managers have been coaching salespeople on “How to Close” a sale. Remembering that everyone is a salesperson, we as a species are always selling. Parents sell their children ideas to assist in the child’s personal development, husband and wives sell each other on family matters, religious leaders sell their congregations on scriptures, owners of business and CEO’s sell ideas to the employees, the media (TV, radio, social media) sells products and services to viewers and listeners, and salespeople sell products and services to potential buyers and current customers. No one likes to be sold. People buy for different reasons and when you break it down to the lowest common denominator, it’s due to an emotional connection and it relieves some kind of pain. Creating relationships should be the goal of everyone. Once a relationship is created trust is established and without trust, there can be no relationship. Keeping that trust bond alive is the grease to sales. One way to keep it alive is with a very cost-effective and efficient On-Hold message on your phone. Nothing can break an emotional connection more than ignoring callers and beeps, music or silence on the phone are examples that can be fixed easily. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, around the nation increase their ROI with custom On-Hold-Messages. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy and helps keep the emotional connection alive. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

4/26/2021 Building a Business
It’s been said that everyone is the CEO of ‘Me Inc’. Whether you want to become an entrepreneur or just the best receptionist, bookkeeper, janitor, or salesperson there are things that should be developed. First of all, there is the why you are doing what you do. The entrepreneur must have a powerful message, both a mission and vision statement, and the rest of the staff needs to buy into that mission and the vision. Since every business offers a product or service everyone connected must focus on the consumer as well as understanding the market, they are dealing in. Customer service must rule, or you have no business. From the CEO down the organizational chart, it is imperative that each member of the team know their own strengths, weaknesses, skills, and time available to accomplish the goals that fulfill both the mission and vision statements. Every team member from top to bottom needs to surround themselves with advisors and mentors to create accountability for their activity. A business plan is a must and if you want this business to run like a well-oiled machine, all team members should be part of that planning. Most of all if the entire team has the passion to win, they are well on their way. I would suggest that each team member needs to continue to grow by reading books and taking seminars that deal with their specific part of this operation. Those team members that deal in finance need to stay abreast of the latest tax laws, HR should understand the latest in government regulations and benefits, salespeople need to have continued training, and top management, working with their mentors, need to read those books and attend those seminars. As stated above customer service is the key to a successful business venture. Once you have a customer and have acquired his or her trust never lose it. Regardless of how small their needs seem to be to you, to them it is prime and must be addressed. One area that seems to be ignored by many businesses is their phone. Do you have a phone system that is current like your smartphone or one that is years old? When someone calls your business how is the call handled? Is the receptionist pleasant and knowledgeable? If someone is placed On-Hold, what do they hear, a radio, music, beeps, or silence? This is where you can keep the trust or lose it. This is where a caller feels unimportant and, in most cases, abandons the call. The way to prevent abandonment is with a custom On-Hold message. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, around the nation increase their ROI with custom On-Hold-Messages. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy and helps keep the emotional connection alive. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

4/23/2021 Vision Statements and Mission Statement
Your business or personal identity needs both a ‘Vision Statement’ as well as a ‘Mission Statement’; and there is a difference. A ‘Mission Statement’ is usually a more straightforward and a simple explanation of what your organization (or sales organization) does right now, how it does it, and who its primary consumers are. The objective of this statement offers a simpler, shorter-term definition of your company, fixed on existing and pragmatic terms. The vision statement is more complex, and spotlights the long-term and would-be principles of your company; what do you want to accomplish in the next decade? The ‘Vision Statement’ should also create the goals for your employees to work toward so everyone is pulling the rope in the same direction. These goals should offer inspiration that is the central ideas that form the underpinning of the business. To get your team passionate about what they do may I suggest that all of the employees create their own ‘Mission Statement’ of how they will add to the ‘Vision’ of your company. Make sure you broadcast this to your clients, customers, and patients every chance you get. This will enable them to better understand the who, what, where, and why you are in business. One great place to bring this to the top of the mind is with a Message On-Hold. This very cost-effective and efficient service will inform and entertain all of your incoming callers, and remember AT&T tells us that 70% of all coming calls are placed On-Hold. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, around the nation increase their ROI with custom On-Hold-Messages. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy and helps keep the emotional connection alive. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

4/22/2021 Size Doesn’t Really Matter
Size Doesn’t Really Matter Being a small firm can sometimes be an advantage, allowing you to play on the quality and exclusivity of your service. However, your size can also put off impending buyers. It is up to you to sway them that you are at least as professional as your larger competitors. Working from home can create an image problem although many a successful business is run from home. It is imperative that what you look like doesn’t scream SMALL. Your website must be pristine not poorly put together. Remember, your potential client can look you up so make sure your credentials look the part of success. Your phone system can play an important part of your image. Larger companies seem to have not only automated attendants answering the phone but On-Hold Messages delivering both branding and marketing information. On-Hold messages are both cost-efficient and effective. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, around the nation increase their ROI with custom On-Hold-Messages. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy and helps keep the emotional connection alive. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

4/21/2021 Under Promise And Over Deliver
Whatever business you are in, greater success comes from building long-term relationships with your customers, clients or patients. Never over promise and under deliver always try to do the opposite under promise and over deliver. Always be consistent for that helps maintain the trust bond and the emotional tie which drives every business. Every message you share with your client base should focus on being coherent yet sound different. Carve out your own identity, your own brand, so your prospect base can see the difference between you and others in your field. Maintain that identity when your phone rings and that caller is placed On-Hold (Remember according to AT&T research 70% of all incoming calls are placed On-Hold. The very cost-effective and efficient Message On-Hold is a great way of keeping that emotional tie alive. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, around the nation increase their ROI with custom On-Hold-Messages. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy and helps keep the emotional connection alive. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

4/20/2021 Branding for A Small Business
Branding is just as important for small businesses as it is for big names. Indeed, many corporate brands try to look more like small firms in order to appeal to consumers that prefer to support independent brands. Even those of you who do MLM should consider branding yourself so you will stand out from the crowd. Branding is not just a logo or how the world sees your business. Branding actually defines your business to yourself. It also gives your team and those you want to sell, your identity. One could call ‘Branding’ your business identity. Your brand must define the heart of your business, your business values not just its looks and a jingle. Most potential customers can see through spin and fluff. The benefits that a strategically defined brand can bring are the same as when people fall in love with each other, that emotional connection. Since most sales are made on an emotional basis, great branding leads to higher sales and better brand differentiation. Make sure you brand differentiate you in the marketplace. Think of your brand as a person with values, beliefs and purpose. Carry that brand message on everything you do from your printed literature to your advertising and your PR, to your phone. One place where you can enforce your brand message effectively is when your phone rings and the caller is placed On-Hold. Advertising On-Hold works because you have a captive audience to your message and it’s non-threatening. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, around the nation increase their ROI with custom On-Hold-Messages. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy and helps keep the emotional connection alive. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

4/20/2021 Understanding Empathy
Stephen Covey said, “Every human has four endowments - self-awareness, conscience, independent will and creative imagination. These give us the ultimate human freedom... The power to choose, to respond, to change.” That is a great introduction to understanding ‘EMPATHY’. A formal definition of Empathy is the ability to identify and understand another's situation, feelings and motives, while sympathy means understanding someone else's suffering. It is said that there are three components of empathy: Cognitive, Emotional and Compassionate. So, what does empathy mean in business? Studies correlate empathy with increased sales, with the performance of the best managers of product development teams and with enhanced performance in an increasingly diverse workforce that includes top management. The question then is why is empathy important in business? Job shifts perspective from the company to the customer. Inside the company, empathy helps with management and collaboration by helping to understand the other person's perspective. Putting yourself in someone else's shoes can make it easier to find a compromise between two points of view. Businesses show empathy by smiling and taking the trouble to remember people's names: that's empathy in action. You can drastically improve the customer experience by taking a few seconds to build a rapport by simply expressing genuine empathy. Here’s how: 1. Listen carefully Be a good a listener and try to repeat what the customer says to assure them that you are listening and that you understand their concerns. 2. Smile This may sound cheesy but smiling when talking to customers can can make a huge difference. It comes across over the phone and they will feel it in your voice. 3. Make their problem your problem. Take ownership of the customer’s questions, especially if it is a complaint. Have a one-to-one relationship with your customer so that they have a point of contact that they can come back to. 4. Allow them to ‘get it all out’ When the customer is angry, allow them to vent without interruption. Listen to the person carefully while using the time to figure out what you can do to fix their issue. 5. Be respectful. Make sure you talk to the customer with respect. Never talk down to the customer or talk over them. Approach it like a regular, professional conversation and they will appreciate you for it. 6. See it through their eyes. Share your customers perspectives and try to see what their struggling with and why. What is their end goal, and what can you do to help them achieve it? 7. Understand their priorities. Every customer, particularly in an emergency situation, will have a list of priorities. Make them your priorities too and address them in the right order (mirroring them). This will reassure the customer that you know what they want and are taking care of them. 8. Show that you care. You can build rapport by showing a personal interest in the customer. For example, if a customer says they have been sick, show that you care by asking them about their recovery. 9. Begin with a positive statement. If the customer has spent some time explaining a frustrating problem, then beginning your response with a short, direct statement of intent can gain their confidence. Something like “Okay, we can fix this…” or “Right, let’s get this problem sorted for you…” will reassure the customer that you are taking ownership of the problem. 10. Avoid assumptions. Another way to show empathy, should that client call you, make sure you have a custom On-Hold message in order to reiterate your company’s marketing, branding, and philosophy. Nothing shows a complete lack of empathy when putting someone On-Hold and all they hear is a radio, some music, a series of beeps, or the worst yet total silence. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, around the nation increase their ROI with custom On-Hold-Messages. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy and helps keep the emotional connection alive. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

4/16/2021 Leverage Your Losses
How can you leverage your losses? At the end of your sales day, it’s a good idea to think about your calls; those that worked, and you got the deal and those that didn’t work, and you lost the deal. Use the “No Deal” as a learning tool. If you lost to a competitor, use this opportunity to find out what your competitor did better " or differently " to win the deal. Get feedback so that you will garner knowledge, so you won’t lose next time or maybe you’ll be able to resurrect the opportunity. Maybe you lost because one of the decision-makers put the kibosh on the deal however, usually the person that brought you in wanted to move forward, so ask him or her for referrals. One way you can never lose is by having a cost-efficient and effective On-Hold message on your phone system to both educate and inform all incoming callers. No one likes to place a caller On-Hold, but 70% of the time it’s inevitable. Therefore, don’t subject that caller to a series of beeps, a radio station, or worst of all, silence; you will lose 60% of them within thirty seconds. With an On-Hold message, they will stay On-Hold for four or more minutes and history tells us that 12% will take some action to something heard while On-Hold. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, around the nation increase their ROI with custom On-Hold-Messages. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy and helps keep the emotional connection alive. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

4/15/2021 Prospecting for New Business the Number One Challenge
I have read that prospecting for new business is the number one challenge for growing a business. In today’s world the methods used in the past work less and less. Many of the decision-makers on your list have spam filters and chances are they don’t even see your email. Email open rates keep going down to now it is estimated that the click-through rate is down to 5%. Do the math; only 5 out of one hundred will open your email. If you think about it in today’s world video is king, so how about making a short video? I’m suggesting the use of video for sales prospecting, nothing fancy, just you talking to the camera and saying a few words, educating a little bit and introducing yourself; pointing to a helpful resource. Don’t be surprised that your simple video will boost the opening of your message and how it will engage the prospect with your content and get you that face to face. Another simple but very effective tool is your On-Hold button on your phone. With 70% of all incoming calls placed On-Hold and 60% will abandon the call within 30 seconds if there is silence or beeps and another 10 seconds if there’s a radio playing. However, they will stay for four or more minutes with a message that continues both your marketing and branding messages. BTW, on average, 12% of those callers will take action on something they heard while On-Hold. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, around the nation increase their ROI with custom On-Hold-Messages. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy and helps keep the emotional connection alive. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

4/14/2021 What Is Your Professional Brand
When building your social media skills to grow more sales one of the key elements is for you to define your professional brand. How do you want to define yourself? Are you just another sales rep or would you want to define yourself as a trusted advisor? My personal choice is the ‘Trusted Advisor’. Then the question is what steps should you take to obtain that status? Step 1: Freshen up every existing Social Media profile. Delete quotes, photos, videos, and all other matters that can hurt your professional persona. Step 2: Revise your LinkedIn and other social media profiles with issues that will appeal to your target audience. Step Step 3: Increase and/or share regular content such as industry news, discerning articles, case studies, and other content that is geared towards attracting your target market based on their concerns, common challenges, and more. Step 4: As with the general rule of prospecting, establish what level of decision-makers you need to target and go find them through the various tools now available through social media and build your social network around those people. Step 5: Know the social media channels these decision-makers frequent and learn more about them by observing them on these channels. Step 6: Now that you have done all the above it’s time for you to offer valuable insights which will establish you as knowledgeable and create the trusted advisor status. Remember, once these decision-makers call you, treat them with respect by having an On-Hold message on your phone rather than a series of beeps, a radio station, or silence. On-Hold messages are both effective and efficient as they carry both your marketing and branding message forward. Since 1987 HoldMasters has been helping both Fortune 500 companies,

4/13/2021 Social Media Selling
Recent reports suggest that over 70% of decision-makers use social media sources to obtain information prior to making decisions about purchasing products and/or services resulting in big changes in sales activity specifically cold calling and inbound lead generation, networking, and other means of obtaining new business leads. Although seasoned sales professionals still use the tried and true, however, thanks to social media those methods are enhanced. Today’s social media channels allow you, as a sales rep, to develop your own professional brand through various digital channels. By using your networks on LinkedIn, Facebook, and other social channels, you are able to identify potential prospects, gain information into their needs and challenges, and then utilize this knowledge, your brand, and social network to provide them with valuable insights that relate to their specific needs. This valuable exchange of information can enable you to engage them in conversation in order to stimulate their interest and get their agreement to call, email, or meet with them face-to-face. Social selling affords you a better way to expose and launch new opportunities, and to cultivate existing and growing business connections. The bottom line, all of this activity is targeted to get your phone to ring. How you handle that can be the catalyst to a successful sale. One thing that is a must is to give that caller information that carries both your brand and marketing messages forward. One very cost-efficient and effective way is with an On-Hold Message from HoldMasters. The On-Hold message shows the client/prospect that you care enough to keep that trust bond alive as well as that marketing and branding message. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, around the nation increase their ROI with custom On-Hold-Messages. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy and helps keep the emotional connection alive. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

4/12/2021 Selling Yourself
Every business faces similar challenges, and if you are on the sales team you must uncover those challenges. Remember, sales drive every business so, without sales, products or services aren’t exchanged hence, your business is not doing well. The salesperson’s first job is to sell themselves into becoming a trusted advisor. There are some basic questions every salesperson should ask to acquire what those challenges are. These opening questions should be rather benign ‘how’ questions, for example, how did you get into this business or profession? BTW, with every question you ask, you must actively listen to the answer in order to build the trust bond. A follow-up question might be what have you found to be your greatest challenges? Here is the key that opens the door to build your certainty as that trusted advisor. This is where you have to listen intently. The next question might be can you tell me more about that and please be specific? Here is where your inherent empathy takes over as you listen and then you might ask, how long has this been a problem? Then you may ask if you can solve that challenge what will it mean to your company? I believe this is a key where you become that trusted advisor. This is where you think of who you know and trust to help that prospect reach his goal and solve that difficult chapter of his business. You help solve the obstacle(s), you have built and will have that political capital for getting their business as well as referrals. My business is the ‘Message On-Hold’ business. We add a new dimension to customer service as well as adding a full-time marketing, branding, and salesperson to your team for pennies a day. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, around the nation increase their ROI with custom On-Hold-Messages. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy and helps keep the emotional connection alive. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

4/09/2021 Selling Tangible vs An Intangible
What’s the difference between selling a tangible vs. an intangible? Both require effective communication and the ability to match that customer’s need. That said, selling a product is different than selling a service and understanding the techniques that you need to use to be able to show the benefit(s) to the customer. In selling a tangible product you must ask questions that enable you to understand that customer/prospects need(s) and then you match your product to fill that need(s). With tangibles, you promote the key features and attributes that point to the benefits. Often times with a tangible you have the opportunity to do a demonstration that in most cases is the best tool in your sales kit. With a service, you have a little tougher sell for here you need to build a strong trust bond since that customer has nothing to see, hear, smell or taste. You need to convince him or her that the service's quality and your experience and personal dependability are worth paying for. One thing that can help ramp up the sales is testimonials since you haven’t a product to show. Testimonials are also very helpful intangible sales as well however in-service sales are paramount. In either case, follow-up is always a must and so is an On-Hold message. The On-Hold message shows the client/prospect that you care enough to keep that trust bond alive and that marketing and branding message moving forward when they call in and are placed On-Hold. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, around the nation increase their ROI with custom On-Hold-Messages. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy and helps keep the emotional connection alive. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

4/08/2021 If You Want to Grow Carrots Don’t Plant Tomatoes
Selling can be a very tough and discouraging profession or it can be easy and fun if you have the right perspective. Take some time and map out your sales strategy either with a sales trainer or coach, the more eyes on a strategy the better. Other people tend to see hear and think about the things we have not. Just because we are professional doesn't always make us right. Be open-minded after all it is the brass ring we want, not just being right. Know your target market, who is your ideal customer. Remember if you want to grow carrots you do not plant tomatoes. Once you have identified your target, focus on going after the business you want. If you are more passionate about who you are selling to. You usually will have a much higher conversion rate. Create an action plan for the day, week, or month, then, work that plan. More often, for some reason, when you work your plan you reach your goals. Even if you only set aside one hour a day to make calls, set appointments, and follow up, you will see results. Obviously, the more time you spend the higher your success ratio; what we focus on grows. Consistency will move you forward and closer to your goals. Stop talking and start listening to your prospect as he or she speaks. Selling isn’t telling your story, it is listening to theirs. Find the need, fill the need and sell. Find the pain point. What do they need and how are you going to solve it? Selling isn’t being pushy. Be curious and ask questions to discover how you can work together and what your customer might need. You can’t solve their problem without knowing what it is. So, ask questions that will get you the answers that uncover their pain, and then you can heal it. Solving a problem with your solution: that’s selling. Let go of your agenda, make it about them and the money will follow. People buy from people they like; don’t you? Your prospects are no different. People buy on emotion and back it up with intelligence. Remember, “Facts tell, emotions sell”. You want to stay connected with your prospect or customer so be yourself. You are building a relationship. This might take one call or two or seven or more but keep at it and your prospect will appreciate your efforts. Always be respectful of people’s time and remember to listen. Always show value to your prospect before, during, and especially after the sale. When you show value, you are more likely to hear “yes”. Selling is nothing more than learning about another person, being interested, curious, open, and honest, and making someone’s day with a smile. (It is a lot like dating) So go and have fun. Keeping the fun going should they call you and be placed on hold make sure you have a custom on-hold message that engages them and keeps that emotional connection alive. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, around the nation increase their ROI with custom On-Hold-Messages. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy and helps keep the emotional connection alive. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

4/08/2021 If You Want to Grow Carrots Don’t Plant Tomatoes
Selling can be a very tough and discouraging profession or it can be easy and fun if you have the right perspective. Take some time and map out your sales strategy either with a sales trainer or coach, the more eyes on a strategy the better. Other people tend to see hear and think about the things we have not. Just because we are professional doesn't always make us right. Be open-minded after all it is the brass ring we want, not just being right. Know your target market, who is your ideal customer. Remember if you want to grow carrots you do not plant tomatoes. Once you have identified your target, focus on going after the business you want. If you are more passionate about who you are selling to. You usually will have a much higher conversion rate. Create an action plan for the day, week, or month, then, work that plan. More often, for some reason, when you work your plan you reach your goals. Even if you only set aside one hour a day to make calls, set appointments, and follow up, you will see results. Obviously, the more time you spend the higher your success ratio; what we focus on grows. Consistency will move you forward and closer to your goals. Stop talking and start listening to your prospect as he or she speaks. Selling isn’t telling your story, it is listening to theirs. Find the need, fill the need and sell. Find the pain point. What do they need and how are you going to solve it? Selling isn’t being pushy. Be curious and ask questions to discover how you can work together and what your customer might need. You can’t solve their problem without knowing what it is. So, ask questions that will get you the answers that uncover their pain, and then you can heal it. Solving a problem with your solution: that’s selling. Let go of your agenda, make it about them and the money will follow. People buy from people they like; don’t you? Your prospects are no different. People buy on emotion and back it up with intelligence. Remember, “Facts tell, emotions sell”. You want to stay connected with your prospect or customer so be yourself. You are building a relationship. This might take one call or two or seven or more but keep at it and your prospect will appreciate your efforts. Always be respectful of people’s time and remember to listen. Always show value to your prospect before, during, and especially after the sale. When you show value, you are more likely to hear “yes”. Selling is nothing more than learning about another person, being interested, curious, open, and honest, and making someone’s day with a smile. (It is a lot like dating) So go and have fun. Keeping the fun going should they call you and be placed on hold make sure you have a custom on-hold message that engages them and keeps that emotional connection alive. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, around the nation increase their ROI with custom On-Hold-Messages. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy and helps keep the emotional connection alive. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

4/07/2021 Phone Selling
If you’re not comfortable on the phone, sales probably are not the career for you. Learning how to capture and keep someone's attention without physically being in their presence is a skill all salespeople need. It’s also a skill that demands constant practice and improvement. There are a few basic characteristics everyone needs in a phone-centric career like sales. Don't have the characteristics outlined below? Either practice until you do or look for another gig. You need to have enthusiasm and patience along with passion, confidence, and a sense of humor. Most important always be prepared. Know the purpose of the call and have some basic questions to ask so you can achieve your goal. Practice your phone call in advance. Visualize the person you are calling as more than just a voice; act as if you are face to face. Your voice and tonality should sound relaxed and put a smile on your face so there is a smile in your voice. Match the pace of the person you are calling as well as the volume they speak. Never apologize for calling act as if you are doing them a favor. Be clear and concise in your conversation and also remember, non-verbal sounds, including laughter, sighs, and gasps, are all ways to influence and encourage your listener. Likewise, pausing on and stressing certain words can affect your listener’s reception. Never end a call without thanking your prospect for their time and attention. They didn’t have to take your call, so acknowledging their busy schedule is always appreciated. Share with them your company’s philosophy and both your branding and marketing strategy. Should they call you make sure you have a custom on-hold message that engages them and keeps that emotional connection alive. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, around the nation increase their ROI with custom On-Hold-Messages. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy and helps keep the emotional connection alive. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

4/06/2021 Pique Your Prospect's Interest
When selling, you have one minute or less to pique your prospect's interest. So, what should you do? What is the best way to get your point across and win that sale? Buyers are more educated today than ever before. What salespeople should focus more on is understanding the prospect's world. The best way I know of is to ask questions, intelligent questions; then listen actively to the answer. When listening you automatically talk less (and that’s a positive) and learn what you need to do to close the sale or realize you don’t really have a prospect; either way you win. Stephen Covey said, “Most people do not listen with the intent to understand; they listen with the intent to reply.” Don’t let that be you. Once you understand what is going on in the other person’s world, only then will your ideas be accepted and understood by the prospect. I suggest you practice keeping your talk time to a minute or less and always end by asking an open-ended question, not questions that can be answered with a “yes” or “no”. Create dialog by requiring the prospect to think of how to answer. Begin your questions with words like “when, why, how, or where” Get the prospect emotionally involved. Always let the prospect know you understand him or her by paraphrasing what you believe they articulated. Share with them your company’s philosophy and both your branding and marketing strategy. Should they call you make sure you have a custom on-hold message that engages them and keeps that emotional connection alive. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, around the nation increase their ROI with custom On-Hold-Messages. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy and helps keep the emotional connection alive. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

4/05/2021 Transactional Analysis in Sales
There isn’t any business that is successful where nothing happens until a sale is made. Whether you are a professional (doctor, lawyer, CPA), manufacture a product, or offer a service other than what the professions offer. The sales department is viewed as the lead entity, with marketing serving the needs of sales. This is especially true of business owners who define marketing as advertising and public relations. The sales director or manager directs the creation of pricing, distribution, promotion, and communications plans predicated on the company’s philosophy. Internally in every business, there are sales made to change procedures or innovate new ideas. The process to make either sale, internal or external, is the same. First and foremost, rapport throughout the process is king. Building a trust bond is next with the help of great rapport. Asking questions and active listening to the answers is key. An internal question may be asked of the employee for his or her suggestion about what they believe could assist in making the company, within their department, run better. An external question might be to ask what they, the prospect, think their biggest challenge is in moving the business forward. The skills for these interactions are found in understanding Transactional Analysis (TA). TA is a psychological theory, that helps explain why we think, act and feel the way we do. We’ve all experienced communication breakdowns. You know the feeling. One minute you’re having a normal conversation with someone, and the next you’re fighting, or one of you has shut down. In both cases, there’s a breakdown. The conversation has failed to achieve its goal, whether it’s being heard, solving a problem, feeling connected, making a decision, or a sale. It takes seconds for a conversation to shift from a positive, connection-driven interaction into a negative one and negative interactions take a toll on our relationships and studies show that we need 5 positive interactions to make up for every negative interaction we have with someone. According to TA, communication breakdowns happen because we’re not fully present in our conversations. That is the prime reason why active listening is so important. TA suggests that instead of reacting to the here and now, we’re communicating from different ‘ego states’, and when these ego states are crossed, conflict happens. These three-ego states are parent, adult, and child. For successful communication, both parties must be acting as adult to adult. Any other like a parent to child or child to parent, even parent to adult or, adult to parent doesn’t make a successful communication. Remember, a transaction equals conversation/interaction between two people. Therefore, when selling a product, service or idea always be of equal stature as two adults. This equal stature prevents the salesperson from acquiescing, and it creates mutual respect. In order to keep that mutual respect and that emotional tie ongoing when receiving incoming phone calls every business should continue with that adult-to-adult connection by employing a cost-effect and cost-efficient custom On-Hold message. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, around the nation increase their ROI with custom On-Hold-Messages. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy and helps keep the emotional connection alive. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

4/02/2021 The Art to Active Listening
There is an art to active listening. Active listening is all about building rapport, understanding, and trust. Restating what you heard not by using that persons’ words but through rewording in your own words what you heard starts that process of trust. If possible, when you are paraphrasing see if you can create an emotional connection since most sales are made via emotions with facts justifying the emotional connection. Share your personal initial thoughts and appropriate information, perceptions, and understanding; then once again, listen actively for the response. Putting feelings into words will often help a person to see things more objectively. When you validate a person’s challenges, issues, and feelings you are building that ‘trust bond’ that takes you a step away from a salesperson to a trusted advisor. Always ask probing questions that will draw out your prospect or client even more and showing him or her that you really understand their business. When that prospect or client calls you, make sure that you continue your marketing and branding with a custom On-Hold Message by HoldMasters, The On Hold Message Company. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, around the nation increase their ROI with custom On-Hold-Messages. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy and helps keep the emotional connection alive. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

4/01/2021 Effective Listening
In sales, we speak about ‘Active Listening’ as a skill that helps to close sales. Listening is hard work! Effective listening is more than just a skill; it's also a matter of attitude. To be an effective listener, you must accept people for who and what they are, not what you want them to be. When you judge people you usually distort your ability to hear what they are saying and in a sales-situation, this can be the difference between getting a new client or keeping an established client. Active listening requires you to really listen, not to be thinking of a retort or interrupting that person or finishing their sentence. To be a good active listener, pay attention, listen for ‘hot buttons’, recognize emotional messages, stop other tasks, and don’t allow interruptions. Since you are asking questions and actively listening for answers, it’s a good idea to paraphrase so that your prospect or client knows that you understand, and are listening. All of this adds to your marketing and branding efforts. It allows that prospect or client know you are there for them emotionally bonding with them. Another area of your business that continues your marketing and branding efforts is on your phones. When a prospect or client calls and is placed On-Hold do you continue with your marketing and branding? HoldMasters, The On-Hold Message System, creates custom On-Hold advertising that carries your marketing and branding messages to all callers so that when placed On-Hold there is more than a series of beeps, a radio, or silence greeting the caller. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, around the nation increase their ROI with custom On-Hold-Messages. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy and helps keep the emotional connection alive. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

3/31/2021 Working with Covid
Covid -19 has had a huge change in the way business is done. Over the past year, the formal definition of what it means to "build a business" in the world has changed considerably. For example, it's no longer "unconventional" to have a large chunk of your workforce (if not your entire workforce) be remote. It's completely acceptable to substitute video calls for in-person meetings. The big surprise is who still likes the in-person and who likes the digital world. According to research by the Smart Energy Consumer Collaborative, those aged between 38 and 54, are the most digitally-engaged generation " with more than 80% of the market using digital and telephonic communications. In-person contact is less-preferred, though still more popular than with Baby Boomers (55-74), or the Greatest Generation (75+). If you are in the 55 to 74 age bracket you are tech-engaged, and the use of digital communications is common, with 75% of this market communicating digitally via home, work, or mobile-based technology. Telephonic communication also ranks favorably, but in-person contact is less-preferred, and the big surprise, compared to both Millennials and Gen-Xers. It turns out, that the millennials are the ones most wanting ‘in-person’ contact and despite the fact that they are digitally raised they are wanting more than just an application to engage with. Research across all age groups demonstrated that access to clear and concise information would stop them from switching to a new supplier, with an average of 1 in 5 saying that getting this fundamental service right would encourage them to stay: 18"24-year old’s (21%); 25"34-year old’s (23%); 35"44-year old’s (20%); 45"54-year old’s (21%); 55+ year old’s (25%). This acts as an emotional connection. However, don’t discount the cool applications and ability to manage utilities on the go " these are still important to the Millennials and gen-z’s " but more than anything, they want honest information, with shorter-term wins and tangible rewards like vouchers for shopping. Remember, at the end of the day, the fundamental of good service and clarity on what you pay for is still an overriding consideration " often more so than saving money? One area that works with all age brackets is when they are placed On-Hold (and 70% of all incoming calls are) is having a custom On-Hold message. If someone calls you and is On-Hold they are captive to what they hear. Most people do not like canned music, a radio, beeps, or silence. The statistics show that 60% will hang up with 30 seconds, however, with a custom On-Hold message they will stay for four or more minutes and 12% will take action on something they heard. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, around the nation increase their ROI with custom On-Hold-Messages. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy and helps keep the emotional connection alive. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

3/30/2021 Two Families
Many of us in the business world have two families, our home and our office family. Both families operate pretty much the same way. Although one has a CEO and the other a partnership of a matriarch and patriarch that make most major decisions. It is imperative that each family have a philosophy and culture. Although it may seem that you can’t compare your private family to your office family, you really can and that is accomplished both in the philosophy and culture of each. Communication is the key to each. I don’t believe that any family, business or personnel, wants to be led by a dictator. It is my belief that family leaders must be leaders and not dictators. Communication with the rest of the family opens up to hearing other views on the subject at hand, and some of those other views may be better than the leaders. This idea creates a feeling of respect up and down the line. Should one of the other views be implemented the person with that idea will work harder in order to make sure his or her idea was the best choice. Making decisions that affect others should never feel like it’s an order, or else. When we make decisions for ourselves that usually has an effect on that one person and that person has to live with it or change. We can all change, we are not trees. Decisions that affect the masses must be thought out with lots of input. Both families have similar goals and dreams, to be successful although success will look different for each family. In the office, family success can show up in its P&L statement, and even though it’s not called a P&L in the home family if they are reaching their goals like college for the children, or a comfortable looking 401K plan, both families are tracking well. There are some things that can help a business family that really work well and can not only help on the success road, but also make sure all the members of the family benefit by keeping that success moving in a positive way, and that helps the personal family by reducing stress in their home. One thing that has statistically a great track record is an On-Hold message for the business phone. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, around the nation increase their ROI with custom On-Hold-Messages. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy and helps keep the emotional connection alive. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

3/29/2021 Every Business is the Same
Every business is the same. Every business starts with an idea. Every business offers a product or a service to the marketplace. It’s every business goal to show a profit. These statements hold true for any business from a one-person to a mom-and-pop operation to a Fortune 500 company. The one-person business has the job of doing almost everything from quality control to sales. This solopreneur may farm out some of the tasks, like bookkeeping and billing, however, he or she is responsible for the day-to-day operation and are the driving force to success. The same could be said of the mom-and-pop organization. It becomes a little different and more difficult with larger companies and Fortune 500 companies. With these larger organizations, there are spokes in the wheel that led to the success or lack of it. The buck usually starts or stops from the person at the top of the organizational chart with each square down the line owning their share of the responsibility. I have noted that every business needs a salesforce with the goal of getting that product or service to the marketplace. That salesforce must be well trained not only in a sales process but complete knowledge of the product or service. I have also noted that great customer service is a must, not only after the sale but at any time the business is contacted. Customer service is the responsibility of everyone that works for the organization therefore, knowledge of the philosophy of the company should be a top priority. There is one simple answer that takes in customer service, sales, and company philosophy. It is the On-Hold feature of your phone system. Whether you operate with just a cell phone or have a complex phone system your On-Hold feature can do those jobs. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, around the nation increase their ROI with custom On-Hold-Messages. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy and helps keep the emotional connection alive. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

3/26/2021 What is Your Brand Message
Many small business owners understand that branding is essential to their business, but a surprisingly high number of them don't really know why. I believe the reason is that they don’t understand what ‘Branding’ means. Some small business owners think a brand is their logo or their name; they are wrong. Branding is your promise. It is a way of defining your business to yourself, your team, and your clients/prospects. It’s your business’ identity, it’s who you are, but only on the understanding that it represents the core of what the business is and its values, not just what it looks and sounds like. Consumers of all genera of businesses are so conversant that they can see through most attempts by companies to gloss, spin or charm their way to sales. Remember, marketing is ‘what you do’ branding is ‘who you are’. Your brand should promote your business, connect with your consumer base on an emotional level and distinguish you in the market. Branding doesn’t stop with the sales call. It continues with every contact. One place that very often is ignored is when a client or prospect calls your company and is placed On-Hold. The emotional connection to your brand can be broken if that caller is treated to silence, a radio station, or a series of beeps. Not only are you wasting the caller’s time you are in effect wasting valuable marketing and branding time and could lose that caller and possible business forever. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, around the nation increase their ROI with custom On-Hold-Messages. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy and helps keep the emotional connection alive. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

3/25/2021 Get Out of The Rut
Are you in a sales rut? Are you doing the same thing over and over again? Are you getting the results you desire? Remember the saying, “If you always do, what you’ve always done, you’ll always get, what you’ve always got”. It’s time to experiment with sales and marketing initiatives you've never tried or have avoided. The following are some suggestions you might try. Try to become the focal point of the account. Get to know, not only the buyer, get to know the receptionist, the president, everyone connected. Your relationship should be so strong that to the employees, you’re one of them. Know the industry so that when challenges come up you have a solution. Stop thinking about what you sell; sell what the account sells and learn how they run their business. Who do they sell to? Who's the competition? What's stopping them from growing and succeeding? This kind of sales focus turns you into an asset. If you're certain you can add value to the account, then be persistent. If the value isn't there, tell them that as well. This type of attitude builds and enforces the trust bonds and creates an environment for referrals. With every contact, any business must continue to educate the prospect/client. One way is with a custom On-Hold message from HoldMasters, The On-Hold Message System. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, around the nation increase their ROI with custom On-Hold-Messages. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy and helps keep the emotional connection alive. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

3/25/2021 Get Out of The Rut
Are you in a sales rut? Are you doing the same thing over and over again? Are you getting the results you desire? Remember the saying, “If you always do, what you’ve always done, you’ll always get, what you’ve always got”. It’s time to experiment with sales and marketing initiatives you've never tried or have avoided. The following are some suggestions you might try. Try to become the focal point of the account. Get to know, not only the buyer, get to know the receptionist, the president, everyone connected. Your relationship should be so strong that to the employees, you’re one of them. Know the industry so that when challenges come up you have a solution. Stop thinking about what you sell; sell what the account sells and learn how they run their business. Who do they sell to? Who's the competition? What's stopping them from growing and succeeding? This kind of sales focus turns you into an asset. If you're certain you can add value to the account, then be persistent. If the value isn't there, tell them that as well. This type of attitude builds and enforces the trust bonds and creates an environment for referrals. With every contact, any business must continue to educate the prospect/client. One way is with a custom On-Hold message from HoldMasters, The On-Hold Message System. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, around the nation increase their ROI with custom On-Hold-Messages. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy and helps keep the emotional connection alive. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

3/24/2021 Communication the Key to Success
Communication isn’t about us feeding information to others or about others pouring their points into our heads. Communication is about relationships; it’s about understanding and expectations. It’s been said that communication is like a chemical reaction in which two elements form an indivisible, interdependent compound. Some people describe communication as a dance that happens between people with every dance and dancer being different. If you think about it everything, we do is a form of communication; as a matter of fact, we can’t communicate. We communicate our thoughts, feelings, and desires to ourselves or to others. If you think about it, communication is one of our key tools to achieving results, satisfying our needs, and fulfilling our ambitions. Whether you are good or bad at communication it forms a chief part of our everyday life. In business, poor communication can lose your business, lose your goodwill. It can also damage your personal or company’s image. It can cause misunderstandings, conflicts, and arguments. I don’t believe anyone in business looks for poor results nor can they afford them. One powerful way to keep positive communication flowing in business is with an On-Hold message. On-Hold messages broadcast to every captive caller information you want to be communicated in a warm and friendly environment on your phone. On-Hold messages help turn your On-Hold function into a cash-producing function. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, around the nation increase their ROI with custom On-Hold-Messages. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy and helps keep the emotional connection alive. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

3/24/2021 Communication the Key to Success
Communication isn’t about us feeding information to others or about others pouring their points into our heads. Communication is about relationships; it’s about understanding and expectations. It’s been said that communication is like a chemical reaction in which two elements form an indivisible, interdependent compound. Some people describe communication as a dance that happens between people with every dance and dancer being different. If you think about it everything, we do is a form of communication; as a matter of fact, we can’t communicate. We communicate our thoughts, feelings, and desires to ourselves or to others. If you think about it, communication is one of our key tools to achieving results, satisfying our needs, and fulfilling our ambitions. Whether you are good or bad at communication it forms a chief part of our everyday life. In business, poor communication can lose your business, lose your goodwill. It can also damage your personal or company’s image. It can cause misunderstandings, conflicts, and arguments. I don’t believe anyone in business looks for poor results nor can they afford them. One powerful way to keep positive communication flowing in business is with an On-Hold message. On-Hold messages broadcast to every captive caller information you want to be communicated in a warm and friendly environment on your phone. On-Hold messages help turn your On-Hold function into a cash-producing function. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, around the nation increase their ROI with custom On-Hold-Messages. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy and helps keep the emotional connection alive. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

3/23/2021 Action = Results
What action are you taking to increase your results? You do realize that in order to move in any direction action must be present? This is true in business as well. If you always do the same things, can you expect a different result? Our current crop of technical tools must be the same in order to work at peak efficiency, however, the human transaction must always be different to grow. We humans, regardless of what we do, in order to do better, must always alter our routines to get better results. I believe that at our core all humans desire to thrive, to grow, to improve. For the sake of this blog, I’m referring to work growth. I think that everyone sells something. If you make the word ‘sell’ to mean influence, we all influence. When a boss wants something done, isn’t he or she better off influencing the workers and getting them sold on the idea rather than forcing it down their throats? Aren’t salespeople better off influencing clients and prospects as well? The way non-commission people work, just by doing an outstanding job, they influence those in charge to give them a raise. In order to influence, I believe we create new routines that reward us with different results. In business we don’t always have to work harder, however, we must always work smarter. For example, by having an On-Hold message on your phone, you increase your sales efficiency, since 12% of the people On-Hold take some action from what they heard. And, according to AT&T statistics, this results from a 21/2% to 5% increase in sales. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, around the nation increase their ROI with custom On-Hold-Messages. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy and helps keep the emotional connection alive. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

3/23/2021 Action = Results
What action are you taking to increase your results? You do realize that in order to move in any direction action must be present? This is true in business as well. If you always do the same things, can you expect a different result? Our current crop of technical tools must be the same in order to work at peak efficiency, however, the human transaction must always be different to grow. We humans, regardless of what we do, in order to do better, must always alter our routines to get better results. I believe that at our core all humans desire to thrive, to grow, to improve. For the sake of this blog, I’m referring to work growth. I think that everyone sells something. If you make the word ‘sell’ to mean influence, we all influence. When a boss wants something done, isn’t he or she better off influencing the workers and getting them sold on the idea rather than forcing it down their throats? Aren’t salespeople better off influencing clients and prospects as well? The way non-commission people work, just by doing an outstanding job, they influence those in charge to give them a raise. In order to influence, I believe we create new routines that reward us with different results. In business we don’t always have to work harder, however, we must always work smarter. For example, by having an On-Hold message on your phone, you increase your sales efficiency, since 12% of the people On-Hold take some action from what they heard. And, according to AT&T statistics, this results from a 21/2% to 5% increase in sales. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, around the nation increase their ROI with custom On-Hold-Messages. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy and helps keep the emotional connection alive. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

3/22/2021 Procrastination
Procrastination often leads to missed opportunities. When an opportunity presents itself, and you wait until the last minute to act, you risk losing that opportunity to another business. Poor Decision-Making. Waiting until the last second forces you to make hasty, and often bad decisions which could cost your company successful outcomes. Procrastinators fall into three main types: Delayers, Perfectionists, and the easily Distractible. They're all different but they all suffer the same kinds of dire consequences from the “thief of time” when they put things off. I used to think that procrastination was a function of poor time management. It’s not. Some people spend so much time procrastinating that they are unable to complete important daily tasks. The following are eight causes of procrastination. There is a lack of motivation, lack of self-confidence, lack of understanding, along with a fear of failure, poor organizational skills, low energy levels, perfectionism, and trouble concentrating. To kill procrastinating you might forgive yourself for procrastinating in the past. Try committing yourself to the task and promise yourself a reward when the task(s) are done. Set up an accountability partner to check up on you. What are you saying to yourself, your internal dialog? Change it. Don’t let distractions interfere with your tasks. Most importantly, just get started. Remember, procrastination is not a mental illness. In some instances, procrastinating can work to your advantage. Giving yourself time to consider many options, checking in with your gut or trusted advisors, and really getting comfortable with a decision is a great thing. There are some who use the two-minute rule that states, "If it takes less than two minutes, then do it now." Then there is the five-minute rule. The 5-minute rule is a cognitive behavioral therapy technique for procrastination in which you set a goal of doing whatever it is you would otherwise avoid, but only do it for five minutes. If after five minutes it's so horrible that you have to stop, you are free to do so. However, there is really a one-minute rule that states If a task will take you a minute or less to complete, do it as soon as you realize it needs to be done. Procrastination can be seen as irrational behavior"delaying some intended course of action, realizing that it is disadvantageous In summary and main takeaways. A procrastinator is a person who unnecessarily postpones decisions or actions. Certain personality traits are common among procrastinators, including low conscientiousness, impulsivity, low self-efficacy, and low self-esteem. There is a tool that every business can use to help grow their business that many a decision-maker procrastinates on doing; it is a simple cost-effective and cost-efficient On-Hold message. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, around the nation increase their ROI with custom On-Hold-Messages. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy and helps keep the emotional connection alive. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

3/19/2021 It Isn’t the First Impression, It’s Every Impression
It isn't just the first impression that counts. It's every impression that you make. Be consistent always. I always think about my impressions of the people I interact within the business world. What makes me work with one vendor and not another? One attribute is their personality. Are they personable and do I want to talk to them? If I don’t, how likely are they going to get a sale from me? Therefore, it’s a top priority to establish a relationship with each client and new prospect. My suggestion is to know that person’s industry via the Internet and their business by going to their website. This affords you a knowledge base that enables you to speak as a trusted advisor, not a salesperson. This shows that you understand the need(s) and you have a solution. You must nurture those relationships or, just like dating, if you take that date for granted, they will eventually find a new date. Another way to keep that on-going great impression is via the phone. If you learn something new about their industry connect with them, be and sound enthusiastic. If they call you and are placed On-Hold, make sure you have an On-Hold Message that mirrors your business personality. If you don’t have an On-Hold message, let HoldMasters, The On-Hold Message System create a custom message for you. Whether you are home-based or a Fortune 500 company On-Hold messages are both cost-efficient and effective. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, around the nation increase their ROI with custom On-Hold-Messages. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy and helps keep the emotional connection alive. It makes a small business sound big and a big business sound friendly, and that there is a 21/2% to 5% increase in business with an On-Hold message in place. Let HoldMasters help you when your business is on the line.

3/18/2021 Win/Win
Win/Win with people should be the goal. How you tee that up is though understanding and understanding comes from great questions and focused listening. Understanding also comes from knowledge. Knowledge comes from curiosity. What I’m going to share is from a business perspective, not social. On a social basis, become a great listener and have compassion. These two traits also work in the business. In business, I believe to be successful research needs to be added to the success formula. If you are in sales research the prospect or client as well as their industry. By having this knowledge, you are able to ask better questions showing that client/prospect your understanding of need(s) for more success. Remember, it’s not what you say; it’s what your client/prospect believes. If that client/prospect doesn’t believe your proposition, you are dead in the water. You need to guide them with your questions that should assist in establishing their need(s). Keeping that Win/Win attitude should always be part of your goal and should continue with every phase of the sales process. When that client and/or prospect calls your business, you need to continue with that educational process with a custom On-Hold message. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, around the nation increase their ROI with custom On-Hold-Messages. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy and helps keep the emotional connection alive. It makes a small business sound big and a big business sound friendly, and that there is a 21/2% to 5% increase in business with an On-Hold message in place. Let HoldMasters help you when your business is on the line.

3/18/2021 Win/Win
Win/Win with people should be the goal. How you tee that up is though understanding and understanding comes from great questions and focused listening. Understanding also comes from knowledge. Knowledge comes from curiosity. What I’m going to share is from a business perspective, not social. On a social basis, become a great listener and have compassion. These two traits also work in the business. In business, I believe to be successful research needs to be added to the success formula. If you are in sales research the prospect or client as well as their industry. By having this knowledge, you are able to ask better questions showing that client/prospect your understanding of need(s) for more success. Remember, it’s not what you say; it’s what your client/prospect believes. If that client/prospect doesn’t believe your proposition, you are dead in the water. You need to guide them with your questions that should assist in establishing their need(s). Keeping that Win/Win attitude should always be part of your goal and should continue with every phase of the sales process. When that client and/or prospect calls your business, you need to continue with that educational process with a custom On-Hold message. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, around the nation increase their ROI with custom On-Hold-Messages. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy and helps keep the emotional connection alive. It makes a small business sound big and a big business sound friendly, and that there is a 21/2% to 5% increase in business with an On-Hold message in place. Let HoldMasters help you when your business is on the line.

3/17/2021 Listen, Diagnose, Prescribe
To be successful in sales there needs to be a relationship between the salesperson and the client or prospect on the level as the relationship between a doctor and patient. When you go in to see your doctor and he or she asks you about your symptoms, you tell the truth. You trust that there will be an analysis of your problem and you will be prescribed the right medication. When the doctor says, "This is what you have. Take these pills," you don’t say, “Let me think about it” or “Can I get 20 percent off?” You take the medication. Being in sales should work the same way; listen, diagnose and prescribe. This is one way of building strong trust bonds with the client or prospect. That emotional connection should never be dropped. Too often when that client or prospect calls, you are in danger of losing that connection. One way to keep that connection omnipresent is with an On-Hold Message from HoldMasters, The On-Hold Message System. Whether you are a home-based business or a Fortune 500 company On-Hold Messages is a very cost-efficient and cost-effective way of keeping that emotional bond alive. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, around the nation increase their ROI with custom On-Hold-Messages. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy and helps keep the emotional connection alive. It makes a small business sound big and a big business sound friendly, and that there is a 21/2% to 5% increase in business with an On-Hold message in place. Let HoldMasters help you when your business is on the line.

3/16/2021 86,400 Seconds
Since a day has only 86,400 seconds and you can’t store those seconds on a shelf, it is imperative that you treasure every one of them. Some of those seconds are used for sleeping, which is a very important activity, some for family, another significant action. Many of those precious seconds are used to earn you a living or a livelihood. Since they cannot be replaced you must use them wisely. In this blog, I will focus on your income-producing seconds. One of those most important acts you can do each day prioritizes your daily activities. What is most important to do each day should be number one, then go down and list numbers two, three, etc. If you just took five or ten minutes each day to plan, you save time by not moving capriciously through your day. Another waste of time takes place when you receive an incoming call, and that person is placed On-Hold. Having a radio playing, a series of beeps, or silence, wastes both your caller’s time as well as yours. You have the perfect environment to inform, entertain and keep your marketing and branding message ongoing with a custom On-Hold message from HoldMasters, The On-Hold Message System. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, around the nation increase their ROI with custom On-Hold-Messages. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy and helps keep the emotional connection alive. It makes a small business sound big and a big business sound friendly, and that there is a 21/2% to 5% increase in business with an On-Hold message in place. Let HoldMasters help you when your business is on the line.

3/15/2021 Two Families
Most people in the United States have two families, their home family, and their work family. The similarities, when you think about it, are amazing. Both families have goals, dreams, and values. In each family, the different members contribute to reaching those goals, dreams, and values. In the home family, some of the decisions are made by the patriarch and others by the matriarch and each member of this home family unit has a role to play in order to reach those goals, dreams, and values. In the work-family, the patriarch or matriarch is replaced by the CEO or leader and in many cases a board of directors. Each member of the work-family contributes or should contribute, to reaching the work family's goals, dreams, and values. In both families, there are acquaintances and friends. In the home family they can be neighbors, people you golf with or go out to dinner with, or just know casually. In the work-family, they are called prospects and clients. The difference between the two types of families occurs in the goals, dreams, and value area. The home family has zero motive for any of these relationships while the work-family has to move their product or service in order to keep the family together. It takes effort and desires to keep each family together. Without these motivators, the family can fall apart, and each member will have to restart his or her life. Each family has tools at their disposal to keep the family together. The home family has religious leaders and professional help when needed. The work-family must move their product or service and to help them; they have marketing, branding, advertising, and referrals. In the work-family, every member must do their part in order to sell their product or service. Remember, there isn’t any commerce until a sale is made. There are many tools for a salesperson to use from a one-sheet to a PowerPoint and other obvious tools. There is a hidden tool that is available that some work-families use it’s the On-Hold button on their telephone. This is one of the best-kept secrets in business. AT&T statistics tell us that there is a 2 1/2% to 5% increase in business with On-Hold messages. This is the one demarcation between the two families. The home family has nothing to sell other love and loyalty to each other. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, around the nation increase their ROI with custom On-Hold-Messages. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy and helps keep the emotional connection alive. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

3/12/2021 Questions Are the Answer
Questions are the answer to a successful sale and, almost anything you can think of is a sale. What movie to see, where to go to dinner, the products or services you buy are all somehow related to a sale. How you come to a conclusion in this selling process is related to the quality of the questions you ask. Journalists, ask who, what where, and why questions to elicit information from the person they are interviewing, before reporting. Doctors ask many questions before prescribing a protocol to follow. Salespeople should be asking questions before presenting their products or service. I have found by asking questions the interviewee will tell you what you need to know to sell him or her your product or service. By asking questions you are able to discover the need(s) of that prospect in order to for you to fill that need with your solution. By asking the right questions usually, the prospect sells him or herself. Many questions can be answered via the ‘HOLD’ button on your phone with a custom On-Hold message. By having this Message-On-Hold, you are not only informing your prospects/clients, but you are also maintaining their interest in your business. You are keeping the emotional bond intact while keeping both your marketing and branding message alive, and you are giving your company the opportunity to up-sell and cross-sell your product or service. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, around the nation increase their ROI with custom On-Hold-Messages. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy and helps keep the emotional connection alive. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

3/11/2021 Keyword, Value
When selling goods or services the keyword should be value. If you can show your prospect/client that your product or service has value and answers their need(s) you have made a sale. Remember, everyone has a different set of values. For example, when buying a car what is a value for you? Is it looks? Resale value? Safety? Comfort? As you can see there are different values, and they all fall onto a scale of most important to least important. The job of the salesperson is to find that scale and show how your product or service fills it. Once you’ve shown the value, based on your prospect's value scale, a new client is introduced to your business. As a business you should always try, in every encounter with a client or prospect, to continue to express the value of doing business as well as continuing to do business with you. One cost-effective and cost-efficient way is with an On-Hold Message from HoldMasters, Your On-Hold Message System. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, around the nation increase their ROI with custom On-Hold-Messages. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy and helps keep the emotional connection alive. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

3/10/2021 Building Rapport
Every business is a people business. It doesn’t matter what your industry is or what you do, if you are not relating to the people you deal with, talk to, manage, or lead, your career will be a long, hard trek. Building rapport is fundamental, particularly when you’re establishing a relationship whether you are selling in person or selling over the phone or Zoom. Rapport is the primary step to building confidence and trust, and it lets the prospect know you're not running the typical conversation between a pushy salesperson and browbeaten prospect. Here are a few tips to try: Research your prospects on Linkedin and Google. If there is a photograph, are they smiling? How are they dressed? What’s the background of their photo? What kind of hairstyle do they have? Do they have an advanced degree? What might you have in common? The answers to these questions won’t tell you everything you need to know, of course, but they’ll give you clues to how your prospect perceives themselves and will behave. A 50-year-old man in a tie will behave differently than a millennial in a T-shirt and will quite naturally respond differently to the questions you ask. If you understand that prospects' identities, their business pain, job function, and other firm data that sum up who a prospect is and what they care about, you are on your way in rapport building. You need to understand more than just demographics. You should also understand their priorities and how their job shapes their business focus; that’s what makes a good buyer personality. If you can make a prospect laugh, you make them more relaxed (and more likely to tell you what’s going on) and remind them that you’re a human too, not just another sales rep. It also makes the meeting more enjoyable. Prospects who enjoy talking to you will spend more time in the sales process and will look forward to your calls more if they can relate to you on a level beyond just business. You must ask good open-ended questions and remember to listen for the answers. Also, you must have the sense when it’s time to switch from light conversation to business conversation and, you should have follow-up questions in your quiver to assure the prospect knows he or she has been heard. If you ask great questions but never build on them, your relationships will be less substantive and shallow. Ask prospects genuine questions, listen, and care what their answers are. Should that prospect call you and is placed On-Hold, make sure you have a custom message On-Hold that carries both your marketing and branding message in a way that reflects your personality. Having an On-Hold message is a cost-efficient and effective way of keeping your clients engaged when they call you. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, around the nation increase their ROI with custom On-Hold-Messages. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy and helps keep the emotional connection alive. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

3/10/2021 Building Rapport
Every business is a people business. It doesn’t matter what your industry is or what you do, if you are not relating to the people you deal with, talk to, manage, or lead, your career will be a long, hard trek. Building rapport is fundamental, particularly when you’re establishing a relationship whether you are selling in person or selling over the phone or Zoom. Rapport is the primary step to building confidence and trust, and it lets the prospect know you're not running the typical conversation between a pushy salesperson and browbeaten prospect. Here are a few tips to try: Research your prospects on Linkedin and Google. If there is a photograph, are they smiling? How are they dressed? What’s the background of their photo? What kind of hairstyle do they have? Do they have an advanced degree? What might you have in common? The answers to these questions won’t tell you everything you need to know, of course, but they’ll give you clues to how your prospect perceives themselves and will behave. A 50-year-old man in a tie will behave differently than a millennial in a T-shirt and will quite naturally respond differently to the questions you ask. If you understand that prospects' identities, their business pain, job function, and other firm data that sum up who a prospect is and what they care about, you are on your way in rapport building. You need to understand more than just demographics. You should also understand their priorities and how their job shapes their business focus; that’s what makes a good buyer personality. If you can make a prospect laugh, you make them more relaxed (and more likely to tell you what’s going on) and remind them that you’re a human too, not just another sales rep. It also makes the meeting more enjoyable. Prospects who enjoy talking to you will spend more time in the sales process and will look forward to your calls more if they can relate to you on a level beyond just business. You must ask good open-ended questions and remember to listen for the answers. Also, you must have the sense when it’s time to switch from light conversation to business conversation and, you should have follow-up questions in your quiver to assure the prospect knows he or she has been heard. If you ask great questions but never build on them, your relationships will be less substantive and shallow. Ask prospects genuine questions, listen, and care what their answers are. Should that prospect call you and is placed On-Hold, make sure you have a custom message On-Hold that carries both your marketing and branding message in a way that reflects your personality. Having an On-Hold message is a cost-efficient and effective way of keeping your clients engaged when they call you. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, around the nation increase their ROI with custom On-Hold-Messages. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy and helps keep the emotional connection alive. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

3/09/2021 Sell Less, Listen More
The less you sell/pitch, the more you’ll command the attention of your prospects. Of course, you will ultimately be trying to demonstrate your value, but the key to a successful conversation is simply lending an ear. Making the conversation primarily about them, as opposed to what you’re selling will keep your prospect engaged, and you may be surprised at the urgency you can create by allowing your prospect to come to their own conclusions, as opposed to berating them with sales speak; quite often they sell themselves. Remember, you have 2 ears and 1 mouth, use them proportionately! You have to be a problem solver and eliminate pain. Once you have your prospect face to face or on the phone, make this time count. This is the perfect opportunity to communicate and share ideas on how to quickly resolve problems or address concerns that affect them. Be clear and articulate on how you can minimize pain points and add value where there’s a need. Oftentimes, prospects respond favorably to personalized attention to detail, which will help you have more candid, meaningful conversations that ultimately shorten your sales cycle. One way to do this is by researching the industry, the company, and even the person and know and understand what challenges are being faced. Then have open-ended questions in your quiver that address those challenges. Always communicate value by sending thoughtful notes, updates, relevant articles, case studies, eBooks, and referrals. It only takes a few minutes each time and becoming a valuable resource while staying on their radar will keep your offerings a point of focus. Obviously, pestering isn’t the goal. Offering beneficial information that informs your prospects’ decisions will be welcomed and help in maintaining communication while building rapport in the process. All the while you are building trust and that trust relationship is the glue that keeps clients for the long haul. Plus, it keeps you front of mind for referrals. Having an On-Hold message is a cost-efficient and effective way of keeping your clients engaged when they call you and are placed on hold. Here you have a captive listener that you can re-enforce both your marketing and branding messages while creating an atmosphere where you can up-sell and cross-sell your product or service. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, around the nation increase their ROI with custom On-Hold-Messages. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy and helps keep the emotional connection alive. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

3/08/2021 To Your Success
There is an old saying that “the successful person will do what the unsuccessful person will not do.” This saying holds true in almost every aspect of life. Whether it’s marriage, parenting, socializing, or working. For the sake of this blog, our focus will be on your professional life although a lot of the same thoughts can be applied to your personal life as well. To be successful in the business world, regardless of what position you hold from the top of the flow chart to the bottom, to be successful there some very basic habits that should be adopted. To me, topping the list is to know your audience. Know what makes them tick, and this in today’s digital world and the internet should be a piece of cake, if, you want to be successful; whether you are looking for a job or want to move up the flow chart. If you are top-dog on the chart you need to develop people skills and if you are in sales, there are skills you need to learn. Remember that success leaves clues. It is to each person’s benefit to learn from those who have succeeded in the past and what they did then you follow their blueprints. This is accomplished by reading books, attending seminars, taking classes, going on-line, or finding a coach or a mentor. As an example using sales as a model; who is your primary target? Who needs to use your product or service? Learn everything you can about that industry, the organization you are calling on, and the person you need to present. Know your product or service inside out and know your competition. Then create the atmosphere where you build trust and loyalty by creating an emotional connection. Both the business and the salesperson must always have a pipeline for new business so prospecting is paramount however, never forget your current customers therefore customer service is essential. If you are a salesperson making one more call each day can add to that commission check. Do the math, one new call each day is five new calls a week or 20 additional calls in four weeks. The odds are in your favor of getting a new client from that activity. I mentioned customer service as being essential because with great customer service you can up-sell and cross-sell your book of business and it helps keep that emotional connection alive. One cost-effective and cost-efficient is with a simple On-Hold message. As client satisfaction becomes the leading driver of any business’ success, putting callers On-Hold has evolved from liability with a negative connotation to a competitive advantage for any organization focused on customer service. So how do you ensure clients hang up happy after every call? The idea being, callers get frustrated, angry, bored, feel you don't care, and hang up, but with HoldMasters, they hear the information of interest that engages so they stay involved during On-Hold time and learn information of value--the experience is satisfying. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, around the nation increase their ROI with custom On-Hold-Messages. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy and helps keep the emotional connection alive. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

3/05/2021 Action Cures Fear
Fear is something those in business must eliminate. Too often those FEARS are not real, just imagined. It’s also true of salespeople. The old quote. “Feel the fear but do it anyway” comes into play. The best way to cure FEAR is with ACTION, Action Cures Fear. First, you have to understand what it is you fear. I have found most of the time what a person fears are imagined, not real. I would suggest that you take a moment and write down your fears. You don’t have to share them with anyone unless you choose to. Analyze them. What is the worst thing that can happen to you because of the fear(s)? Now ask yourself, “What action steps can I take to eliminate that (or those) fear(s). One of the fears that most businesses have, and it’s real, is how to get new business and keeping the old. One step everyone must take is marketing and along with it, branding. Marketing gets new potential clients interested in what you offer, and branding creates the trust bond and branding assures the old clients that you are still the company (or person) to work with. Every interaction with current clients and future clients must always market and brand you and your business. One way to do this is with the HOLD BUTTON of your phone system. Since (according to AT&T research) 70% of all incoming calls are placed On-Hold, every business has a great opportunity to continue both their marketing and branding message to a captive audience, the person On-Hold. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, around the nation increase their ROI with custom On-Hold-Messages. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy and helps keep the emotional connection alive. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

3/04/2021 Basics To Survive
Every business whether offering a product or a service must do two basic things to survive, add clients/customers and maintain current clients/customers. We add clients/customers by advertising, social media, websites, and networking. We maintain clients/customers by keeping an emotional bond with them. Growing your base affords you the luxury of cash flow and keeping that base, the bonus of more profit. A rule that I expound is, never break that emotional tie with that client/customer. Too often it is broken when they call into your company and are placed On-Hold. You break that bond if the caller is greeted with silence, a radio, or a series of beeps. 60% of the time, according to AT&T, the caller will hang up within thirty seconds moving on to another vendor; abandoning you. For very few dollars you can curtail call abandonment with a Message-On-Hold from HoldMasters, The On Hold Message System. With a custom On-Hold message, you are able to inform, entertain and in many cases up-sell and cross-sell that caller (AT&T says that 12% of the people purchase something they heard while On-Hold) all the time maintaining that emotional bond you’ve built. Any business home-based or Fortune 500, can have a custom On-Hold message from HoldMasters that keeps that emotional bond intact and again, based on AT&T research, can increase sales between 21/2% to 5%. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, around the nation increase their ROI with custom On-Hold-Messages. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy and helps keep the emotional connection alive. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

3/03/2021 Filling The Pipeline
Being in sales today is kind of like running your own company. You decide the outcome of your success. You sink or swim. You may lose a lot of deals or you seal a lot of deals. Selling today means you must have an unyielding plan that spotlights on assembling your opportunity pipeline and expansion of a top-notch prospecting plan. Now, constructing your pipeline is not a one-step activity by any means; it takes some time. Take time to do your research. Use tools that are available to you like LinkedIn and Google. Here you will find the right people and companies to contact and identify the decision-makers. Have you checked corporate websites? This can be a goldmine of information about the company and those that make decisions. If you are making an email introduction make it short, germane, and informal. These emails must blow them away with a powerful reason to have a conversation with you. Let the prospect know that this discussion around your product or service will add merit to their life. As a salesperson, your job is ultimately to sell things and grow revenue. Social networks open up an entirely new game for you to play and it’s a very profitable one. To get leads in that pipeline, you are going to have to make some cold calls or cold emails. In order to qualify one lead, you may have to reach out to ten prospects. I have found that usually, 10% of your initial list will qualify as valuable prospects. Should they call you make sure you have a custom on-hold message that carries both your marketing and branding message while engaging them when they are on hold. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, around the nation increase their ROI with custom On-Hold-Messages. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy and helps keep the emotional connection alive. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

3/02/2021 Self Talk
We become what we think about is not a new idea. We talk to ourselves all the time. It is what we say that counts. The importance of self-talk is nothing new, and I am sure that you have heard about it before. Know that 90% of those thoughts are unconscious, we don’t even know we are having these “Little Conversations” with ourselves. Self-talk and or self-thought is so influential and influencing it is mindboggling. Most people believe they are speaking to themselves in an encouraging mode, but they are doing the precise reverse. How many of you would let others say to you what you say to yourself? Think about this, what do you say to yourself when no one else but the most important person in your life is listening… YOU? Are you disapproving of the things you do? Do you say you can be better but when the time comes to do it, you retract all the positive things you say you believe? Do you ever say things to yourself that you would never in a million years let others say to you? If you remember the universal law, you become what you think about, and if you are thinking the complete opposite of what we should be thinking, then why are we so surprised when more of the same come to us? In business, people really know what to do to be successful and most business owners and salespeople talk to themselves all the time, every day. Do they do what they told themselves? In most cases, no. Does the overweight person watch what they eat and exercise as they tell themselves they should; probably not. Be honest with yourself with your-self talk. Stop living in your past and get past it. Really believe in your dreams and be gentle and honest with yourself when you are talking to yourself. That same gentleness and honesty should be omnipresent when speaking with others and if you are in business and sell a product or service, it is a must in order to build relationships. That relationship should never be broken even over the phone. Should you place someone on hold has a communication that continues your marketing and branding message while engaging the caller. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, around the nation increase their ROI with custom On-Hold-Messages. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy and helps keep the emotional connection alive. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

3/01/2021 Building Trust at Work
Two emotions that are the foundations of relationships are love and trust. Love takes many forms but trust just two. It is said that one can’t love another unless one can love him or herself. There are two basic types of trust in the workplace, practical and emotional. Practical is the type of trust that can be earned by being a committed worker; you meet commitments, show up on time, and do what you say you’ll do. People rely on your expertise and reliability. They trust you to get the job done. This trust is fundamental and if you lack it you will be facing some big problems. It can lead to a lack of communication, knowledge hoarding, micro-management, duplication of work, missed deadlines, and terrible productivity. The next level of trust is emotional. It’s when people trust that you’re on their side. They know you’ll treat them kindly and respectfully, that you won’t judge them for their setbacks, and they’re comfortable telling you their honest thoughts, feelings, and ideas. When people don’t trust you, it becomes obvious in their behavior. They double-check your work, they micro-manage you, and they don’t invite you to confidential meetings. You earn trust by never to promise and fail to deliver, by taking credit for other people’s work or gossiping about others in the office. These actions (or inactions) will impact your credibility and reliability in the eyes of others. For today’s blog, my focus is on the emotion of trust. In almost every profession - whether it's law or journalism, finance or medicine or academia or running a small business - people rely on confidential communications to do their jobs. We count on the space of trust that confidentiality provides. When someone breaches that trust, we are all worse off for it. Howard MacMillan once said, “A man who trusts nobody is apt to be the kind of man nobody trusts.” Trust has to be earned and it is built over time. Without trust, people are reluctant to put themselves out there. If they do, they’re vulnerable. Which means they could be dismissed or judged. In the business world trust should be king, up and down the organizational chart trust must be a two-way street. In sales, it is said that the prospect or client must like and trust you if you want to be successful. I suggest that in every relationship that must be paramount. To be successful in sales and as part of the team always tell the truth, admit when you don’t know something, and admit when you are wrong. If you say you’ll do it, do it, if you are meant to do it, do it, and be willing to explain your thought process. If you want people to trust you with their honest insights, it may be time to extend an olive branch. Share with them first. Give trust to get it. You never ever want to break the emotion of trust. This emotion is fragile and can easily be broken by a simple thing as a phone call. Should that client or prospect call you and place on hold where he or she is listening to some electronic music, a series of beeps, a radio station, or worst yet silence can be the catalyst of the loss of trust when a simple cost-efficient and cost-effective custom On-Hold message could keep that trust alive. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, around the nation increase their ROI with custom On-Hold-Messages. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy and helps keep the emotional connection alive. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

2/25/2021 Keeping Clients and Gaining New Ones
Back in time in the 1980s, I thought I was hot stuff; I had a beeper. Remember those? Mine allowed the caller to leave about twenty seconds of a voice message, just enough time to say their name and phone number. That beeper gave me the ability to give my clients great service. Then, sometime during the 1990s, I got my first cell phone, the brick. It was huge and heavy, and it allowed me to give my clients great service for they were always able to reach me for any reason at all. Over the years of selling either a product or a service, I always felt that giving my customers or clients great service was paramount, and it was, and still is. What I also realized was that due to this great customer service I was establishing emotional bonds with those clients and giving them the ability to reach me anytime kept that bond strong. I learned that my competition couldn’t take my customer as long as I kept that emotional bond intact and that prospects were also attracted to my business and me through this emotional connection. In today’s sales world (and we all are selling something, even if it’s selling ourselves), we should never cut that bond. One way many a business cuts that bond is when they receive incoming calls and place that caller On Hold where that caller is greeted with either silence, a radio station, or a string of beeps. For very few dollars any business, home-based or Fortune 500, can have a custom On-Hold message from HoldMasters that keeps that emotional bond intact and based on AT&T research, can increase sales between 21/2% to 5%. Since 1987 HoldMasters, Your On-Hold Message Company has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain both their marketing and branding messages to their clients and prospects while engaging and informing the caller. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

2/24/2021 Attitude Determines Success
While great products can attract business, your attitude determines whether customers buy from you or not. In sales, you must make a commitment to first making sure you and your employees have a positive attitude before you focus on your product or service. Your attitude will determine your altitude. Remember, people buy for emotional reasons, not facts; facts justify the emotion. The ability to be positive at all times is the one thing that will ensure you're a winner in the end. When you are positive, people will find you irresistible. Here are some helpful suggestions that I've used in my life when I wanted to make sure I had a beaming, positive attitude: First, you have to see the customer taking ownership before they do. The sale starts with you, not with them. To do this is to talk in terms of when not if. Second, find out what the buyer has done in the past, this will result in understanding how your prospect makes decisions. Third, think of every customer a million-dollar sale if you treat people like millionaires and they will act like millionaires. Nothing in your life will pay you more rewards than your ability to have and maintain a great attitude. People will remember you not for how much money you made or for your success, but for how you handled life and made others feel. Your attitude and your ability to have a positive influence on the attitudes of others will affect not only your sales but every area of your life: your marriage, kids, health, wealth, and luck. You name it, and a great attitude will affect it. To keep that attitude alive when they call you is to have a custom On-Hold message. Since 1987 HoldMasters has been creating advertising messages for all kinds of businesses all over the country. The power of this message is that it keeps your marketing and branding message alive all the while engaging the caller plus it may up-sell and cross-sell your present clients. Let HoldMasters help you when your business is on the line.

2/23/2021 On Being Successful in Sales
A surprising amount of people reading this blog are not going to be successful in sales, because they’re not willing to work hard enough. They love automation. They love all these tools, and bots, and auto-replies and apps and services and startups and CRM’s that they think are going to solve the problem. The truth is, sales are about people. You have to build relationships first. Think of yourself as the customer and how would you react, in other words, be in the customer’s shoes. No app is going to teach you that. So, how do you do it? I find ‘Networking’ a powerful activity. , Different networking groups attract different members. Regardless of the group, to be successful, be active within the group and make sure you set up one on one meetings with your members and always come with at least one referral for a colleague. Don’t be shy. Ask existing clients for referrals. If you think about it you’ve built a relationship and have given great service shouldn’t that customer be willing to recommend you? Set aside some specific number of hours per week to make cold calls. Most salespeople hate this activity yet it is very important to build your pipeline of prospects. My suggestion is to make it a game to see how you can reach those decision-makers with a cold call. Once you have them, have a great short (30 to 45 second) elevator speech ready to recite. If you are on an appointment get there a few minutes early and call on the business around the area not to make a sale, to find who is the person you need to speak with and make an appointment. Sales is not an easy job, but it is rewarding and fun. One way to make sales easier should a client or prospect call you is to have a custom On-Hold message. Since 1987 HoldMasters has been creating advertising messages for all kinds of businesses all over the country. The power of this message is that it keeps your marketing and branding message alive while engaging the caller plus it may upsell and cross-sell your present clients. Let HoldMasters help you when your business is on the line.

2/23/2021 Do a Dive in Before You Take a Deep Dive In
The most important element in any aspect of life is preparation. Alexander Graham Bell said, “Before anything else, preparation is the key to success,” and that is true in every aspect of your life. In the business world as an entrepreneur, preparation is king. The decisions of what business to go into, who will be the target audience how will that business position itself in the industry and how do you plan to brand, market, and move the product or service to the target audience. Using a sports analogy planning for a contest you must know who is your opponent, what have they done in the past, and, if it's a team, what are the strengths and weaknesses of each of the players. The more you know, the better prepared. We need to remember the Boy Scout Motto, “Be Prepared”. If you are part of a sales team or a one-man show here are some suggestions. One way to boost your sales success: prepare, prepare, prepare. Follow a strict methodology when prepping for every engagement. Have a pre-call plan. Come to every meeting ready to provide new, relevant insight and impact decisions. Pre-call planning can look something like this: • Begin with the end in mind, what is the objective of this meeting; is it to discovery, a referral, or a signed contract? Those are different meetings. • Conduct thorough online research including a review of all meeting participant profiles. This can be done through Google or LinkedIn. Avoid allocating valuable meeting time to obvious insights you should acquire during a basic preparation cycle. • Because you did your research, now build effective, open-ended questions from a position of intelligence. And, if you have something to show always helps but keep it simple. • Be aware of the competitive landscape. If your ideas are good enough, differentiated enough, compelling enough that is where you spend the time. This is where you demonstrate an authentic, differentiated, and compelling position of value. •Your position of value is strengthened when it’s attached to money. Promising accelerated growth? Savings? How much? When? Can you prove your ability to deliver? Add some testimonials. Who else is achieving these results? • Get a commitment. A quality call ends with a shared commitment to advance. What are the next logical steps forward in the decision cycle? This approach can be applied to meetings that aren’t sales-oriented. We waste too much valuable time in bad meetings that don’t make a difference. Every meeting deserves an agenda and outcome objective that should result in positive change and business improvement. Should you receive a call from the client or prospect always have a custom On-Hold message that keeps alive the emotional connection you have established. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, around the nation increase their ROI with custom On-Hold-Messages. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy and helps keep the emotional connection alive. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

2/19/2021 Listen with The Intent to Understand
Stephen R. Covey said, "Most people do not listen with the intent to understand; they listen with the intent to reply." Listening is a skill. It is said that God gave us two ears and one mouth meaning we should listen twice as much as we speak. If you are in sales (and everyone is in sales always needing to sell themselves), listening is the best skill you can develop and the most important. When you are in the speaking mode you are not in learning. When you are in the listening mode with the intent to understand, you are then in learning. If you ask questions you must listen for the answer. In most cases, the person with whom you are conversing will tell what you need to know to answer his or her need. Once you know the need(s) of that person and answer that need, you are not selling you are assisting them in reaching their goals and solving their needs. Once that person calls, you must continue to answer those needs. One-way is when that client or prospect is placed On-Hold (and 70% of all incoming calls are placed On-Hold according to AT&T if you have a HoldMasters custom On-Hold-Message that will not only educates but also inform that caller. By being a great listener, you’ve created an emotional bond with them; don’t break that bond by offering silence, a radio station, music, or a series of beeps when they call you. For very few dollars any business can have a custom On-Hold message from HoldMasters, that keeps that emotional bond intact and based on AT&T research, can increase sales between 21/2% to 5%. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, around the nation increase their ROI with custom On-Hold-Messages. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy and helps keep the emotional connection alive. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

2/18/2021 Keeping In Touch On The Emotional Level
Have you noticed that today’s businesses have lots of electronic gadgets? Computers, smartphones, tablets seem to have taken over every business. Texting has taken over calling; email is now king leaving ‘Snail Mail’ in its dust. Let us stop for a minute and think about what all these electronics do, they help us communicate with each other faster and some might say better. To me, I still like the phone. With the phone, I can hear the voice tone and I can have an instant exchange of Q and A as well as ideas. With a text message, I don’t know the tone of the person texting me. Are they smiling or frowning, important to know as to the tone of my response. Also with the phone, new avenues of ideas can spring up making available new opportunities for additional sales. The same is true when a business gets an incoming call. How is that caller treated? Since AT&T tells us that 70% of all incoming calls are placed On-Hold it becomes very important what that caller hears while On-Hold. If all he or she is offered in silence, a radio station, music, or a series of beeps, chance are, again according to AT&T research, they will abandon the call within thirty to forty-five seconds and a lost opportunity for a new client/customer. One way to avoid this pitfall is to have a HoldMasters On-Hold message customized for your business. For very few dollars any business can have a custom On-Hold message from HoldMasters that keeps that emotional bond intact and based on AT&T research, can increase sales between 21/2% to 5%. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, around the nation increase their ROI with custom On-Hold-Messages. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy and helps keep the emotional connection alive. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

2/17/2021 Keeping Clients and Gaining New Ones
Back in time in the 1980s, I thought I was hot stuff, I had a beeper. Remember those? Mine allowed the caller to leave about twenty seconds of a voice message, just enough time to say their name and phone number. That beeper gave me the ability to give my clients great service. Then, sometime during the 1990s, I got my first cell phone, the brick. It was huge and heavy and it allowed me to give my clients great service for they were always able to reach me for any reason at all. Over the years of selling either a product or a service, I always felt that giving my customers or clients great service was paramount, and it was, and still is. What I also realized was that due to this great customer service I was establishing emotional bonds with those clients/prospects and giving them the ability to reach me anytime kept that bond strong. I learned that my competition couldn’t take my customer as long as I kept that emotional bond intact and that prospects were also attracted to my business and me through this emotional connection. In today’s sales world (and we all are selling something, even if selling ourselves), we should never cut that bond. One way many a business cuts that bond is when they receive incoming calls and place that caller On-Hold where that caller is greeted with either silence, a radio station, music, silence, or a string of beeps. For very few dollars any business, home-based or Fortune 500, can have a custom On-Hold message from HoldMasters that keeps that emotional bond intact and based on AT&T research, can increase sales between 21/2% to 5%. S Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, around the nation increase their ROI with custom On-Hold-Messages. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy and helps keep the emotional connection alive. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

2/16/2021 Things Come To Those That Hustle
Abraham Lincoln once said, “Things may come to those who wait, but only the things left by those who hustle.” The last part of that is a true statement; not too sure of the first part. I do know that those of us that are in business make every effort to increase it on an on-going basis. We are always marketing our products or services and we not only brand our business, but we also brand ourselves as well. We are always working on building trust with those with whom we want to do business, or at least that’s what we should be doing. I would hope that the marketing and branding don’t stop once the phone rings, after all, most of us have worked very hard to get it to ring. Then why would anyone allow that caller to be ignored by placing him or her On-Hold and offer them some local radio station, some type of music, or worse yet, silence? Why not continue the marketing and branding with a custom On-Hold message by HoldMasters, The On Hold Message System? Your business is On-The-Line with every call and statistics from AT&T tell us that 12% of those callers take some action with something they heard while On-Hold. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, around the nation increase their ROI with custom On-Hold-Messages. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy and helps keep the emotional connection alive. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

2/15/2021 All Business Are the Same
Every business basically is the same. It starts with the decision of what business do you want to start and what is your vision and goals for that business. People in the health area, accounting, legal, education, services, or manufacturing are all CEOs of Me, Inc., and they decide on how they will proceed and the order of procession. One of the many decisions is who are their prospects and how are they going to reach them. The decision-maker must also decide on what their brand will stand for, and how they will market themselves. In every business branding and marketing will look different yet are the same. In the professions, it is new clients and patients that avail themselves of this service or buy the service. In manufacturing, retail, or service who are the target customers. In all cases, there is a sale to be made therefore any sort of commerce starts with a sale. Selling is not some fast-talking person pressuring a prospect. Selling is a process that needs to be followed and studied. People like to buy not be sold and the process is so simple, yet many salespeople make it complicated. Every salesperson’s first goal must be to know who their prospects are and how to reach them then, have the prospect like and trust him or her by building affinity, compatibility, and empathy. Assuming you know who, your prospect is and have the honor of speaking to him or her you must ask open-ended questions in order to find out how, and if you can help them. Once you have asked the question it is mandatory that you actively listen to the answer. The analogy that should come to mind that of a doctor asking a myriad number of questions before he makes a diagnosis and prescribes a solution. Once you have and understand the hurt now it’s decision time for you; can you really help? If not, tell them it will be appreciated and remembered. If you can, next find out how much budget are they willing to spend to alleviate this pain and how there are decisions made. Selling should never be a pitch, that’s what baseball players do, sales is a conversation. All of this to earn the prospect's trust and create an emotional connection. Remember, “Facts tell, emotions sell.” It is imperative that you always keep that emotional connection alive. Should that prospect call you and placed On-Hold you can cut that connection by having silence, beeps, music, or a radio, greet them or you can maintain that connection with a cost-effective, cost-efficient, and affordable On-Hold message. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, around the nation increase their ROI with custom On-Hold-Messages. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy and helps keep the emotional connection alive. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

2/12/2021 Winning and Keeping the Client’s Confidence
As salespeople (and everyone is a salesperson), whether selling a product or service, we are always selling ourselves. Winning the client’s confidence and getting the sale is a great feeling. In my opinion, when I know I have done my job is when that client/customer calls either for a re-order or referring me to another potential client. To me, that solidifies the sale of my product or service. As salespeople, we should never ignore the buyer and we should go out of our way to make them feel special because they are. One area that seems trite, and it shouldn’t be, is the telephone. When that buyer calls you, how you treat him or her can be the spark for additional business. If they are placed On-Hold having a message promoting your business helps to maintain that emotional connection you have worked hard to established, all the while, advertising all the products or services you provide. Greeting that buyer with silence or radio breaks the emotional bond you worked so hard to build. Having a message On-Hold continues the branding and marketing that has won for you his or her business. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, around the nation increase their ROI with custom On-Hold-Messages. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy and helps keep the emotional connection alive. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

2/11/2021 Creating Change
If you are looking for a change in direction in your business you must have a vision of what you really want, not what you are going to get. This vision must be compelling. What is it that you really want to create? Is it something that excites you? Hopefully, it is something that pulls you rather than having to be pushed. Push requires will power and will power seldom works. Pull reasons give you the impetus to realize your vision. Whether you're the sales arm of an organization or the CEO, having a vision, and realizing it, is a step to lasting change. Reasons drive you both positive and negative reasons. Think about this, if you don’t do this, this is what it will cost or, if you do it, here is what you’re going to gain. Reasons come first answers come second. For example, having an On-Hold message on your phone system creates a positive response by 1. Keeping the caller emotionally connected, 2. maintaining both your marketing and branding message, 3. giving you the ability to up-sell and cross-sell existing customers of additional products or services that you offer. Having an On-Hold message creates change in how you are viewed by your new callers and older clients. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, around the nation increase their ROI with custom On-Hold-Messages. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy and helps keep the emotional connection alive. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

2/10/2021 Belief Systems
What are your belief systems? When did you get them? How can you change them? Your beliefs drive you, both in your personal and professional life. If you truly believe a black cat is bad luck, chances are you will create that bad luck when a black cat is present. Our subconscious minds run us. It keeps our hearts beating so we don’t have to think about it, and it brings up our beliefs that were established from the day we were born right up to the present minute. If you believe the world is a dark place where people take advantage of you, you will create that environment; if you believe the opposite you will find that as well. Your self-talk is what drives you. If that talk is negative, then that’s the results you’ll find if it’s positive those results will be there as well. We get our belief system from parents, relatives, friends, teachers, religious leaders, and in today’s connected world from the media, as well as the Internet. When you make the choice to investigate some of those beliefs and find them to be questionable, you have the power of choice to change. In my business, On-Hold Messages, many people believe that they don’t put people On-Hold yet AT&T research tells us that 70% of all incoming calls are placed On-Hold and 60% will abandon (hang up) within 30 seconds if there’s silence or some music or radio, and never call back. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, around the nation increase their ROI with custom On-Hold-Messages. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy and helps keep the emotional connection alive. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

2/09/2021 Engaging, Informing, and Connecting
If you watched the Super Bowl Sunday I hope you enjoyed the game. The millions of viewers that watched with you, some for the halftime show, others for the commercials, and still others for the game. If you were to advertise on Super Sunday, you were paying around 7.5 million dollars for a thirty-second spot plus you would have spent a bunch on producing your advertisement. You wanted that ad to do several things; 1) you wanted it to be engaging to the audience; 2) you wanted it to carry your branding and marketing message, and 3) you wanted it to be memorable. That is asking a lot for thirty seconds to accomplish. However, you can get those same results, engaging your audience, carry your marketing and branding message and be memorable with a custom On-Hold message from HoldMasters, the On-Hold Message System. Your Super Bowl ad wouldn’t be thirty seconds of silence nor would you not mention your company’s name or follow it with a series of irritating beeps. It would be emotionally moving to get the viewer to respond because they like and trust you. With the knowledge that 70% of all incoming calls (AT&T Statistic) placed On-Hold, just like the Super Bowl grabbing a captive audience, the On-Hold function of your phone makes that caller captive as well. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, around the nation increase their ROI with custom On-Hold-Messages. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy and helps keep the emotional connection alive. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

2/08/2021 Marketing, Branding, and Advertising
If you think about it, we are all in business for ourselves even if we work for others, regardless of your age and what you do, you are the CEO of, ME INC. This means that the activities you do are your responsibilities. If you think of yourself as a business, you need to market and brand yourself. By marketing I mean who are you trying to reach, your target market. As children, we are selling ourselves to parents, friends, or teachers and the same principles follow us into the business world, knowing who your target is, and how to reach them. Marketing is more than going to a network meeting or joining the country club, although they are part of the process. If you are marketing yourself or your business you must know your target market and, the tactics to reach that target. Tactics differ from who your audience is, and the methods to use. Next, you have to brand yourself. That starts with telling the world who you are, and what do you stand for. This starts with a mission and vision statement and living up to it. If you want to acquire the trust of people never over-promise and under-deliver, and in the business world, this branding activity helps develop you as a trusted advisor especially if you are in sales, the healing arts, accounting, or law. At this point, advertising may come into play. Advertising works once you have established your brand and tell the world what you have to offer. When you advertise remember to advertise where your target market lives whether online, television, radio, or print. Unless you are part of your demographic target choose the one that has the best chance of reaching the most people and I strongly suggest you get professional help. FYI, there is one medium that does all three, marketing, branding, and advertising that is, cost-effective, cost-efficient, and affordable it’s called On-Hold messages that play when someone has called your place of business and is placed On-Hold. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, around the nation increase their ROI with custom On-Hold-Messages. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy and helps keep the emotional connection alive. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

2/05/2021 Keeping Your Emotional Connection Thriving
Those of us that sell products or services create a bond with our customers, patients, or client. We build trust bonds and, in many cases, become trusted advisors to that client or customer. That buyer and you, the salesperson, should have created an emotional connection. The way you build that trust is by listening and offering your product and service that helps that client build value in his or her business. Your goal should be to act as if their business were yours, thinking about their success, not your commission. As long as you keep that emotional connection alive, that buyer will stay with you even if your cost might be a little higher than your competition. You never want to lose that emotional connection, however, when that client calls you and is placed On-Hold, that emotional connection may be lost if he or she is placed On-Hold and is greeted with silence, music beeps, or a radio. For very few dollars you can create an On-Hold message that helps keep that connection flourishing and knowing that 12% of the people who are placed On-Hold take action with something they heard (AT&T statistic). Since 1987 HoldMasters, the On-Hold Message Company has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain both their marketing and branding messages to their clients and prospects. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

2/04/2021 The Success Procession
The procession of success is created via a series of little things. Those little things start with your daily rituals, what you habitually do on a daily basis. The success I’m referring to is anything from your physical success, health success, and personal relationship success to your business success. If you think about it, every area of success revolves around rituals. If you are not in peak condition in any area of your life look to your rituals. If you’re not getting what you want, change them. Obviously, if you’re not in peak physical condition look at your exercise regimen. If your health isn’t at its’ pinnacle, look at your diet, your personal relationships with friends and family check your communication skills and for business success, it’s entwined with your basic rituals as well. What new ritual could you institute that will move you forward to all of your goals and dreams? In business, I know some business owners are frustrated because although they are marketing and prospecting they are still not getting results. Some others are confused because although they have a great marketing plan, still don’t think their customers and clients understand all that they do. Still, others feel that there’s got to be a way to generate prospects without working so hard. If any of that sounds like you, I help companies generate more top-line income without selling anything to anybody. It’s done with On-Hold Advertising, using your HOLD BUTTON to generate income. Since 1987 HoldMasters, the On-Hold Message Company has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain both their marketing and branding messages to their clients and prospects. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

2/03/2021 Prospecting With E-Mail
If you are in sales and find prospecting to be the most difficult part of your job, you are not alone. Over 40% of salespeople say this is the most taxing part of the sales process. 36% of those in sales say closing is the next most difficult with and qualifying at 22%. To be successful in sales, prospecting is a must and you must practice it every day. If you use email to prospect know this, only 24% of emails are open and the average person deletes 48% of the emails they receive each day. An interesting piece of information is that most prospects read their emails between 5 and 6 am so get them out early. What helps to get them open is the subject line. Effective words like “Demo, Opportunity, Apply,” can get those prospects to open your email. BTW, an all caps subject line hurts responses by about 30% and messages are written at a third-grade reading level are 36% more likely to get a reply than those written at a college-level reading. Keep your message brief, between 50 to 125 words. Statistics show that the more you write, the less likely you’ll get a response. Always ask one to three questions because you are 50% more liable to get a response than if you just shared information. If you get that prospect to call you it is important for that phone call to be handled in a winning way from the person who answers the phone to the On-Hold feature. Every step of the way must engage the caller and continue both your marketing and branding message. That is where a custom message On-Hold comes in. Since 1987 HoldMasters, the On-Hold Message Company has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain both their marketing and branding messages to their clients and prospects. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

2/02/2021 Questions Beget Decisions
President Teddy Roosevelt once said, “In any moment of decision, the best thing you can do is the right thing, the next best thing is the wrong thing, and the worst thing you can do is nothing.” What is decision making? In its simplest sense, decision-making is the act of choosing between two or more courses of action. In the wider process of problem-solving, decision-making involves choosing between possible solutions to a problem. Decisions can be made through either an intuitive or reasoned process, or a combination of the two. People often say that they find it hard to make decisions. Unfortunately, we all have to make decisions all the time, ranging from trivial issues like what to have for lunch, right up to life-changing decisions like where and what to study, and who to marry. All these decisions stem from asking ourselves questions. Some people put off making decisions by endlessly searching for more information or getting other people to offer their recommendations. Others resort to decision-making by taking a vote, sticking a pin in a list, or tossing a coin. For the sake of this blog, we are looking at business decisions. It is thought that there are four decision-making styles include Analytical, Directive, Conceptual, and Behavioral, and there are 5 steps in a consumer decision-making process a need or a want is recognized, then we search. Next, there is a comparison of product or service selection, and we finally evaluate the decision. Most decision making starts with a question. You can think of decision-making styles as something similar to personality types. If you understand DISC or Myers Briggs, then you will understand this as well. However, remember, this is not a personality test. It is the goal of every marketer to get inside the head of the consumer or the CEO to get inside the heads of the rank and file of the organization. You want to figure out how people make their decisions and how you can get them to make a decision to buy into your idea or purchase your product or service. There are 5 steps in a consumer decision-making process a need or a want is recognized, search process, comparison, product or service selection, and finally the evaluation of the decision. First, you recognize the problem or challenge. This is done by asking questions. In the business world, the buyer develops a need or a want that they want to be satisfied and something is missing and needs to address it to get back to feeling normal. The second is the search process. Nobody is an expert on everything so, we research for products or services that can satisfy our needs or wants. The third is the evaluation process, will this alleviate the pain, or are there some alternatives. Four and five are linked together they are the final buying decision and the post-purchase evaluation. All of the information gathered during the conversation comes from asking questions and actively listening to the answers. One of the best decisions for a business is great customer service and that starts with the receptionist and how she answers the phone right up the ladder to the CEO. Did you know that according to AT&T 70% of all incoming calls are placed On-Hold? While someone is waiting On-Hold you are communicating your company’s philosophy, giving you a chance to introduce all of the products and services you offer, and, according to AT&T 12% of the people waiting On-Hold will take action on what they heard. Since 1987 HoldMasters, the On-Hold Message Company has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain both their marketing and branding messages to their clients and prospects. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

2/01/2021 Rejection Begone
Rejection hurts. There’s really no way around it. Remember, it happens to everyone, and fear of rejection is very common. Rejection is just a normal part of life " something everyone will face at some point Most people want to belong and connect with others, especially people they care about. Feeling rejected by those people and believing you aren’t wanted " whether it’s for a job, dating, or friendship " isn’t a pleasant experience. The pain can cut pretty deep. In fact, rejection appears to activate the same regions in the brain that physical pain does. It’s easy to understand then why many people dread and even fear rejection. If you’ve experienced it once, or a few times, you probably remember how much it hurt and worry about it happening again. But fearing rejection can hold you back from taking risks and reaching big goals. Fortunately, it’s absolutely possible to work through this mind-set with a bit of work. Here are some tips to get you started. No one can tell you how you’re feeling, except for you. Before you can begin addressing your feelings around rejection, it’s important to validate them. Telling yourself that you don’t care about getting hurt when you really do deny you the opportunity to confront and manage this fear productively. Just like a failure, rejection is another opportunity to learn. The greatest successes will be the first to tell you that they would not be the people they are today without having to face rejection head-on and deciding whether to throw in the towel or what different path they need to try. Reframing your fear as a chance for growth can make it easier to try for what you want and lessen the pain if you fail. Rejection is often simply a case of needs not matching up. Building up self-confidence and self-worth can help you remember that you’re entirely worthy of anything you desire. Always keep things in perspective and stop worrying about the future, it’s not here yet. What really scares you about being rejected? Face your fear whether it’s romantic, social, or professional. I know that sounds simpler than it might be, but every rejection, every failure, and every let down is a chance to improve, regroup, and try again for opportunities that are even better fitting for you than the one that did not work out in the first place. Stop all that negative self-talk, this just reinforces your belief that the rejection was your fault when it may have had nothing to do with you at all. Positive thinking doesn’t always make situations turn out the way you wanted, but it can help improve your perspective. Always encourage yourself it will help you achieve your goals. Remember to use your support network. People who care about you can reinforce your knowledge, and show you that in fact, you are both worthy and wanted. Don’t doubt yourself because fearing may limit you, preventing you from experiencing much of what life has to offer. By moving through your fear, you build trust. It also shows your integrity and that generally moves you forward toward your dreams and goals. Trust and integrity are paramount in the business world along with an ongoing emotional connection. It is critical to keep that trust bond, personal integrity, and the emotional connection alive with every encounter. One way, should someone call your business, is with a custom On-Hold message. You will find they are both cost-effective and efficient and will keep your message alive. Since 1987 HoldMasters, the On-Hold Message Company has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain both their marketing and branding messages to their clients and prospects. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

1/01/1970 What’s In It For Me
“What’s in it for me” is the thought most prospects have when greeted by someone in sales, and everyone is selling something. “What will your product and/or service do for me” is the question that most prospects and/or clients have on their minds before they buy. The job of the seller is to show a benefit. Show that prospect and/or client how the product/service will benefit them. The doctor shows how their service will improve health; the lawyer shares how he or she will protect your rights; the CPA keeps you knowledgeable on how your business is doing and your tax liability. Those of us non-professional salespeople show the prospect and/or client how our product or service will help them make or save money. For example, in my business, On-Hold-Messages, we make you money by preventing call abandonment (those people that hang up on you once placed On-Hold due to the fact that there is either silence or a radio playing). These are potential customers who in many cases move on to a competitor because they feel ignored. We also make you money with the message because we maintain your marketing and branding image while that person is Holding-On, informing as well as entertaining them. AT&T’s research supports this by telling us there is a 21/2% to 5% increase in sales with a Message-On-Hold. Since 1987 HoldMasters, the On-Hold Message Company has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain both their marketing and branding messages to their clients and prospects. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

1/29/2021 Sales Tools
Sales tools are very important if you want to make sales. Follow up to the sales process is just as important. One of the most important tools is “Patience,” you let customers decide at their own speed. Realize that nobody ever got a plant to grow faster by pulling at the leaves of a seedling. Remember, if you get frustrated because it’s taking too long, the prospect will or may sense your frustration and hesitate to buy. A second tool in your tool-kit needs to be “Commitment” to both your success as well as your prospects. If you give up you might have quit just when the prospect was ready. A third tool is “Learning”. On a daily basis make sure you learn something new about your product or service and the industry you serve. Fourth tool is “Enthusiasm” for it’s contagious. If you are enthusiastic about your product or service your prospect will pick up on it. Five; operate out of “Integrity”. Customers and clients sense honesty. Since the world is always in a constant state of change you must be “Malleable”. You can observe what's working and what's not, and change your approach to match changing circumstances. If you lack flexibility, you'll pursue brittle strategies and tactics long after they've ceased to work. Six, under promise and over deliver. And. as I mentioned, follow-up, when someone calls your business an On-Hold message from HoldMasters keeps the marketing and branding message current. Whether you are a home based business or a Fortune 500 company your On-Hold function can be one of the most powerful tools in your marketing, branding and sales tool kit. Since 1987 HoldMasters, Your On-Hold Message Company, has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain both their marketing and branding messages to their clients and prospects while engaging and informing the caller. It can up-sell and cross sell present clients and inform prospects of your business and philosophy. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

1/28/2021 Building Your Pipeline
Building a pipeline of prospects should be the goal of every business, especially the sales force. How you do it can take many forms. For most businesses, the best lead generation strategy is to focus on getting repeat business and referrals from the customers you've already won. Besides, offering great service, provide loyal clients an added incentive to come back, such as 10 or 20 percent off their next purchase. Similarly, get them to refer their friends, family and colleagues by including a friends and family coupon with their order. And don’t hesitate to ask clients to refer you to their friends, family and colleagues. If you don’t ask, you don’t get. Getting these warm referrals opens many new doors plus, those referrals may also give you a referral. This is a great way to build that pipe line of prospects. Creating useful information through e books or blogs makes potential clients trust your brand. The use of a webinar or live chat also builds audience for your product or service. Here you might target similar businesses that may be facing similar challenges. Another way to attract potential customers or clients is to conduct a Twitter Chat or create a Google Hangout on a topic that connects with the needs of your target audience. Show that audience you understand their needs, and how you approach a solution and the benefits of that solution. Remember when conducting a live Twitter Chat or Google Hangout, it’s also important to respond to questions promptly and provide participants with contact information, where they can get in touch with you or learn more after the Chat or Hangout is over. LinkedIn can be a great way to find potential customers, if you know what, as well as who, to look for. LinkedIn groups are another source of leads. Join groups most relevant to your business, or where you are most likely to find people interested in your product, service or expertise. Then participate in group discussions by being a resource, sharing best practices and knowledge gained from experience. Always follow up with people who’ve made interesting comments on your posts or related posts with personalized emails and schedule a call or coffee to connect and build the relationship. Rather than throwing money at advertising, SEO and other services, invest in valuable, engaging content and distribute it via social media sites, such as Facebook. Having a company Facebook page and providing fun, helpful or informative content of interest to potential and existing customers is a great way for business owners to build credibility, nurture customer relationships and increase marketing ROI.” Video content can be a shot in the arm for email and demand generation strategies, and some studies have shown that simply including the word ‘video’ in an email subject line can increase click-through rates by more than 7 percent. If you are a new business looking for certain types of customers or an existing business launching a new product or service and looking to find potential buyers, buying third-party validated data, also known as lists, can be a good option. Once they call you, how that call is handled can be the measure of success. Does the person answering the phone have knowledge of your product or service? Do they know where to direct the call? Should that caller be placed On-Hold, do you have a custom message that not only engages the caller but continues both your marketing and branding plan. Since 1987 HoldMasters, Your On-Hold Message Company, has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain both their marketing and branding messages to their clients and prospects while engaging and informing the caller. It can up-sell and cross sell present clients and inform prospects of your business and philosophy. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

1/28/2021 Building Your Pipeline
Building a pipeline of prospects should be the goal of every business, especially the sales force. How you do it can take many forms. For most businesses, the best lead generation strategy is to focus on getting repeat business and referrals from the customers you've already won. Besides, offering great service, provide loyal clients an added incentive to come back, such as 10 or 20 percent off their next purchase. Similarly, get them to refer their friends, family and colleagues by including a friends and family coupon with their order. And don’t hesitate to ask clients to refer you to their friends, family and colleagues. If you don’t ask, you don’t get. Getting these warm referrals opens many new doors plus, those referrals may also give you a referral. This is a great way to build that pipe line of prospects. Creating useful information through e books or blogs makes potential clients trust your brand. The use of a webinar or live chat also builds audience for your product or service. Here you might target similar businesses that may be facing similar challenges. Another way to attract potential customers or clients is to conduct a Twitter Chat or create a Google Hangout on a topic that connects with the needs of your target audience. Show that audience you understand their needs, and how you approach a solution and the benefits of that solution. Remember when conducting a live Twitter Chat or Google Hangout, it’s also important to respond to questions promptly and provide participants with contact information, where they can get in touch with you or learn more after the Chat or Hangout is over. LinkedIn can be a great way to find potential customers, if you know what, as well as who, to look for. LinkedIn groups are another source of leads. Join groups most relevant to your business, or where you are most likely to find people interested in your product, service or expertise. Then participate in group discussions by being a resource, sharing best practices and knowledge gained from experience. Always follow up with people who’ve made interesting comments on your posts or related posts with personalized emails and schedule a call or coffee to connect and build the relationship. Rather than throwing money at advertising, SEO and other services, invest in valuable, engaging content and distribute it via social media sites, such as Facebook. Having a company Facebook page and providing fun, helpful or informative content of interest to potential and existing customers is a great way for business owners to build credibility, nurture customer relationships and increase marketing ROI.” Video content can be a shot in the arm for email and demand generation strategies, and some studies have shown that simply including the word ‘video’ in an email subject line can increase click-through rates by more than 7 percent. If you are a new business looking for certain types of customers or an existing business launching a new product or service and looking to find potential buyers, buying third-party validated data, also known as lists, can be a good option. Once they call you, how that call is handled can be the measure of success. Does the person answering the phone have knowledge of your product or service? Do they know where to direct the call? Should that caller be placed On-Hold, do you have a custom message that not only engages the caller but continues both your marketing and branding plan. Since 1987 HoldMasters, Your On-Hold Message Company, has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain both their marketing and branding messages to their clients and prospects while engaging and informing the caller. It can up-sell and cross sell present clients and inform prospects of your business and philosophy. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

1/27/2021 The Silent Language
It’s been called the invisible or silent language because it operates mostly outside the focus of our conscious mind, it’s called “Body Language”. According to research, we establish, develop and maintain relationships through this silent language. Body language is vital to crystal clear communication; the way we deliver a message accounts for 93% of its meaning. In the ladder of meaning, body language is the top rung, hence, a reason to master this skill. It’s been said that “The eyes are more exact witnesses than the ears.” Research has found that 65 to 90 percent of a conversation is interpreted through body language. Since people react more to what they think we meant rather than to our exact words, it only makes sense to that we augment our communication with others by becoming conscious of our body language and the way we say things. We must make sure that the silent signals we are transmitting are communicating the message we want. Since in communication words are only 7 percent and body language is 55 percent the other 38 percent is your voice. How you use your voice in person or on the phone is a key factor to the success of any interaction. Some voices sing, glow and dance while other maybe rich and resonant and still others are vigorous, vibrant, animated and dynamic how you say the words often matter more than the words themselves. Your tonality is more important than the words themselves. Communication when you are not there in person relies on your voice as well as the message. Keeping callers engaged is key to successful phone sales and, should you place that caller On-Hold, a custom On-Hold message will engross that caller as well as keeping both your marketing and branding message alive. Since 1987 HoldMasters, Your On-Hold Message Company, has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain both their marketing and branding messages to their clients and prospects while engaging and informing the caller. It can up-sell and cross sell present clients and inform prospects of your business and philosophy. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

1/26/2021 How You Think Determines Your Outcomes
Getting into shape to be your best is the mantra of athletes that are contestants in sporting events. Shouldn’t that be the same mindset in business as well? Whether you are a manufacture of products, writing new code for the digital world, advocates and advisors for health or law, or the sales professional bringing goods and services to the marketplace, you must be at peak performance status. In order to do that one must be not only physically fit but mentally, emotionally and spiritually fit as well. In order to accomplish this, one must create the self-talk that brings you to this peak state. Remember the old saying, “If you think you can or think you can’t, you’re right” plays into your mind-set. How you think determines your outcomes. Several things a person can do are exercise the body daily by taking at least a walk for twenty to thirty minutes. Exercise the mind by reading a book, watch a video or go to a seminar. Professionals in all fields all take continuing education courses; why don’t salespeople? There is so much more to selling then product knowledge and a song and dance around it. Getting into rapport is more than finding areas of commonality. Salespeople, in order to be successful, must understand the psychology of selling in order to get the outcomes they want. One time tested way to keep the rapport going and deal with the psychology of the client is with On-Hold Advertising. Since 1987 HoldMasters, Your On-Hold Message Company, has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain both their marketing and branding messages to their clients and prospects while engaging and informing the caller. It can up-sell and cross sell present clients and inform prospects of your business and philosophy. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

1/26/2021 How You Think Determines Your Outcomes
Getting into shape to be your best is the mantra of athletes that are contestants in sporting events. Shouldn’t that be the same mindset in business as well? Whether you are a manufacture of products, writing new code for the digital world, advocates and advisors for health or law, or the sales professional bringing goods and services to the marketplace, you must be at peak performance status. In order to do that one must be not only physically fit but mentally, emotionally and spiritually fit as well. In order to accomplish this, one must create the self-talk that brings you to this peak state. Remember the old saying, “If you think you can or think you can’t, you’re right” plays into your mind-set. How you think determines your outcomes. Several things a person can do are exercise the body daily by taking at least a walk for twenty to thirty minutes. Exercise the mind by reading a book, watch a video or go to a seminar. Professionals in all fields all take continuing education courses; why don’t salespeople? There is so much more to selling then product knowledge and a song and dance around it. Getting into rapport is more than finding areas of commonality. Salespeople, in order to be successful, must understand the psychology of selling in order to get the outcomes they want. One time tested way to keep the rapport going and deal with the psychology of the client is with On-Hold Advertising. Since 1987 HoldMasters, Your On-Hold Message Company, has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain both their marketing and branding messages to their clients and prospects while engaging and informing the caller. It can up-sell and cross sell present clients and inform prospects of your business and philosophy. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

1/25/2021 What Is Your USP?
What is a unique selling proposition (USP) and why it’s so valuable, and do you have one? A USP is a summary of what makes your business unique and valuable to your target market. The question it answers is how your business services benefit your clients better than anyone else is able to do. A USP can give a great deal of clarity to your business model, what your company does and why you do it. It can define your business and most important business goals in just a sentence. USPs can be used as a company slogan and should be incorporated into all of your marketing activities. USPs can be used as a company slogan and should be incorporated into all of your marketing activities. To create a USP you need to know who you are targeting, and you want to be as specific as possible. Then, what is the individual need or challenge they face that your business can solve for them? After this, list several of the biggest benefits a client gets from choosing to work with you that they could not get from someone else (i.e., what sets you apart from your competition). Remember to always define your promise or pledge to your clients. While this can be implied instead of spelled out in your USP, write down this promise you make to your clients in this step. Finally, take all of the information you listed and combine it into one paragraph. There should be some recurring ideas and thoughts, so you’ll want to start merging statements and rewriting in a way that flows and makes sense and condense it even more into just a sentence. You want your final USP to be as specific and simple as possible. A strong USP provides a solid foundation for differentiating your product and giving you a leg up on the competition. The following are some famous USPs have worked well to promote products and services successfully. "It's the real thing", "Coca-Cola... real", "America's real choice", "Make it real". By using the word real as its USP Coca-Cola is communicating it was the first, the original cola-drink and all others are copies and therefore not as good. The USP of Starbucks is a relatively simple one: “premium coffee” never saying it’s the cheapest coffee in town, but by offering their own style of an enriched upscale coffee experience. Avis said, “We're number two. We try harder”. M&M’s said, “The milk chocolate melts in your mouth, not in your hand.” And who says, “15 minutes could save you 15% on car insurance?” Creating a USP can be achieved by asking two important questions: What do your customers want? What does your company do that no other companies appear to do? You can continue your USP even when your company puts a caller On-Hold with a custom On-Hold message by HoldMasters. Since 1987 HoldMasters, the On-Hold Message Company has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain both their marketing and branding messages to their clients and prospects. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

1/22/2021 How You Think Determines Your Outcomes
Getting into shape to be your best is the mantra of athletes that are contestants in sporting events. Shouldn’t that be the same mindset in business as well? Whether you are a manufacture of products, writing new code for the digital world, advocates and advisors for health or law, or the sales professional bringing goods and services to the marketplace, you must be at peak performance status. In order to do that, one must be not only physically fit but mentally, emotionally, and spiritually fit as well. In order to accomplish this, one must create the self-talk that brings you to this peak state. Remember the old saying, “If you think you can or think you can’t, you’re right” plays into your mind-set. How you think determines your outcomes. Several things a person can do are exercise the body daily by taking at least a walk for twenty to thirty minutes. Exercise the mind by reading a book, watch a video, or go to a seminar. Professionals in all fields all take continuing education courses; why don’t salespeople? There is so much more to selling than product knowledge and a song and dance around it. Getting into rapport is more than finding areas of commonality. Salespeople, in order to be successful, must understand the psychology of selling in order to get the outcomes they want. One time-tested way to keep the rapport going and deal with the psychology of the client is with On-Hold Advertising. Since 1987 HoldMasters, Your On-Hold Message Company has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain both their marketing and branding messages to their clients and prospects while engaging and informing the caller. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

1/22/2021 How You Think Determines Your Outcomes
Getting into shape to be your best is the mantra of athletes that are contestants in sporting events. Shouldn’t that be the same mindset in business as well? Whether you are a manufacture of products, writing new code for the digital world, advocates and advisors for health or law, or the sales professional bringing goods and services to the marketplace, you must be at peak performance status. In order to do that, one must be not only physically fit but mentally, emotionally, and spiritually fit as well. In order to accomplish this, one must create the self-talk that brings you to this peak state. Remember the old saying, “If you think you can or think you can’t, you’re right” plays into your mind-set. How you think determines your outcomes. Several things a person can do are exercise the body daily by taking at least a walk for twenty to thirty minutes. Exercise the mind by reading a book, watch a video, or go to a seminar. Professionals in all fields all take continuing education courses; why don’t salespeople? There is so much more to selling than product knowledge and a song and dance around it. Getting into rapport is more than finding areas of commonality. Salespeople, in order to be successful, must understand the psychology of selling in order to get the outcomes they want. One time-tested way to keep the rapport going and deal with the psychology of the client is with On-Hold Advertising. Since 1987 HoldMasters, Your On-Hold Message Company has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain both their marketing and branding messages to their clients and prospects while engaging and informing the caller. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

1/21/2021 Little Things Mean A Lot
If you are old enough to remember a vocalist named Kitty Kallan, who had a big pop hit on the radio back in 1953 with the song, “Little Things Mean A Lot”, how wise were those lyrics and how they mesh with doing business today. If you are in business today, in many cases, buyers know more, or at least as much, about your products and services as your representatives. Therefore, it is incumbent upon you to do the “Little Things” that make that buyer want to work with you. One of those little things is to understand that person’s business. Know what challenges the industry in general faces and with the help of the Internet, that specific company as well. If possible, research the person with whom you are meeting; the more you know, the easier and better the rapport. A little thing like a handwritten note, not email or text, thanking the buyer for his or her time, his or her trust, or his or her business goes a long way toward building relationships and sales of any consequence, are built on relationships. Another “Little Thing” is being on time. Never be late. As the great football coach Vince Lombardy use to stress when you’re fifteen minutes early you are right on time. Another “Little Thing” is the ‘Hold’ button on your phone. When people call you and are placed On-Hold, treat them with respect, courtesy, and information, not silence or a radio station playing the latest pop tune. A CNN survey's findings show that 70 percent of callers who are on hold in silence hang up within 30 seconds; of them, 35 percent won't call back. Some callers hearing nothing think they were hung up on, while others become more frustrated by the wait. A North American Telecommunications Association study found that callers who had information to listen to remain on hold for up to four minutes or longer. On-Hold messages allow a company to market to the caller while keeping him or her on the line. Since 1987 HoldMasters, Your On-Hold Message Company has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain both their marketing and branding messages to their clients and prospects while engaging and informing the caller. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

1/20/2021 Make Others Feel Good
Did you know that when you focus on others rather than on yourself, you make a positive difference in two lives"yours and the person with whom you interact? Everyone seems to have habits that bug others (yours and mine) and they can have a damaging effect on our reputations. When you do things that make others feel good the results are quite the opposite. In the home, it will bind your family members closer together, turning your house into a happy home. In the workplace, making your co-workers feel goodwill enhances the work environment, making it more enjoyable; it will also increase your influence with them. In your business, making your clients and customers feel good will draw them closer to you; it will also increase your sales and usually creates long term relationships. When you make others feel good you improve their self-image giving them optimism, drive, and belief. In business and in sales you must listen thoughtfully. Focus on listening, not just hearing. When you are a focused listener, people recognize your care and concern and are reassured that their feelings and experiences are confirmed. Always show genuine interest. Ask about something important to them and concentrate on what they have to say. Remembering and commenting on their hobbies, sports, vacations, family, or business opportunities at a later date will prove that you have a sincere interest in their lives. A simple smile never goes out of style, so, smile often. Smiles mean different things to different people; for some, it can brighten their day and they will welcome the fact that you made the effort to recognize them. The above involves when you see others in person.; what about when they call you? According to statistics from AT&T, there is a 70 percent chance the caller will be placed on hold; what can you do to make that caller feel good? You can have a cost-effective and efficient custom message on hold that not only engages the caller, it also carries both your marketing and branding message forward. It both entertains and informs as it reassures the caller that they have made the right choice to do business with you. Since 1987 HoldMasters, Your On-Hold Message Company has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain both their marketing and branding messages to their clients and prospects while engaging and informing the caller. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

1/19/2021 Let’s Get Emotional
All human beings are connected by emotions. Emotions drive us. No matter what background, creed, or race we are from, the emotional response under certain situations from a human being will be the same. This lays the underpinning of something very important for a business that markets its product or service. If you, as the marketer, are able to choreograph your efforts in a way to yield an emotional response from the user, you can easily influence their buying behavior. There are four basic types of emotions to explore. Here is how can they impact the user’s behavior. The first emotion is HAPPINESS and proves to be the biggest driver of likes, shares, and revenues in business. If we look at the YouTube data from Google, we get to know that for every ‘dislike’, you get 10 ‘likes’ on YouTube. This clearly indicates that if something makes people happy, they tend to share the source of happiness with others. Businesses that have used it get positive results and more sales. The second emotion is SADNESS and is the strongest of all human emotions. Science says that the feeling of sadness stimulates the brain to produce oxytocin, which is also called the stress hormone. Now the good thing about the release of oxytocin is that it induces feelings of responsiveness and connectivity. Therefore, if your marketing campaign is targeted towards stimulating the feeling of sadness, then it can easily work as the first step to get people to connect with your brands. The third emotion is ANGER/INSULT. How can a feeling of anger be used to market your brand? It is not the feeling of anger that makes a campaign successful. It is the response to the feeling of anger that does the job. Most normal people who feel anxious about social biases easily relate themselves to brands that feature those issues in their marketing campaigns. This burst of anger can work positively towards the success of not just your marketing campaign, but for your business provided you can justify how your brand supports the case beyond just an advertisement. FEAR is the fourth of the basic emotions that not only affects all human beings but all living beings. Bring about the feeling of fear in the consumers first, and then letting them know how your product or service can prevent those serious things from happening to them is a tried and tested emotional marketing attention grabber that has worked for many small as well as large brands. Encouraging the feeling of ‘freedom from fear’ can motivate the client or prospect to not just identify your brand and connect with it, but to take action and become a consistent consumer of your brand as well. You can keep this emotional connection alive should your customer call you with the use of On-Hold advertising. A cost-efficient and effective On-Hold message keep both your branding and marketing message alive all the while engaging the caller while preventing call abandonment. Since 1987 HoldMasters, the On-Hold Message Company has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain both their marketing and branding messages to their clients and prospects. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

1/18/2021 Building Trust at Work
Trust is essential to be successful in all relationships. When someone trusts you, they believe your promises, they give you access to power, they take your advice, and, if you are in sales, they can offer referrals to you. People won’t buy from you unless he or she trusts you. Remember a time when you were introduced to someone, and you thought that they were not trustworthy. Why did you think that? Perhaps that individual made a promise and then didn’t follow through, or maybe that person offered you advice before getting to know you. Whatever the reason, for most of us, building trust takes time, but can be broken in an instant. I would like to suggest that there are four basic pillars that are key to building trust in any relationship, and since the blog is focused on business, I will focus on business and sales. Reliability is one key. We all have experienced reliable and unreliable people. Most of the time we value reliability and avoid unreliability. To be reliable, keep your promises, they don’t overpromise and underdeliver, and always try to avoid surprises by managing hopes. In sales, as soon as you know something about the order, keep that client in the loop. If you are having trouble meeting the deadline share that with him or her. Being honest is the second pillar and is essential to successful all relationships. Don’t fall into the trap of fudging, omitting, or misrepresent pertinent information. No one likes to look bad in front of a customer like making up an answer or not pointing out a mistake you might have made that is to the detriment of the client. It is morally wrong, plus, any advantage the salesperson might gain at the moment is short-lived. Never makeup answers to questions admit you don’t know and promise you’ll find out then follow through. If you know your product or service is not the right fit, tell them. They will remember your honesty and call you when they feel the need for your product or service and will refer you to others. Therefore, honesty is the second pillar of building trust. Being responsive is a must and the third pillar. Between email, zoom, text, and phones there is no excuse not to be on top of any situation with a client. By being responsive shows your customers that you value their concerns through your responsiveness. I believe the hardest trust-building behaviors for salespeople is the fourth pillar, being objective. Being a representative of your company is to be partial in favor of your solution. That’s what makes being objective such a powerful trust builder: the customer notices when you consider the other side of an issue. Being objective doesn’t mean you have to become a salesperson for another company however you can point out the distinctions of that of your company’s strengths and the differences. A very simple cost-efficient and effective way to build trust are with a simple On-Hold message from HoldMasters. Since 1987 HoldMasters, the On-Hold Message Company has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain both their marketing and branding messages to their clients and prospects. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

1/14/2021 How Is Your Aim
Most people don’t fail because they aimed too high and missed, it’s because they aimed too low and hit; some people didn’t aim at all. So, the question is what are you aiming at? I have found that if you do what is easy, your life will be hard conversely if you do what is hard your life will be easy. People who don’t do what is necessarily needed to stop complaining. Don’t complain about your body if you never exercise or your stomach when you eat everything in sight. Don’t complain about your business when you don’t do what successful people do. Like baking a cake if you follow a proven recipe you will get the same results that a master baker gets. It is said that success leave clues so become a detective and follow those clues. I have found that successful people have very positive self-talk. Self-talk is a driving force and if your self"talk is negative, your results usually are negative, and the opposite is true, positive thoughts yield positive results. If you are in sales, there are certain things that are ‘MUSTS’ to be successful. These MUSTS also work in every business situation. You MUST have a goal and a plan to reach that goal. You MUST follow through on your promises. You MUST build relationships with your clients. You MUST under-promise and over-deliver. If you are in sales, I think a MUST is to make one more call each day. Every business MUST always market and brand themselves at every opportunity. One way this can happen with an On-Hold message for your phone system People placed On-Hold are captive to what is played into the phone. Since 1987 HoldMasters, the On-Hold Message Company has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain both their marketing and branding messages to their clients and prospects. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

1/11/2021 The ABC’s of Selling.
When selling ideas, products or services know it’s as easy as A.B.C. Years ago A.BC. meant, ‘always be closing’, today it means ‘always be curious’. The same principles apply in every aspect of the operation of your internal business as in your external sales process. Selling an internal idea, as in outside sales, you first have to get in rapport with the person or group you are speaking with. On an internal level, the boss or manager needs to become a leader, not a boss barking orders; the same for external sales the salesperson needs to lead and not sell. Remember, on an internal basis, many of the people you are sharing your idea with just might have a better idea so, to be curious, you might mention the challenge facing the company and ask if the rank and file have any better ideas. When selling a product or service by asking questions you are able to determine whether you have the solution to the challenges faced by your prospect. By asking questions shows the people you are speaking with that you have a grasp on the challenges, and you are seeking additional information. Being curious is a powerful tool to grow a business both on an internal and external level. Curiosity creates trust and you can keep that trust with a simple On-Hold message. Remember, AT&T says that 12% of the people that are holding will take action on what they heard and, according to AT&T a business will see a 2 1/2% to 5% increase in sales. Since 1987 HoldMasters, the On-Hold Message Company has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain both their marketing and branding messages to their clients and prospects. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

1/08/2021 What Gives You Meaning
What gives you meaning is up to you. Nothing in life has any meaning except the meaning you give it. The label you put on your experiences becomes your experiences. If you think about an event in your life, either a positive or negative, you were the one who gave it that label. The event was just that, an event. I understand that some events aren’t fun yet how you view them is up to you. You are in charge of your decisions in every aspect of your life. Some of those decisions might have been made when you were a small child and some of them are being made now. Your decisions drive your life both personal and professional. Sometimes it’s important to take stock regarding past decisions and see how they are working for you. Some decisions come from your subconscious mind, decisions you made that you aren’t really cognizant of when and why you made them; at the time they were made, they served a purpose but are they serving a purpose today? Decisions are based on communication both to yourself and to others. Remember, communication is the response you get both in your personal and professional life and the quality of your life is directly connected to the quality of your communication. In business, how you communicate with your peers and your customers is a direct line to your success. Never waste an opportunity for positive communication. With your peers, it makes the work environment a place with little stress and allegiance and the same holds true with your customers. When communicating with clients always think of your brand and marketing. One way this can happen with an On-Hold message for your phone system People placed On-Hold are captive to what is played into the phone. Since 1987 HoldMasters, the On-Hold Message Company has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain both their marketing and branding messages to their clients and prospects. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

1/08/2021 What Gives You Meaning
What gives you meaning is up to you. Nothing in life has any meaning except the meaning you give it. The label you put on your experiences becomes your experiences. If you think about an event in your life, either a positive or negative, you were the one who gave it that label. The event was just that, an event. I understand that some events aren’t fun yet how you view them is up to you. You are in charge of your decisions in every aspect of your life. Some of those decisions might have been made when you were a small child and some of them are being made now. Your decisions drive your life both personal and professional. Sometimes it’s important to take stock regarding past decisions and see how they are working for you. Some decisions come from your subconscious mind, decisions you made that you aren’t really cognizant of when and why you made them; at the time they were made, they served a purpose but are they serving a purpose today? Decisions are based on communication both to yourself and to others. Remember, communication is the response you get both in your personal and professional life and the quality of your life is directly connected to the quality of your communication. In business, how you communicate with your peers and your customers is a direct line to your success. Never waste an opportunity for positive communication. With your peers, it makes the work environment a place with little stress and allegiance and the same holds true with your customers. When communicating with clients always think of your brand and marketing. One way this can happen with an On-Hold message for your phone system People placed On-Hold are captive to what is played into the phone. Since 1987 HoldMasters, the On-Hold Message Company has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain both their marketing and branding messages to their clients and prospects. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

1/07/2021 Piquing the Curiosity
Have you piqued the curiosity of your potential client or customer enough to get them to want more information? That’s what your “Elevator Speech” should be designed to do. As a matter of fact, that’s what all your marketing and advertising should do, create additional curiosity. Add to that your ‘Branding’ of you and your business that should be as big as your marketing effort; your marketing tells your audience what you do, and your branding tells them who you are. If that potential client or customer doesn’t like you, it’s usually goodbye to the sale. When you are with that prospect you can answer those questions that aroused their interest in the first place but what happens if you are not there when they call you? Does the On-Hold function of your phone continue your marketing and branding efforts or do those efforts stop cold? Thanks to a technology called “On-Hold- Marketing” you can now carry both your marketing and branding information to every incoming caller at a very reasonable cost. Since 70% of all incoming calls are placed On-Hold (AT&T Statistic) it seems like a no brainer to utilize your On-Hold to maintain your marketing and branding endeavors. Whether you are a home-based business or a Fortune 500 company your On-Hold function can be one of the most powerful tools in your marketing, branding, and sales tool kit. Since 1987 HoldMasters, the On-Hold Message Company has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain both their marketing and branding messages to their clients and prospects. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

1/06/2021 Any Plans for The New Year?
What are your plans for this New Year? What are you hoping that 2021 holds for you? Are there any milestones for your business? Are there new technologies that will assist your client base to benefit them to either save money, make more money, or both? If you are in one of the professions are you adding new members to your team? Remember this, when people call your place of business, they are interested in you and your products or services and want to know about any changes that will affect their bottom line. Patients of any of the medical professions what to know how their health can be altered. Clients of lawyers and CPA’s want to know about changes in laws that will have a direct consequence on them and their business. And any other business category wants to know how doing business with you and your company helps them. One easy way to reach all of your incoming callers is with an On-Hold-Message that is played when they are placed On-Hold. This is your excellent opportunity to extend both your marketing and branding efforts. Using AT&T research, 70% of all incoming calls are placed On-Hold; 60% will abandon (hang up) within 30 to 45 seconds if there is nothing but silence or radio, however, will stay for four minutes or more if there is information. Whether you are a home-based business or a Fortune 500 company your On-Hold function can be one of the most powerful tools in your marketing, branding, and sales tool kit. Since 1987 HoldMasters, the On-Hold Message Company has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain both their marketing and branding messages to their clients and prospects. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

1/05/2021 Opportunities to Grow
We just ended one year and then started a new year; so, how did you do? Did you reach your personal and professional goals? If the answer is yes, then congratulations but, if the answer is no; why not? What more could you have done to reach them (be honest)? Today is a great day to assess what you’ve done right and what you can do to improve yourself. Since this blog’s focus is on business that’s the direction we’ll go. Regardless of your business whether you manufacture some kind of widget, sell products or services, professionals (doctor lawyer CPA), or part of the collective machinery that keeps a business going your future depends on you and what you want to become and do. Setting goals for every aspect of your life is a must. Writing them down and looking at them every day, even several times a day, will keep you focused. Goals should be both short-term like daily goals weekly goals and monthly goals, and long term like quarterly, semi-annually, annual, and five- year goals. What do you have to do every day to improve your position? If you are in sales, is it making more calls to qualified prospects? If you are one of the professions, it might be more networking and public speaking, and, above all whatever your job, education. Always be learning by attending seminars, reading books, taking a class or two, or getting a personal coach. Then on a daily, weekly, and monthly basis check to see how you are doing. This is where you can make course corrections to improve. 2021 has 365 opportunities to grow. If you are the business owner creating a culture, within your business structure, that everyone shares and broadcasts to everyone within your business, as well as to prospective clients. This can be part of your marketing and branding efforts all the while spreading your business philosophy. One cost-effective and efficient way to increase your business is with a low- cost On-Hold message that works 24/7 with every incoming call and remember, according to AT&T, 70% of all incoming calls are placed On-Hold and there is on average a 2 1/2 to 5% increase in sale when an On-Hold message is employed. Since 1987 HoldMasters, the On-Hold Message Company has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain both their marketing and branding messages to their clients and prospects. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

1/04/2021 Dream Boards
We are into the new year and hopefully, you took the time between Christmas and New Year to write down your goals and dreams, both your personal and professional, remembering that a goal that isn’t written down is just a wish, and we all know wishes vanish. It is suggested that you review those goals every day in order to see how you are progressing. It is also recommended that you create a visual of those goals and dreams and place that in a prominent place where you will see it and get a visual representation of them. Emerson said, “The only person you are destined to become is the person you decide to be.” If you think Dream Boards are bogus, then the joke's on you. They work, and there's actually a really simple explanation of why they work so well. A Dream Board is a collage of images and words that you should display in a prominent place to remind you WHY you do what you do every day; images and words that spark your motivation and remind you of your values, goals, or dreams. It could also be filled with things that inspire you or leave you feeling happy. In the popular book, The Secret, "The law of attraction is forming your entire life experience and it is doing that through your thoughts. When you are visualizing, you are emitting a powerful frequency out into the Universe." Visualization works and that is why professional and competitive athletes have been doing it for years. Psychology Today reported that the brain patterns activated when a weightlifter lifts heavyweights are also similarly activated when the lifter just visualized lifting those weights. A vision board should focus on how you want to feel, not just on things that you want. Don't misunderstand me, it's great to include the material stuff, as well. However, the more your board focuses on how you want to feel, the more it will come to life. There are no rules in creating a dream board. You can’t mess it up, you create your dream board on your own terms. Your dream board should contain anything that inspires you if you remember the purpose of your dream board is to bring everything on it to life. What your goals are in the following areas: relationships, career and finances, home, travel, personal growth (including spirituality, social life, education), and health. It’s not necessary to cover each area exactly the same, just take a mental inventory of what you want each of those areas to look like and write them down. Always handwrite your goals instead of typing them, there's something energetic about actually handwriting your goals. From your goals and aspirations, think about what you want on your dream board. Remember, what you focus on expands. Here are the things you will need to create this dream board. A poster board will do and some glue, then get some old magazines in order to cut and paste images and quotes from. Make sure it is the material you want to see every day and give yourself enough stress-free time to do this, your future is worth it. You are worthy of all things good in life and deserve to be happy. I would hope that one of your dreams is to be more successful in business. One of the tools to help is an On-Hold message. It makes a small business sound big and a big business sound friendly add to that, according to AT&T On-Hold messages add between 2 1/2% to 5% to the bottom line. Since 1987 HoldMasters, the On-Hold Message Company has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain both their marketing and branding messages to their clients and prospects. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

1/01/2021 Happy New Year
The New Year represents a clean slate to go after and accomplish wants, dreams, and goals. You can do it when you make a plan and work it. May this New Year bring you all that you want, now start working to get it; it’s does take effort. Let HoldMasters help you when your business is on the line.

1/01/1970 Waste Not Want Not
Jim Rohn said, “Days are expensive. When you spend a day, you have one less day to spend. So, make sure you spend each one wisely.” Let’s take that quote into your business. If any action regarding your business wastes time, chances are you are losing money. When you, the decision-maker, see that waste you usually plug it up. How much are you wasting when you place incoming callers On-Hold and give them nothing but silence or some radio station? There is a very easy fix for that; it’s called On-Hold Messages from HoldMasters. Since 1987 HoldMasters, Your On-Hold Message Company has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain both their marketing and branding messages to their clients and prospects while engaging and informing the caller. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

12/30/2020 Presents That Keep Giving
We live in a world that yearns for instant fulfillment. Some things that you can give or receive aren’t very electrifying, yet they keep giving satisfaction. If you are a businessman or businesswoman and are a decision-maker, a gift you can give your business is an On-Hold message from Holdmasters. I know, you think I’m just pushing something that makes me money, and that’s true, however, with a reality check that statistics from AT&T tell us that On-Hold Advertising garners a 21/2% to 5% increase in sales I will assume that kind of increase perks up your interest. For that’s is a service that keeps giving year after year. Since 1987 HoldMasters, Your On-Hold Message Company has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain both their marketing and branding messages to their clients and prospects while engaging and informing the caller. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

12/29/2020 Generalizations Are The Enemy
Are you someone that lives in the world of “GENERALIZATIONS” thinking that this or that “never happens or always happens”? If you are, STOP! The words, ‘never, ever, always ‘are samples of statements of generalizations. And if you listen to yourself, or people who generalize, and believe yourself, or them, you are falling victim to negative thinking. If you change your thinking you can change your life. Sure, sometimes things don’t work out as you would have liked them; but is that always or never? Being negative is a poison that can destroy your success in every aspect of your life. I am not suggesting a Pollyanna outlook, that’s not smart either, yet, far better than negative. Look at things realistically, do some homework, and get some statistics. Will you “ALWAYS” make the right decision or wrong decision? In a word, NO. You will, however, make a decision and, if it doesn’t work move on, you are not a tree, so, try something else. If you are smart, you will learn what works and what doesn’t. When I speak to prospective clients, I have learned to have them be more specific about their generalizations. When they say, “We never put anyone On-Hold,” I ask, “never or ever”? I know, statistically from AT&T, that 70% of all incoming calls are placed On-Hold and that 60% will hang-up within thirty seconds if there is silence or some silly music and not call back. I also know, according to AT&T that 12% will take action on something they heard while holding and there is a 2 1/2% to 5% increase in sales with an On-Hold message, so, by saying, “Never or Ever” I’m bringing them from generalizing to being specifics. Since 1987 HoldMasters, Your On-Hold Message Company has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain both their marketing and branding messages to their clients and prospects while engaging and informing the caller. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

12/28/2020 Doing Business During a Pandemic
Thanks to Covid-19 today’s businesses are faced with challenging times. In order to keep your business healthy and maintain its impetus, I have some suggestions that could help your business stay as healthy as possible and be ready to get back to normal, as quickly as things normalize. First of all, keep your marketing alive where it makes sense. Try new ways to reach your audience. Don’t do what you’ve always done. In today’s business environment some of the new ways to market are Pay Per Click (PPC), Account-Based Marketing using a database (ABM), Zoom Events, and Webinars. Be quick to understand your true financial picture by reducing or delay loan repayments if possible and watch your cash flow. Manage your inventory carefully, don’t drive volume with discounts for now. Establish a framework for action and touch base daily and communicate frequently with employees and customers. Make sure your virtual work plans work, for employees and customers. Stay focused and maintain a state of readiness so you can ramp up quickly when things start to rebound. Don’t panic, spend as much time analyzing opportunities as threats. Hold a steady course and look for the competitive edge that will best serve your clients. Always be customer and employee-focused. Stay proactive in communications on operational issues, product and service delivery, and policy changes. Leverage digital channels to stay in touch and ensure that your employees and customers know what you are doing to remain open for business. As much as possible, conserve cash and be ready to adjust quickly to rapidly changing situations. The business will be disrupted, but those that maintain operational readiness, that can respond the quickest after the containment period is over and the economy starts to rebound, will win. If you have cash, go for market share and be ready to acquire for growth as various sectors shake out. Be sure to run through all possible developments and pay attention to what’s happening in all directions. Opportunities will come from this, but you need to logically balance an optimistic outlook with the worst case by preparing for possible fallout. Be adaptable and open-minded, don’t feed the turmoil but stay tuned in. Take advantage of new ways to bring your services to your clients with virtual offerings and digital delivery for teaching, training, and coaching. Consider limited time offers or subscriptions for employees that are new to working from home. Find innovative ways to influence your core capabilities to help people handle virtual work environments, compliance with social distancing rules, and government mandates for behavior. Implement the appropriate tools and develop the internal ability and processes to operate your business virtually. Gage the impact this has on your business daily with an operational dashboard and course-correct as needed. Take this opportunity to better understand your market and revisit your strategic and marketing plans, from lead generation to order close and fulfillment. Remember, there’s a thin line between growing a healthy business and launching a dead business. One avenue that could help you is a custom cost-effect and efficient On-Hold message from HoldMasters. Since 1987 HoldMasters, the On-Hold Message Company has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain both their marketing and branding messages to their clients and prospects. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

12/25/2020 Merry Christmas
I have always thought that the spirit of Christmas should last for more than a day. My wish to everyone reading this may your lives be full of this holiday’s spirit for all time.

12/24/2020 Communication is King
I am in the "EduTainment" Business. I know how to Educate and Entertain all of your ‘In-Coming Callers’ while building up your bottom line. By definition, communication is the response you get. Over many years in broadcasting from being a DJ on the radio to Bozo The Clown on television communicating with an audience has been a prime goal. The knack of writing requires the ability to write for the eye if your message is in print or write for the ear if your message will only be heard, not read. The connection for writing for the ear means that your message has to reach the theatre of the mind on an auditory plane in order to persuade the listener. This skill has been honed over many years and put into practice when we write an Advertising-On-Hold-Message for your business. Since1987 HoldMasters, Your On-Hold Message Company, has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain both their marketing and branding messages to their clients and prospects. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

12/23/2020 What Are Your Goals
As we say goodbye to 2020 and look forward to the New Year from a business perspective, what plans are you making? Henry David Thoreau once said, “What you get by achieving your goals is not as important as what you become by achieving your goals.” The question is, what ARE YOUR goals? This week between Christmas and New Year’s is a great time to put those goals into the paper. To announce to yourself what you want to accomplish in 2021. Make those goals push you but make sure you can attain them. One thing every business can do is have a custom On-Hold message created by HoldMasters to assist your business in increasing sales. Since1987 HoldMasters, Your On-Hold Message Company, has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain both their marketing and branding messages to their clients and prospects. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

12/22/2020 Building Trust at Work
In yesterday’s blog, I wrote about some of the basics of trust, today I’d like to expand that on how you can build trust at work. First and foremost you must always be credible. Telling the truth should always be fundamental. It seems incredibly obvious but is surprisingly easy to lapse from. What about when your colleague asks if you followed up with that email you totally forgot about? You could lie, say yes, and do it that very moment. Or, you could admit that you totally forgot but will do it now. This may hurt your Reliability rating, but the day you get discovered as a liar, both your credibility and reliability will shatter. Not worth it. If you don’t know something admit it. If you don’t know the answer or you don’t remember the solution, just say so. Not only will this allow you to learn and grow, but you won’t be considered a fake who’s wasting people’s time with lies. You must admit when you are wrong. Someone who’s never wrong is highly irritating. How can I trust someone if they have so little self-awareness they won’t even consider the fact they’re wrong, or they feel they have to hide it. If they’re hiding that, what else are they hiding? If you truly believe you’re right, ask the other person to explain further. You simply might not have the big picture. Being reliable is very important. If you say you’ll do it, then do it. If you cancel at the last minute, fail to show up, or miss a deadline, people will instantly wonder if you’ll do it again. You’ve planted that seed. If you make a habit of it, then people will learn that this is your normal behavior and will instinctively not trust you to follow through with commitments. If you are meant to do it, then do it. This basically means if you’re meant to do something as part of your role at work, do it. Don’t let it slip onto someone else’s plate or try to get away with not doing it. Not only does this frustrate people, but it also suggests you’re not fully committed. People won’t trust that you can (or will) do your job. When you’re transparent, if you communicate your intentions and reasons for doing something, you’re giving people a window into who you are. You’re giving them a grounding for trusting what you do because they can understand why you’re doing it. Show others you trust them. If you want people to trust you with their honest insights, it may be time to extend an olive branch. Share with them first. Give trust to get it. Always include others. Some people are happy to share but they feel like they need to be asked. They don’t want to impose, but if they’re invited to participate (in a brainstorming session, a review, or personal conversation) they may be keen to. You’ll get people to share more (and trust you more) if only you’d ask. So, invite others to talk, if you dominate the conversation or never ask questions, you’re signaling that you don’t really care about what others have to say. If you’re not inviting people to speak, it suggests you’re happy to do all of the speaking yourself. In short, it suggests you don’t value them. If you ask questions, always actively listen. Perhaps worse than people who don’t ask questions are those who ask but don’t listen to the answer (or don’t consider it). It’s pure lip service. It makes the person feel like their opinions have been voiced and then totally disregarded. After a while, they won’t contribute at all. They don’t trust you’ll listen. If there are failures, take responsibility, and don’t blame others. No-one trusts a blamer because you don’t know what they’re saying behind your back. Conversely, if you take responsibility for failures, people start to see that you have integrity. You’re honest and transparent, which people can get on board with. Also, they know they won’t get thrown under the bus. Trust is an essential building block for a safe and productive workplace. When trust becomes the keystone of a business the business usually flourishes. Keep that trust going with the clients even when they call and are placed On-Hold. Here you can continue building the trust bond with a cost-effective and cost-efficient custom On-Hold message Since 1987 HoldMasters, the On-Hold Message Company has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain both their marketing and branding messages to their clients and prospects. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

12/21/2020 Trust
Trust is paramount in building any relationship. I believe trust starts with communication. How and what you do or say starts building the trust bond. Add to communication a person has to be consistent, compassionate, and competent. Without trust, people are reluctant to put themselves out there. If they do, they’re vulnerable. Which means they could be dismissed or judged. Trust is both an emotional and logical act. When we trust someone, we expose our vulnerabilities to others, hoping that they will not take advantage of our openness. If you are putting trust into someone else by “entrusting them with your feelings” to have and to hold (hello marriage), you might be setting yourself up for disappointment and relationship failure. For the sake of this blog I will write about trust in the business world. In your workplace trust becomes a circular current. The leader must show that he is trustworthy by being open and keeping his word with worker bees and, the worker bees must keep their word, not only with the leader but with their collegues and co-workers as well. Employees who trust their colleagues, co-workers, and leadership are more likely to be open, honest, empathetic, collaborative, and constructive. All of which boosts innovation and productivity. There are two basic types of trust in the workplace, practical and emotional. Practical trust can be earned by being a steadfast worker; you meet commitments, show up on time, and do what you say you’ll do. People rely on your competence and dependability. They trust you to get the job done. Emotional trust is next level. And it’s what takes teamwork in the workplace to the next level too. It’s when people trust that you’re on their side. They know you’ll treat them kindly and respectfully, that you won’t judge them for their setbacks, and they’re comfortable telling you their honest thoughts, feelings, and ideas. Salespeople have to build trust in-order to be successful. Once that trust has been established the salesperson can have a long term client but, if that trust is broken, no more commission. Salespeople must always keep their word by under promising and over delivering with each order. Trust can be maintaned even on the phone when a client is placed On-Hold. Here you can continue building the trust bond with a cost effective and cost efficent custom On-Hold message Since 1987 HoldMasters, the On-Hold Message Company has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain both their marketing and branding messages to their clients and prospects. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

12/18/2020 Success=Disciplines + Daily Practice
Jim Rohn said, “Success is nothing more than a few simple disciplines practiced every day”, and he is spot on with that. You start your engine toward success by getting motivated then you develop the habits that lead to that success. The question is what habits do you want to develop? I believe your personal habits overspill to your corporate habits. To put it another way, your personal habits reciprocate with your business habits. How you market yourself and your business and how you build your personal brand and your company’s brand should be a reflection of each other. Every aspect of you and your business must continue the branding and marketing plan, from how your product and/or service is introduced to it’s delivery to customer service and how your incoming phone calls are handled. With incoming calls, you have complete control. You can have your callers in silence and know that they will abandon that call within thirty seconds, or you could have a radio playing some kind of music that not all your callers like while listening to minutes of commercials, maybe your competitions or you can have HoldMasters create for you a custom On-Hold message that spotlights your business keeping both the marketing and branding messages flowing. Since 1987 HoldMasters, the On-Hold Message Company has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain both their marketing and branding messages to their clients and prospects. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line

12/17/2020 Don’t Ruin Your Reputation, Your Brand
What kind of reputation do you and your business have? Remember, your reputation is your brand; it’s who you are as a person and as a company. You can devote fortunes of both time and money building your brand and in just minutes extinguish it. For that very reason, it is judicious to have a well-trained support staff backing up every phase of your company. Your front line people, your sales staff, must reflect your vision, your brand, as they market your product or service. Your receptionist, customer service people, and your telephone operator must do the same. And, should a caller be placed On-Hold, and according to AT&T, 70% of all incoming calls are placed On-Hold, what experience your caller receives while On-Hold either enhances or may diminish your reputation. You can prevent the tarnishing with a custom made On-Hold message from HoldMasters. Your message will both reflect your brand and support your marketing efforts and as a bonus, statistics from AT&T tell us there is a 21/2% to 5% increase in sales. Since 1987 HoldMasters, the On-Hold Message Company has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain both their marketing and branding messages to their clients and prospects. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

12/16/2020 What Are Your Intentions
William A. Forster once said, “Quality is never an accident; it is always the result of high intention, sincere effort, intelligent direction, and skillful execution; it represents the wise choice of many alternatives.” I would suspect that most business people would like to think of their product or service as quality. The quality of your product or service depends on your intentions of what you have chosen to bring to the marketplace. How you want the public to perceive your brand image is a direct result of every interaction with the public. I’ve always admired the training that goes on within large chains and wonder why that level of competence doesn’t always show up in a Mom and Pop situation. Almost everything from those big guy organizations is always protecting the brand image and most of them have On-Hold messaging to complete the branding process. The little guys can do the same things. They can train at all levels what the brand stands for and they can also have On-Hold Advertising so that they can sound just like the giants. On-Hold messages help keep the playing field level for both sides. Since 1987 HoldMasters, the On-Hold Message Company has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain both their marketing and branding messages to their clients and prospects. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

12/15/2020 Model Yourself Into Success
This is not new however when I was at the gym, there was a man that looked to be in great shape and we started talking about working out. He told me that when he started on his workout quest years ago he modeled those that looked to be in the best shape; it’s hard to fake an abdominal six-pack. This got me thinking about modeling any area of success. I thought no matter how I modeled Tiger Woods I could never be that great of a golfer, or if I modeled Michael Jordan I couldn’t be that great of a basketball player, yet, if I did what they did I could certainly improve my handicap in golf or my shooting in basketball. Modeling any successful person will step up your game. I realize that there has to be some natural talent to start and some people are blessed with natural gifts. Once you model success you must practice it on a daily basis. If you want to be exceptional at anything once you know the basics, practice. If you run a business why not model it after some of the great business successes? What do most successful businesses do? They set goals; they have a mission statement, study their business and read about how to improve it. In the professions they take continuing education, successful salespeople take courses go to seminars and read books, musicians practice hours daily, and have coaches to help them. Every business needs to market themselves, so look to see how the successful ones do it and model it. Since 1987 HoldMasters, the On-Hold Message Company has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain both their marketing and branding messages to their clients and prospects. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

12/14/2020 Being Valuable
Don’t seek to be valued, become a valuable person. Being a valuable person stems from the same seed as confidence, honesty, security, trust, and love: they are all inside jobs. It all starts with self-love. Somehow others can sense this self-love along with a true sense of self-confidence, trust, security, and honesty. How can others find you valuable if you don’t see yourself as valuable? How can someone have confidence in you if you are not self-confident? Why would you radiate trust to others if you don’t trust yourself? How do you expect others to love you if you don’t love yourself? Remember, when you know your worth, no one can make you feel worthless. These are all obvious questions whose genesis starts with loving yourself and from there all of the others are there for you to nurture. Being valuable to others means you’re silently broadcasting your confidence on what ever subject is at hand and being honest and trustworthy enough by not faking it. This is one way you are building both your value and trust. As the old saying goes, “honesty is the best policy.” To start to become a valuable person focus on your growth. Be honest with yourself and ask yourself if you are committed to your own personal growth. There are several ways to do this like reading, seminars, finding mentors and coaches and putting into practice what you are learning. Learn to offer more value by under promising and over delivering. What are your skills; sharpen them. Work harder on yourself. Work on being better today than yesterday. Value your time. There is nothing more valuable than time invested wisely and intentionally. You can sow your time and get anything you want. You can sow your time and increase your circle of influence, make more money, or increase your health. Never waste this precious gift. Learn to see the value of time, because, with time, anything can be accomplished. Know that there are only 86,400 seconds in a day, don’t waste one of them. Show others you appreciate their value by not wasting their time as well. In business connect with people to get into or continue the rapport you’ve built. Even on your phone you must continue that emotional connection and trust bond to maintain the value you offer to the caller. One way is with a custom cost-effective and efficent On-Hold message knowing that 70% of all incoming calls are placed On-Hold and that a business with a Message-On-Hold shows a 21/2% to 5% increase in sales and 12% of items purchased were instigated by the On-Hold message (those statistics are from AT&T). Since 1987 HoldMasters, the On-Hold Message Company has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain both their marketing and branding messages to their clients and prospects. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

12/10/2020 Jingle Bells
Jingle Bells not only means that the holidays are upon us it also means your business cash register has to have that jingle too. Just because it’s holiday shopping time is no excuse for you to take a holiday from promoting your business. Now is the time to connect with your client base wishing them a happy holiday season and asking for some referrals. Now is the time to network, to work not only smarter but harder after all you too want to have a very happy holiday as well. This is the perfect time to start filling the pipeline for new business for the new year. One of many things to consider to building your business is getting a marketing and branding On-Hold message from HoldMasters, knowing that 70% of all incoming calls are placed On-Hold and that a business with a Message-On-Hold shows a 21/2% to 5% increase in sales and 12% of items purchased were instigated by the On-Hold message (those statistics are from AT&T). Since 1987 HoldMasters, the On-Hold Message Company has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain both their marketing and branding messages to their clients and prospects. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

12/09/2020 Selling In December
Selling any product or service in the month of December competes with holiday shopping; so how can you compete? One thing I recommend is showing how buying before the end of the year can have a tax advantage, but always suggest they speak to their tax advisor or CPA. You might offer a year-end special, saving your prospect dollars for a product or service that will help increase their bottom line. Retailors are at their busiest this time of the year however, the decision-makers, are not as busy as their stores therefore, they may make some time to see you. Also in December most business phones are ringing and since 70% of all incoming calls are placed On-Hold, this is a perfect time to have a special Holiday On-Hold message that most of those callers will hear. What an opportune way to wish present clients and future clients a joyous holiday season. Since 1987 HoldMasters, the On-Hold Message Company has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain both their marketing and branding messages to their clients and prospects. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

12/08/2020 Passion-Belief-Skills
Passion, belief, and skills are requirements for success in any endeavor. Let’s examine them: First skill; regardless of how much you love basketball, if you don’t have the skill your passion won’t help. And if you try and play, you may have exercise and fun however success will allude you. For the sake of this blog, success is defined as business success. Take the product and or service you offer, do you have an overpowering belief that it will help your prospects and clients or, is it just a job? If it’s just a job then how passionate can you be? When you wake up in the morning is it just another day or are you ramped up and ready to go? However you earn your daily bread, do you believe you have something of value to offer others? Most important, do you have the skill to present it? Skills can be taught but passion and belief are inside jobs. In my mind belief can ignite and awaken passion. Once you believe on a visceral level something to be true, it’s hard to change your mind. That instinctual truth incites the passion within. When you present your product and or service from a powerful belief position, with passion, and backing that belief and passion with a skill set to deliver your message, you will succeed. Your passion and belief should connect with your prospect/client on an emotional level, and remember, all sales are based on emotion. You might consider keeping that emotional connection alive with a custom On-Hold-Message. Since 1987 HoldMasters, the On-Hold Message Company has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain both their marketing and branding messages to their clients and prospects. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

12/07/2020 Motivation
Steve Jobs said, "Your limitation it’s only your imagination." In business, what motivates you? Is it the rewards or incentives that you’ll receive in order to take action? How about achievement, the feeling you get when you triumph, reach a milestone hitting your goal, receive an award, or getting recognition? Or is it fear, the consequences of not succeeding? So, what is motivation? You might define it as the ‘get up and go’ that gets you to the office each morning, or the ‘fat’ photo of you stuck on the fridge that makes you stick to your diet. In reality, your answer will really depend on who you are and where your priorities lie. Motivation can be defined as a willingness to expend energy to achieve a goal or reward, and it’s clear that motivation is the key instigator behind every action that we take towards achieving our goals. Did you know that there are two types of motivation driving you forward? Tony Robins suggests we tend to move towards pleasure and move away from pain, which leaves us with the yin and yang of positive/negative motivation. Positive motivation has a lot to do with visualization. In the case of positive motivation, you’re motivated by a reward that lies in the immediate or distant future. The expectation of that reward, and visualizing yourself when you have the reward, is what motivates you. As an example, if you work in sales, most salespeople are motivated by the commission they will receive by reaching their goals. Most salespeople usually visualize what they will do with that money, like traveling or buying your kids gifts for Christmas. Some salespeople see themselves in a high-priced sports car or anything. Everything you visualize can be your motivator. However, when it comes to long term goals, it can be tough to maintain motivation when the rewards are so far away. This is why it’s important to break your long-term goals down into short term actions, i.e., things that are easily achievable and will give you a more immediate sense of accomplishment. Those short-term goals make up your to-do-list. The to-do list plays a fundamental part in how we manage our projects. Checking items off a to-do list each day provides that much-needed satisfaction you get from ‘getting something done’, even if you’re facing a mammoth project with a lengthy timeline. Each time you complete an item on your to-do list, you’ll be motivated to move on to the next, and so on. It’s a great way to give yourself some positive reinforcement throughout the day. Then there is the other side of the coin, negative motivation. This occurs when an action is taken to avoid experiencing pain or failure. This negative motivation would have been the threat of losing my job if I didn’t hit the targets. Granted, that kind of motivation can absolutely work now and then, but it isn’t exactly beneficial to your morale or your well-being in the long run and it’s not really a long-term solution. After all, the whole premise of negative motivation is that it forces you to find a way out of your situation; but what if you can’t? Then, you’re stuck (and kind of screwed). You will always do a better job when working toward something you want that will bring you pleasure, rather than working to avoid something you don’t want. If you’re stuck with a task that you absolutely despise, then you just need to get your thinking cap on " because there’s usually a way to find something good about a task that you really dislike. And if you can focus on that one thing, you can approach the task more positively. When it boils down to it, the best way to get motivated to do something is to be passionate about it. You don’t have to love every single part of your job and you don’t have to wake up every morning thinking ‘hell yeah! It’s 5 am and I’m going to work!’. But if you’re passionate about what you do, those early starts will be much less of a hindrance and more of a stepping stone on your way to success. Just think of the reward, i.e., all of the lie-ins you’ll get when you’re rolling in money. That passion can create an emotional bond with the customer and carry over to every part of your business from the first hello when they call to the delivery of the product or service to customer service. When a salesperson is passionate it is felt by the prospect or customer. Even your On-Hold message must reflect that passion motivating the caller. Since 1987 HoldMasters, the On-Hold Message Company has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain both their marketing and branding messages to their clients and prospects. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

12/04/2020 Leadership
What makes a good leader? President Woodrow Wilson said, “You are not here merely to make a living. You are here in order to enable the world to live more amply, with greater vision, with a finer spirit of hope and achievement. You are here to enrich the world, and you impoverish yourself if you forget the errand." Leadership is the art of giving people a platform for spreading ideas that work. Not only does a good leader lead and inspire others, but he or she must also lead and inspire him or herself. Leaders are influencers some people still refer to them as sales-people and sales-people influence others to take some type of action. Leaders think both in and out of the box as they influence themselves first, and then influence others. Regardless of your position in a business, whether at the top of the pole or somewhere down the line you must lead yourself first. You must ask yourself the questions that move you forward, that invoke emotions. Once you’ve accomplished that, create the questions to ask others that pull emotion from them and move them into action. One way you can carry that leadership forward in your business even when you aren’t around is with On-Hold Advertising. Since 1987 HoldMasters, the On-Hold Message Company has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain both their marketing and branding messages to their clients and prospects. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

12/03/2020 What Makes A Sale Happen
I believe there are three thoughts to make a sale happen. First, is your attitude; your attitude is like a box of crayons that color your world. Constantly color your picture gray, and your picture will always be bleak. Try adding some bright colors to the picture by including humor, and your picture begins to lighten up. Your attitude will drive your performance. Your attitude will determine your altitude. Quality performance always starts with a positive attitude. The second thought to make a sale happen is your behavior. Plato said, “Human behavior flows from three main sources: desire, emotion, and knowledge”. We know that all sales are caused by an emotional connection. Therefore, when a top sales representative connects the client with their emotions a sale usually happens. The third leg of this sales stool is technique. Technique makes the sales representative more effective in front of a client or prospect. Passion is the key to the technique. Once you have mastered a technique, you hardly need to look at a recipe again and can take off on your own. The technique can be taught but I think the only way to learn to write is to read, and I see writing and reading as completely related. One almost couldn't exist without the other. There are tools available to every business that helps create sales. One tool is the Hold Button on your phone. When you place a caller On-Hold they are captive to whatever you present for them to hear. On-Hold Advertising is a very cost-effective and efficient way to passively create sales. Since 1987 HoldMasters, the On-Hold Message Company has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain both their marketing and branding messages to their clients and prospects. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

12/02/2020 Understanding Yourself and Others
“Understanding Yourself and Others” is the key to life. It has its roots in every interaction you have on a daily basis. Once you understand yourself and what makes you tick it will assist you in understanding others all around you. For the sake of this blog, let’s focus on business interaction. Whatever business you are in, whether a professional, manufacture, or service provider, in order to be successful and reach your goals, you must understand how people think and react. People are emotional beings and respond emotionally to ideas and challenges. Once you tap into that emotion you are on the road to a successful interaction. In order to reach the emotional part of the “Other”, you must ask great open-ended questions, questions that get the person or persons with whom you are interacting emotionally involved. If you need help in developing those questions do some research about the industry in general, the business, and the person specified in order that you can prepare questions in advance. Key to keeping that emotional connection alive is active listening to the answers, not thinking about your next question. Once you have that emotional connection you can keep it alive even on the phone. Should they call you, have a custom On-Hold message waiting for every caller to shares your marketing and branding message. On-Hold advertising has proven over the years to be both efficient and effective. Since 1987 HoldMasters, the On-Hold Message Company has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain both their marketing and branding messages to their clients and prospects. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

12/01/2020 Keeping Your Brand Message Alive
Whatever business you are in, there are others that compete with you. They do the exact same thing you do; so why should I do business with you? What distinguishes you from your competition? It’s your brand. It’s who you are. It’s your personality and style and it’s the trust you build up every day with those with whom you connect. Branding yourself is a full-time job from the first, “hello” to say, thank you for the order or for the confidence in doing business with you. That brand must follow you and your business in every aspect of your company’s existence. All too often that branding stops when the phone rings and the caller is put into a maze of “press one/press two’, and if placed On-Hold and greeted with silence or a radio playing some pop tune or a gaggle of commercials, maybe even the competition’s advertisement. To keep your brand message flowing a Message-On-Hold from HoldMasters is your ticket to success. After conferring with you and researching your business and your industry HoldMasters will write a script that contains five different messages that rotate while a caller is On-Hold. Each message both markets your products or service as well as keeping your brand message alive. Since 1987 HoldMasters, the On-Hold Message Company has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain both their marketing and branding messages to their clients and prospects. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

11/30/2020 Communication is King
What is something everyone in the world does all the time? They communicate. Remember, communication is the response you get. First and foremost, we communicate with ourselves for decisions by thinking questions. The quality of the question we ask ourselves determines the quality of the decision, hence, the results of that decision. We start communicating from the moment we are born until the day we pass on. The baby crying in his or her crib is their way of communicating hunger or want of a new diaper. The response, food, or getting cleaned up. At that time, it was a major communication. However, there are minor communications as well. Walking down a street and passing another person a nod or smile from you is communication, but that’s only half; if they nod or smile back it was successful. If the communication is important the response you get is equally as important. The teacher teaching a class and disseminating knowledge is only as good as the students receiving it. If it was successful good grades and the converse is also true. Parents speaking with their children or a spouse to a spouse, and the results you garner is the definition of success or failure to communicate. The comedian doing his routine is communicating humor and the response from the audience is laughing. The novelist writing a book sees his or her successful communication by the sales and reviews. In the business world communication is king. How you brand your business to the world and advertise it is a form of communication. How management inspires the employees, and their response can be the difference between success, status quo, or failure. How the representatives perform is a reflection of their ability to communicate. The representative’s job is to communicate a product or service and the questions asked creates the trust bond necessary for success, only if they actively listen to the answers. The emails and text messages sent are all forms of communication. Touching the emotions of those with whom you are communicating is the key. Once you have connected emotionally, you then can back it up with facts. Under no circumstances ever breach that emotional connection. The hardest way to connect emotionally is both email and texting. Neither party can hear the tonality in the voice or see the body language of the other. In business even how the phone is answered, which starts the communication, to what happens next, continues both the emotional connection and the trust bond. Since AT&T tells us that 70% of all incoming calls are placed On-Hold having a cost-effective and cost-efficient custom On-Hold message should be on your ‘To Do’ list. Since 1987 HoldMasters, the On-Hold Message Company has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain both their marketing and branding messages to their clients and prospects. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

11/27/2020 Your Hierarchy In Determining Value
Value is an interesting word. What is your hierarchy in determining value? When you purchase anything how do you determine your final buying decision? What is most important to you? For example, when buying an automobile what are the values that help you make your decision. Here are some values you might consider; comfort, safety, re-sale, looks, speed, up-keep, and those values may change from when you bought your first car to one that you buy when you have a family. When offering any product or service it is paramount to establish your prospect's value system. You do that by asking questions and actively listening to the answers. Once you understand that prospect’s values, you show how your product or service meets those values. When customers connect emotively " because they share the same values and beliefs of a brand " it leads to higher sales and better brand differentiation. It also leads to loyalty, advocacy, and can even protect your price in times when competitors rely on promotional discounts to drive sales. It can also give you the ideal platform from which to extend your offering or range. In placing a message On-Hold each message might touch on various values that help establish and keep the emotional bond to the product or service you offer. Since 1987 HoldMasters, the On-Hold Message Company has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain both their marketing and branding messages to their clients and prospects. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

11/27/2020 Your Hierarchy In Determining Value
Value is an interesting word. What is your hierarchy in determining value? When you purchase anything how do you determine your final buying decision? What is most important to you? For example, when buying an automobile what are the values that help you make your decision. Here are some values you might consider; comfort, safety, re-sale, looks, speed, up-keep, and those values may change from when you bought your first car to one that you buy when you have a family. When offering any product or service it is paramount to establish your prospect's value system. You do that by asking questions and actively listening to the answers. Once you understand that prospect’s values, you show how your product or service meets those values. When customers connect emotively " because they share the same values and beliefs of a brand " it leads to higher sales and better brand differentiation. It also leads to loyalty, advocacy, and can even protect your price in times when competitors rely on promotional discounts to drive sales. It can also give you the ideal platform from which to extend your offering or range. In placing a message On-Hold each message might touch on various values that help establish and keep the emotional bond to the product or service you offer. Since 1987 HoldMasters, the On-Hold Message Company has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain both their marketing and branding messages to their clients and prospects. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

11/26/2020 You Are Your Brand
First of all, let me wish one and all a Happy and Healthy Thanksgiving. Now to the blog, What makes you different from your competition? Your “Brand” is the difference. There are lots of people doing the very same thing you do, so why should a prospect choose you? If you are the least expensive then you’ve established your brand as cheap and who wants to do business with cheap? When one thinks of ‘cheap’, in my mind, it means less quality. Less quality means poor everything from materials to customer service. That leads to possible problems with the product or service that means downtime for my business. Your ‘Brand’ defines who you are and what you stand for. Lots of advertising helps establish brand awareness, but advertising costs money and there are zero guarantees it will work. What does work are personal contacts and referrals. Through personal contacts, you can establish the emotional connection that solidifies a relationship, ergo the sale. Most important is to keep that brand awareness in everything you do. That emotional level of trust must continue on every level in your business, from the person answering the phone to billing, to customer service. When a caller calls your number how he or she is treated can either enhance or diminish your brand image. One way to keep that image alive and thriving are with a custom On-Hold message from HoldMasters. Since 1987 HoldMasters, the On-Hold Message Company has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain both their marketing and branding messages to their clients and prospects. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

11/25/2020 Decisions Control Destiny
It’s not the conditions of your life that control your destiny it’s the decisions you’ve made, your choices. Once you understand this, your life can change. It’s the same in your business. Every choice you make regarding your business determines the course of your business. In choosing a product or a service to offer the public, is it something of value? How will it serve those who choose to use it? How are you going to market it? What is your brand image? What are your goals? These are some of the questions you should ask yourself BEFORE you chose a direction and questions that can be asked after. Once you choose your vocation, how will you serve your customers, clients, or patients? The keyword is to SERVE. Will you build relationships that are lasting or have a transient following? Most businesses work on relationship building, having the same people working with you over time, giving you the stability of a strong base. Once you have that base you market yourself to add additional relationships. Knowing your existing bases goals and dreams and understanding what prospective clients need by knowing their challenges does this. It is incumbent on you to learn about what challenge or pain your potential clients have so you can become their trusted advisor to alleviate the challenge or pain. You build an emotional connection and remember people choose emotionally not factually. You can keep the emotional connection alive when you receive incoming calls with a cost-efficient and effective custom On-Hold-Message from HoldMasters. Since 1987 HoldMasters, the On-Hold Message Company has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain both their marketing and branding messages to their clients and prospects. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

11/24/2020 You Can’t Sell Anybody Anything
You can’t sell anybody anything; they must discover they want it and need it. For example, if you are selling cars and I just bought one last week, what chance do you have to sell me one today? The answer, slim to none; I don’t have a need. However, if my car keeps breaking down and I need jumper cables every day, I have 200,000 miles on it, you stand a far better chance. Since everyone is a salesperson regardless of how you earn your daily bread, your job is to find the need, the pain. The great football coach, Lou Holtz said, “I never learn anything talking. I only learn when I ask questions.” By asking great questions you build confidence when you build the confidence you build trust and when you build trust you build relationships. So, remember the quality of your life or the success of your sales endeavors, is directly connected to the quality of your relationships. It is imperative that you keep those relationships alive in every aspect of your interactions. It’s oblivious that when you see that person you keep the relationship going but not so oblivious should that person call you and be placed On-Hold. Too often the trust bond created is broken should that caller be treated to total silence, a radio station, or a series of beeps. It’s cost-effective and efficient to have HoldMasters create a custom On-Hold-Message that carries your marketing, advertising, and branding message forward. Since 1987 HoldMasters, the On-Hold Message Company has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain both their marketing and branding messages to their clients and prospects. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

11/23/2020 Keys to Active Listening
The precursor of any relationship is trust. One of the building blocks of trust is empathy which is the ability to put yourself in the other person’s shoes, to feel what the other person is feeling while they’re talking to you. If you can imagine yourself in their situation. How would you feel? How would you react? This is the practice of empathy. The way to feel empathy is to actively listen to the other person during the communication. Why is active listening important? It may sound like a chore compared to passive listening but like problem solving and creativity, active listening is a soft skill that can improve multiple areas of your life. There are three components to active listening: 1. Comprehend. The listener pays attention to the speaker’s verbal and non-verbal language to fully understand what they’re trying to communicate. 2. Retain. The listener tries to remember the key points of the speaker’s message using their memory or via notetaking. 3. Respond. You respond to the speaker to confirm your understanding of their message and to further your discussion on the subject. This only happens after analyzing and remembering what they said (components one and two). To improve your listening skills, face the speaker. Face, your conversation partner. Don’t look at your phone, watch, or other people. Look at whoever is talking, even if they’re not looking at you. As you hear the information visualize, so mental models are able to naturally form in the theatre of your mind as you hear information. This is normal and is a sign that all your senses are engaged in analyzing what the other person is saying. Remembering keywords, dates, phrases, and other details help you form a clearer picture of the other person’s story. Often, people listen only to help them formulate a response. That’s not active listening. Your full attention must be present and that means remaining neutral, and not forming any opinions on what the speaker is telling you until they finish talking, in other words, don’t be judgmental and don’t interrupt. Interrupting the person talking to you not only makes you rude, but it also limits your absorption of the information relayed to you. Never finish the other person’s sentences, even if you think you know what they’re about to say. By reflecting and clarifying you are able to ensure that you and the speaker are on the same page. Both of those techniques work hand in hand to make the speaker feel heard and ensuring that nothing got lost in translation. At this point in the conversation summarize what you think you heard. Summarizing is similar to reflecting, except that when you summarize, you’re making it clear that you’re about to move on from your current topic. Now it is time to share and respond. You might think this is just another variation of previous steps. It’s not. Yes, you’re the one talking in the two previous steps, but you only talked to confirm your understanding of the other person’s message then. Now that you’ve gained a better understanding of their message, it’s your turn to introduce your ideas and emotions into the conversation. You've got to go through all the previous steps first before you earn the privilege to share your thoughts. This way, the speaker won’t feel like you’re just pushing your own agenda because you took the time to validate their feelings and ideas first. To be an effective listener when sharing your thoughts always be honest but assert your opinions with respect. If you’re afraid that your suggestions will be seen as an attempt to control the other person’s actions, preface your suggestions with, “If that happens to me, I would…” This simple action of active listening is the foundation of creating that all to elusive trust bond. Once you have that bond, never break it. One way it is broken is when they call you and are placed On-Hold only to hear the radio, electronic music, beeps, or worst yet silence. This is where a custom cost-effective and efficient On-Hold message can be the difference between keeping old customers or creating new ones. Since 1987 HoldMasters, the On-Hold Message Company has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain both their marketing and branding messages to their clients and prospects. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

11/20/2020 Busy Time of The Year
How would you like to wish everyone who calls you a Happy Holiday Season and a Great New Year? You can do that is with a Custom On-Hold Message from HoldMasters. Since, according to AT&T statistics, 70% of all your incoming calls are placed On-Hold, take the time to make those callers feel good by offering them your good wishes for a Happy Holiday season. At the same time, you will be informing them about your business while marketing your product or service as well as your branding message. AT&T also tells us that a business with an On-Hold message averages a 21/2% to 5% increase in sales. Is your business ready for the Holiday Season? I’d be surprised if you haven’t pushed your marketing budget up and maybe even hired more people. This is a very busy time of the year. Your phones might be ringing more often with more people being placed On-Hold. If you are one of those businesses that see an increase in phone traffic you might consider a custom On-Hold message from HoldMasters. Remember that if you offer silence On-Hold you just might find those calls abandoning your line and moving to your competition. With silence you may keep them On-Hold for thirty seconds, same with a radio station, however, with advertising On-Hold they will hang in there for four minutes or more, that’s according to AT&T research. AT&T also tells us that a business with an On-Hold message averages a 21/2% to 5% increase in sales. Since 1987 HoldMasters, the On-Hold Message Company has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain both their marketing and branding messages to their clients and prospects. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

11/19/2020 Resources or Resourcefulness
Resources or resourcefulness is the question. I would guess that almost everyone has the resources to learn and grow. If you don’t own a computer, tablet, or smartphone, you can get access to one at a public library. So, resources aren’t the challenge, it’s resourcefulness. Resourcefulness is defined as the ability and creativity to cope with difficulties. If you are stranded in a house without power and you are able to find a way to get a fire going and cook yourself some lunch, this is an example of resourcefulness. Tony Robbins says, “It's not the lack of resources that cause failure, it's the lack of resourcefulness that causes failure.” The resources are there, they are always there it’s “We The People” that don’t take advantage. Being resourceful means knowing how to get the information and results you want. Being organized and having trusted systems are big pieces of productivity. There is not a more useful or important trait to possess than resourcefulness in the pursuit of success. With a resourcefulness mindset, you are driven to find a way. An attitude of resourcefulness inspires out-of-the-box thinking, the generation of new ideas, and the ability to visualize all the possible ways to achieve what you desire. One road to resourcefulness is being open-minded. You must be passionate about breaking boundaries and redefining what is and is not possible. You must possess the unique talents necessary to leverage and fulfill the immediate goals set out in front of you and remain open when considering new ideas and differing thoughts from your own. Open-mindedness is critical when taking the actions that will lead you towards success. A simple cost-efficient and effective idea like On-Hold messages can give you a larger ROI. Since 1987 HoldMasters, the On-Hold Message Company has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain both their marketing and branding messages to their clients and prospects. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

11/19/2020 Resources or Resourcefulness
Resources or resourcefulness is the question. I would guess that almost everyone has the resources to learn and grow. If you don’t own a computer, tablet, or smartphone, you can get access to one at a public library. So, resources aren’t the challenge, it’s resourcefulness. Resourcefulness is defined as the ability and creativity to cope with difficulties. If you are stranded in a house without power and you are able to find a way to get a fire going and cook yourself some lunch, this is an example of resourcefulness. Tony Robbins says, “It's not the lack of resources that cause failure, it's the lack of resourcefulness that causes failure.” The resources are there, they are always there it’s “We The People” that don’t take advantage. Being resourceful means knowing how to get the information and results you want. Being organized and having trusted systems are big pieces of productivity. There is not a more useful or important trait to possess than resourcefulness in the pursuit of success. With a resourcefulness mindset, you are driven to find a way. An attitude of resourcefulness inspires out-of-the-box thinking, the generation of new ideas, and the ability to visualize all the possible ways to achieve what you desire. One road to resourcefulness is being open-minded. You must be passionate about breaking boundaries and redefining what is and is not possible. You must possess the unique talents necessary to leverage and fulfill the immediate goals set out in front of you and remain open when considering new ideas and differing thoughts from your own. Open-mindedness is critical when taking the actions that will lead you towards success. A simple cost-efficient and effective idea like On-Hold messages can give you a larger ROI. Since 1987 HoldMasters, the On-Hold Message Company has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain both their marketing and branding messages to their clients and prospects. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

11/18/2020 Triggers That Influence Sales
A professor of psychology and marketing lays out ways you can get people to say yes to what you're asking. Anyone who sells things for a living should know, love, and live these principles. Reciprocity is one of these principles. The principle of reciprocity means that when someone gives us something, we feel compelled to give something back in return. How about offering something extra that has little or no cost to you but could mean a lot to the client or prospect. The principle of commitment and consistency says that people will go to great lengths to appear consistent in their words and actions - even to the extent of doing things that are basically irrational. That’s why if you’re trying to make a change in your life - losing weight, for example - it can be very helpful to state your goal publicly. Once you’ve committed out loud you will have much more incentive to keep up your end of the bargain. As a business, if you can get customers or prospects to make a small commitment to your brand (like signing up for your email newsletter), they are more likely to eventually purchase from you. And if you can actually get products in their hand, even if there is no official commitment to buy them, your chances increase even more. The principle of liking says that we are more likely to say yes to a request if we feel a connection to the person making it. It’s also why brands hire celebrities to endorse their products - so that people will transfer their love of Tom Selleck to whatever he’s endorsing. Your story, your brand is paramount. Every element of your business- colors, fonts, photo styles, copy - contributes to your brand personality, and your goal is to create a personality that is cohesive and that your target customer will like. This might be brisk and efficient if you are selling into a business market, warm and playful if you’re selling children’s products, 'earth-mothery' if you’re selling natural products. One way to keep your brand and your brand promise are to have a custom On-Hold message. Not only does it keep your brand promise alive it continues your marketing story all the while engaging the caller. Since 1987 HoldMasters, the On-Hold Message Company has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain both their marketing and branding messages to their clients and prospects. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

11/17/2020 Intangible Benefits Are the Keys To Persuasion
Are you aware that people make decisions emotionally? They decide based on a feeling, need, or emotion, not through a logical thought process. That’s why intangible benefits are the keys to persuasion. So, when writing an email, speaking on the phone, or are face to face with a current client or future prospect ask yourself; “what is the emotional hot button here?” People will justify with facts once the emotional connection is made. People are at their core egocentric. The word “egocentric” means centered around the ego or self. We all see the world in terms of how it relates to us personally. So, when you ask someone to do something, it must also answer the unspoken question; “What’s in it for me?” On a deeper level, the question might be “How does this give me feelings of personal worth?” People look for value and value is not a fixed number it’s relative to what product, service, or idea you are selling, what others charge, what the prospect is used to paying, how badly the prospect wants it, and how the prospect perceives the difference between your offer and others. Once you demonstrate a value that seems to be equal to or greater than the asking price. The greater the value relative to the price, the more likely people are to buy. You can’t force people to do anything; the job of selling is to influence that other person. This means your job is to show how what you’re offering meets your prospect’s needs. It has been said that people don’t like to be sold, not true. What people don’t like is to be cheated or tricked. Therefore, it can be helpful to change your analogy of the marketing process. Instead of “selling” to people, try to “help” them, influence them. Sell good products or services and make appealing offers, and most importantly, treat people fairly. That’s a surefire formula for success. Since people are always looking for something, love, wealth, glory, comfort, or safety. People are naturally dissatisfied and spend their lives searching for intangibles. At its simplest, it is a matter of showing people how a particular product, service, or cause fulfills one or more of those needs. One area that everyone should consider is how incoming phone calls are handled. Remember, every call you receive somehow you paid for it; don’t lose it because while holding, and according to AT&T, 70% of all incoming calls are placed On-Hold, you could have a custom On-Hold message that trumpets both your marketing and branding message all the while engaging the caller. Since 1987 HoldMasters, the On-Hold Message Company has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain both their marketing and branding messages to their clients and prospects. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

11/16/2020 Relationships
Every interaction starts with a relationship. The first relationship is your relationship with yourself, from there it branches out to family, friends, and business. What creates a relationship may be different for different people but in my mind, it starts with trust. If you don’t trust yourself, you may find it difficult to trust others and others may find it difficult to trust you. Trust starts with your word and you keep it. You tell your son or daughter that you are going to take them to the park and then don’t or you tell an employee or employer you are going to you something and then renege you are breaking your trust bond. Then there’s the time you promised yourself you were going to something and you don’t, there goes your trust in yourself. Remember, all decisions are made emotionally and are then justified with facts therefore once you make an emotional connection try never to break it. In business whatever you offer to your customers always under-promise and over-deliver. Trust bonds are hard to break by others and by yourself, easy. In the business world never break that emotional connection, that trust bond. One area that is usually overlooked is your phone system and the On-Hold message, or lack of one. Since AT&T tells us that 70% of all incoming calls are placed On-hold you now have the perfect opportunity to keep your marketing and branding message, your company’s philosophy, your trust bond front, and center. When a caller hears some electronic music, a radio, beeps, or worst yet dead silence you can easily break that bond. Since 1987 HoldMasters, the On-Hold Message Company has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain both their marketing and branding messages to their clients and prospects. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

11/13/2020 The Doctor Is In
Medical professionals (this includes all professions; Lawyers, CPA’s Dentists, Veterinarians, etc.) should be using On-Hold messages to both maintain and build their practices. Since most medical professionals put callers On-Hold, this is a perfect time to tell the caller that they have made the right choice. The On-Hold message can talk about the doctor’s qualified and courteous staff if more than one location share about convenient locations, extended hours, insurance information, state of the art equipment, and techniques. Since these On-Hold messages are custom to the practice there should be an increase of consults and information requests. As with any businesses the On-Hold caller is captive to be educated and with a medical professional they may be educated about the doctor’s practice and reinforce the doctor’s credentials and enhance his/her image. With an On-Hold message in a medical office, the message can share information about the doctor’s commitment to promoting excellent health by encouraging preventative practices such as regular checkups, practices in nutrition and exercise, as well as vigilance in testing and monitoring. At HoldMasters, we will work with the doctor to create an On-Hold message that focuses on the core philosophy of his/her practice. Since the Internet is often the first place people look when deciding on a health care provider. The doctor has to make sure that his/her information and "reputation" are easily accessible. And with an On-Hold message, promoting a blog, Facebook page, and the website the practice will see more traffic. Since 1987 HoldMasters, the On-Hold Message Company has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain both their marketing and branding messages to their clients and prospects. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

11/12/2020 Playing The Percentages To Win
I learned a long time ago if you play the percentages you usually win. Those of us that are in business know that the bigger the risk the greater the chance of not winning. Sure, if you win you may win big; but what if you don’t win? Those of you who sell for a living know you have to make sales calls if you want sales. In every business there is a number that is usually correct, X number of sales calls before you make a sale. There are statistics that should make you take heed when it comes to incoming phone calls to your business. Here they are: 70% of all incoming calls are placed On-Hold; 60% will hang up within thirty seconds if they are greeted with silence and not call back; having a radio or some form of music may keep them On-Hold up to thirty seconds; having a message On-Hold people will stay On-Hold for four minutes or more; best statistic of all there is a 21/2% to 5% increase in sales with a Message On-Hold. Since 1987 HoldMasters, the On-Hold Message Company has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain both their marketing and branding messages to their clients and prospects. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

11/11/2020 Networking Your Way To Success
I have never met a person that doesn’t network in some way or another. You go to a new restaurant and you tell your friends or see a great film and share your thoughts with friends and family; that’s networking. Having someone recommend you as a trusted person to do business with is a powerful introduction and will get you an audience. When someone responds to advertising, they don’t know what they are getting; is the advertiser trustworthy, how are his or her products and/or service? However, that recommendation from a trusted friend is gold. I suggest that one dynamic way to grow your business is through networking. Find networking groups in your area and attend every meeting. Be a giver of referrals and watch what you get in return. Most important is to do a great job for the person you are referred to since it reflects on the person who suggested to you. Always remember to ask your clients for referrals since they like you and are pleased with the job you’ve done for them; that’s networking. Should one of your networking colleagues give someone your phone number make sure you have a great On-Hold message? Since first impressions are so important, having silence, a radio station or a series of beeps On-Hold just doesn’t cut it. On-Hold Advertising is a very powerful marketing tool that is low in cost and extremely effective. Since 1987 HoldMasters, the On-Hold Message Company has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain both their marketing and branding messages to their clients and prospects. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

11/10/2020 To Keep Your Marketing and Branding Going
I am amazed at the number of businesses out there that market and advertise asking the audience to call them for their product and or service. What also amazes me is the number of businesses out there that once their phone rings, customer building relationships stop. Why is this? They have spent their hard-earned dollars and time to get the phone to ring. According to research, about 80% of a marketing budget is spent on getting the phone to ring and only 6% to 8% is spent after the phone rings. The personality of your business, your brand, is on stage at both ends, at the invitation to call and once the call is made. Using an Auto-Attendant’ does save money as well as add to the frustration of the caller. I always recommend a live person answering the phone. That person should be considered a key part of your team. He or she should be well versed in your products and or service to be able to answer simple questions as well as to know to whom that call should go. When placing a caller On-Hold if all you offer is either silence or some radio station playing isn’t helpful for your image, it’s like you don’t care. How about a very cost-efficient and effective custom On-Hold Message that continues your marketing and branding message? Your caller is now captive while On-Hold and you are informing and re-enforcing both your marketing and branding communication. Since 1987 HoldMasters, the On-Hold Message Company has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain both their marketing and branding messages to their clients and prospects. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

11/09/2020 It’s The Little Things
It’s the little things in life that make things happen. In golf it’s the fraction of an inch in your swing that turns a drive down the center of the fairway into a hook or slice and, it’s the little things in our lives that can change failure or mediocrity into success. I believe it all starts with our rituals. Our daily rituals become our habits and our habits dictate our progress toward our goals. Change your rituals in order to change your habits and watch how you progress in your life. These rituals are there both in our personal lives as well as in our professional life. Remember, if one change doesn’t work try another you are not a tree, you can change. One of the most important rituals (habits) is to look at is how you communicate with others. Are you the boss of your home and your office? Do you bark orders to others and expect them to follow them just because you said so? Or, do you try to influence others and have them buy into whatever is your ask? I would venture there is more success with the latter as opposed to the former. When we try to influence people, we learn how they process information and, we also learn, that they just might have a better idea to get to the goal you want, and we do that by actively listening. After all, you don’t know everything all you have is a destination and someone else may just know a better way. In the business world hopefully, the end results are all the same, sell your product or service in order to show a profit. Although every business is different it’s the bottom line that counts. You might be a brilliant engineer but what do you know about bookkeeping or selling. Smart businessmen and women looking for professional assistance in areas that are not their domain. Some areas might be branding, marketing and advertising, website design, accounting, legal, and sales; here’s where you look to the professionals for direction. You know what you want to do, however, to put the right words and spin your marketing guru is there to help. This is where you develop your mission and vision statements, tell people what you do (marketing) and who you are (branding). These are three primary steps on the way to your vision, If, your habit has been to do this yourself unless you are a professional in those areas, you are making a huge mistake. These are the foundation of your business and must be communicated with every interaction with the public. One area that is usually overlooked is your phone system and the On-Hold message, or lack of one. Since AT&T tells us that 70% of all incoming calls are placed On-hold you now have the perfect opportunity to keep your marketing and branding message, your company’s philosophy, front, and center. This is one example of changing your habit. To change a habit, change your ritual for 21 days and it becomes your new habit. The change will happen no matter what you do so embrace it. Since 1987 HoldMasters, the On-Hold Message Company has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain both their marketing and branding messages to their clients and prospects. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

11/06/2020 Protecting Your Assets
In business, what is your most precious asset? By definition, an asset is a useful or valuable thing, person, or quality. Asset management is a systematic process of deploying, operating, maintaining, upgrading, and disposing of assets cost-effectively. The term is most commonly used in the financial world to describe people and companies that manage investments on behalf of others. To me, your business, whatever business you are in, whether it’s one of the professions, manufacturing, services, or any other type of business the most valuable assets are your customers, those people that utilize your product or service. Without them you only have a building, offering products and or services and no commerce. Therefore, it is paramount you treat those assets like the precious commodity, person, or quality they are. How many businesses have you seen offering great products and or services that are no longer around? My guess is that they didn’t treat their assets, their customers, with the respect they deserve. Many businesses, I’ve observed, spend dollars on how they look, the products they offer, advertising for new customers, and very little on the client. patient or customer they already have. Remember, without customers or clients you have nothing but a building or office with a stockpile of products or services that sit on a shelve. To attract clients or customers to your business you must market and advertise your business all the while building your brand image. Once you’ve accomplished getting them in your door job number one is to keep them. You keep customers or clients by building your brand and offering outstanding service. Once they are emotionally connected to you never break that connection. One way to keep that connection alive is with a custom On-Hold message from HoldMasters. Should they call you, your On-Hold message maintains not only the emotional connection; it also continues both your marketing and branding message all the while engaging the caller. Protect your assets with a cost-effective and efficient On-Hold message. Since 1987 HoldMasters, the On-Hold Message Company has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain both their marketing and branding messages to their clients and prospects. It informs prospects of your business and philosophy. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

11/06/2020

11/05/2020 Sales, The Life Blood Of Business
No business exists without sales. Sales are the lifeblood of every business and a sale is always made, either by the salesperson or the buyer. Remember, everyone is a salesperson; doctors, lawyers, accountants are included. Everyone, sometime in their life, either sells products, services, or ideas. When selling anything you must find the need, and that need must alleviate a challenge. The best way I’ve discovered to discover the need is by asking questions and listening to the answers. No salesperson can offer a solution to a challenge until he or she knows what the challenge is. I suggest you act like a doctor and don’t prescribe until you fully diagnose the pain. In order to fully understand, keep the questions coming. Here are some questions you might ask after getting the surface pain: How long has this been a problem? Could you be more specific? What have you tried before? How did that work? What has the problem cost you? Questions like these not only help you, the salesperson, but also understand, it connects you with the buyer on an emotional level. That buyer feels you understand his or her challenge and is more willing to work with you. It is particularly important to keep that emotional connection alive at all times. One area that is usually ignored is the telephone. Clients or prospects call your business and when placed On-Hold the emotional connection is broken if they are treated to the radio, some electronic music, beep,s or, pure silence. Why not give them information about your business and about yourself? With an On-Hold message from HoldMasters, you will keep that emotional connection alive and, in many cases, up-sell and cross-sell products or services to your present clients. Since 1987 HoldMasters, the On-Hold Message Company has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain both their marketing and branding messages to their clients and prospects. It informs prospects of your business and philosophy. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line

11/05/2020 Sales, The Life Blood Of Business
No business exists without sales. Sales are the lifeblood of every business and a sale is always made, either by the salesperson or the buyer. Remember, everyone is a salesperson; doctors, lawyers, accountants are included. Everyone, sometime in their life, either sells products, services, or ideas. When selling anything you must find the need, and that need must alleviate a challenge. The best way I’ve discovered to discover the need is by asking questions and listening to the answers. No salesperson can offer a solution to a challenge until he or she knows what the challenge is. I suggest you act like a doctor and don’t prescribe until you fully diagnose the pain. In order to fully understand, keep the questions coming. Here are some questions you might ask after getting the surface pain: How long has this been a problem? Could you be more specific? What have you tried before? How did that work? What has the problem cost you? Questions like these not only help you, the salesperson, but also understand, it connects you with the buyer on an emotional level. That buyer feels you understand his or her challenge and is more willing to work with you. It is particularly important to keep that emotional connection alive at all times. One area that is usually ignored is the telephone. Clients or prospects call your business and when placed On-Hold the emotional connection is broken if they are treated to the radio, some electronic music, beep,s or, pure silence. Why not give them information about your business and about yourself? With an On-Hold message from HoldMasters, you will keep that emotional connection alive and, in many cases, up-sell and cross-sell products or services to your present clients. Since 1987 HoldMasters, the On-Hold Message Company has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain both their marketing and branding messages to their clients and prospects. It informs prospects of your business and philosophy. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line

11/04/2020 Customer Service the Prime Directive
If “Customer Service” isn’t the prime directive of your business, in my opinion, your business is headed in the wrong direction. Whatever you call your customer whether they are called patient, client, or customer, without them, your business goes down the hill. Now some of you have a business where your customer is almost captive; cell phone companies (few choices) cable companies or satellite providers; specialty medical providers to name a few. In many instances, I have found, the customer is least considered, and in my opinion, should be first. I repeat, without customers, you don’t have a business. I believe every business must serve a purpose and every business must answer a need. No business is an island. Every business somehow interconnects. Customer service starts with the owner. I suggest that the owner connects with his or her business as if they were a customer or potential customer. If the owner can’t, then hire a service that shops your business and get reports. There are too many statistics that tell us it’s easier to keep customers than to obtain new. So, job number one is to make every customer, regardless of size, feel important. I would guess that no business owner tells their staff to ignore customers, yet in many ways they do. An example is when a customer or potential customer calls your business and is placed On-Hold; how is that caller treated? Are they left in On-Hold Limbo listening to some obnoxious electronic music, radio station, beeps, or worst yet dead silence? Or, have you thought enough about that caller to have a custom On-Hold message that not only informs and entertains the caller, it also helps your business up-sell and cross-sell products or services, plus, it keeps the marketing and branding message alive. Since 1987 HoldMasters, the On-Hold Message Company has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain both their marketing and branding messages to their clients and prospects. It informs prospects of your business and philosophy. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

11/03/2020 Beliefs Guide Actions and Communications
Our beliefs guide both our actions and communications; after all, why would we do something that goes against our beliefs? The beliefs we hold about ourselves are the core as to how we communicate. Our beliefs about ourselves are the foundation of our self-worth and become part of our self- image. People with high self-esteem feel at ease and self-reliant about themselves and their ability to communicate effectively. The messages we received from the day we were born, until today, shape both our character and behavior. The messages you give yourself with your self-talk are a reflection of the messages you received growing up from the people that had influence over you to the messages received from those who impact you daily. Changing beliefs can change your destiny. How you believe, so you are. The messages you send to others start with your own beliefs. In business, you send out messages all the time from your advertising, marketing, and branding. In business, every member of your team is part of the message. One place you can be sure your message is clear and consistent is with your On-Hold message. By having a custom On-Hold message every caller can hear both your marketing and branding message while you keep them engaged, Since 1987 HoldMasters, the On-Hold Message Company has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain both their marketing and branding messages to their clients and prospects. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

11/02/2020 Steps to Success
Every encounter starts with the first step, the meeting. The second is an on-going step it’s called bonding and rapport and must continue throughout the relationship. Step one, the meeting, always starts with your birth with your parents, then your pre-school teacher or college professor, your fellow classmates, your medical advisors, your prospective employer, or employees. This point of the first meeting starts with bonding and rapport. As a baby, it’s your needs and cuteness. As you become a toddler it’s the millions of questions you ask however when it comes to career, it’s also the questions you ask. By asking questions and active listening to the answers whomever you are speaking with start to bond and get into rapport due to the fact that you are interested in them. That interest is a must for on-going relationships. When asking questions, in the business world, you not only show interest you also learn how you can help the other person’s get their needs met. In the third step, unlike a classical musician playing what’s written, you might see yourself as a jazz musician, improvising. That improvisation comes from listening and staying within the structure of the moment. This step is the most important in influencing the outcome. These outcomes could be the job interview where the HR person is asking you questions as well as you are asking them questions. During the Q & A time decisions are made as to whether you are a fit for the job, or the job is a fit for you. If you are in management need to get an idea to improve the business if you ask the employee questions he or she feels like they are important and that you value their opinion, and if the employee buys into the idea, they will focus on making it happen. The other side of that coin is as an employee, management shares a new idea and you ask the right questions; management may see the fallacy of the idea and appreciate you more as an employee. In both cases, more rapport is built. The same dynamics are in play when offering a product or service to a prospect. Ask questions. The prospect will see that you are interested in them and through their answers, you will quickly learn whether your product or service would be valuable to them. Now, these questions should come from your research of the industry and of that specific company. Most important, once again, is to actively listen to the answers. This continues that priceless camaraderie. Remember that every touch with that prospect or client must continue and build on that bonding even when they call and may be placed On-Hold. You can keep that rapport alive with custom On-Hold messages from HoldMasters. Since 1987 HoldMasters, the On-Hold Message Company has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain both their marketing and branding messages to their clients and prospects. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

10/30/2020 Marketing and Branding Keys To Success
One of the biggest expenses any business has is marketing. Without marketing, regardless of how good your product or service is if no one knows about it, it’s not going to give you the results you hoped for. A strong suggestion is never to skimp on marketing. How you market is another area to look into. If you have a budget you can be very traditional with Radio, Print, Television, Social Media, Networking, and your own web site; whichever you do, or a mix of all of them, the job of marketing is to tell as many people what you do. As a matter of information, it is estimated that around 80% of the marketing budget is designed to get the phone to ring and only 6% to 8% of the budget is spent after the call comes in. Along with your marketing, you should be branding yourself as well. Remember, marketing is what you do, branding is who you are. How have you branded yourself and your business? One of the most cost-efficient ways to keep your marketing and branding message alive is with the HOLD button on your phone and a custom On-Hold message. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain that emotional connection as well as their marketing and branding messages to their clients and prospects around the nation to enable them to increase their ROI with custom On-Hold-Messages. It affords you the opportunity of up-selling and cross-selling current clients and exposing prospects to your business philosophy. It makes a small business sound big and a big business sound friendly. Let Holdmasters help you when your business is on the line.

10/29/2020 The Art Of Communication
What is communication? Because the art of selling products, services, or ideas is so dependent on persuasive and believable information exchange, doctors, lawyers, teachers, business owners, managers, and salespeople must be effective communicators. Great communication is not simply what is conveyed, but how it is conveyed and how choice rhetoric, information, and body language can drive relationships in the selling of products, services, or ideas. Once you’ve elevated your communication skills to a proficient level, you will be able to improve every aspect of your personal and professional life by being able to relate better to the people with whom you are communicating. On top of the list of being a great communicator is the art of listening; don’t just talk or think of what you are going to say, actively listen and make sure the person that you are communicating with feels understood and heard. Listening gives you answers that give insight into the other person’s needs, values, motivations, or budgets. When you actively listen, you are better able to focus on solutions. It gives you the opportunity to find out what’s not working well or what deficiencies need improving. By listening to what another person says you also have the opening to read their body language which can tell you volumes of how that person is thinking. When listening to linguistic mirroring will help you by matching vocal tone, volume, and word choice. One great way to communicate should people call your business is to have a custom On-Hold message that engages the caller while communicating both your marketing and branding messages. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain that emotional connection as well as their marketing and branding messages to their clients and prospects around the nation to enable them to increase their ROI with custom On-Hold-Messages. It affords you the opportunity of up-selling and cross-selling current clients and exposing prospects to your business philosophy. It makes a small business sound big and a big business sound friendly. Let Holdmasters help you when your business is on the line.

10/28/2020 Developing Good Habits
Everyone I’ve ever met has habits. Some habits serve us while others do not. Doing something over and over again helps form a habit. All our life, so far as it has definite form, is but a mass of habits. Those decisions we make daily are really habits. Each habit on its’ own means relatively little, over time the food we eat, how we say goodnight to our kids, if we eat healthily and exercise, how we spend our money, are not decisions but habits, according to Duke University research. Unfortunately, not all of our habits are healthy, or good. So, the question is how can a person develop good habits? First; you must identify the habit. Since most of the time, we are no longer conscious of our habits, good or bad, so the first thing we need do is become aware of it. Second; make the decision and commitment to change. Like it has been said, “if you want to take the island, burn the boats.” Agreed, this is easier said than done. However, you must take action and, in some cases, massive action. Third; Discover your triggers and obstacles. If you don't know what your triggers are, or if you are unprepared for the inevitable obstacles, you will set yourself up for failure. In order to develop good habits, we must be aware of what our habits are. Fourth; Devise a plan. One plan for overcoming bad habits and replacing them with good ones is to develop a process whereby list 13 virtues you feel are important in your life and then proceeded to work on them. Focus on one virtue per week for a 13-week period. By the end of each week in most cases, you will have mastered the bad habit and can proceed to the next one the following week. Keep a journal of your success. Fifth; use visualizations and affirmations for they are great for integrating the new habit into your routine. Six; Let people know what you're trying to accomplish. This way they will understand if you want to pass up the desert or go for a walk instead of stopping at the pub on the way home. Seven; Reward yourself in a healthy way. One of the reasons we develop many bad habits in the first place is because they make us feel good, even if it's just temporary. If you are in business one good habit to employ is making sure you touch both your present clients and prospects every chance you get. One way is with a professional On-Hold system. Since 1987 HoldMasters, the On-Hold Message Company has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain both their marketing and branding messages to their clients and prospects. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

10/27/2020 Facts Tell and Emotions Sell
Buying decisions are always the result of a change in the customer's emotional state. While the information may help change that emotional state, it's the emotion that's important, not the information. All buying decisions stem from the interplay of the following six emotions: 1. Greed. "If I make a decision now, I will be rewarded." 2. Fear. "If I don't make a decision now, I'm toast." 3. Altruism. "If I make a decision now, I will help others." 4. Envy. "If I don't make a decision now, my competition will win." 5. Pride. "If I make a decision now, I will look smart." 6. Shame. "If I don't make a decision now, I will look stupid." Every successful sales approach either creates or augments one or more of these emotional states. When enough of these emotions are present inside the buyer's emotional state, a buying decision becomes inevitable. The old chestnut, "Facts Tell and Emotions Sell" comes into play during selling time. If the salesperson can reach the prospect's emotions, he or she, will, in most cases, get the sale. One can keep that emotional connection alive even when the prospect calls you and is placed On-Hold with a custom On-Hold message. When placed On-Hold that emotional connection can be broken if the caller is greeted with beeps, music, a radio, or worst yet silence. Having a custom On-Hold message adds another layer of professionalism to your credit. Since 1987 HoldMasters, the On-Hold Message Company has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain both their marketing and branding messages to their clients and prospects. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

10/26/2020 Are You A Leader Or A Boss
Are you a leader or a boss? There is a difference. Whether it is family, friends, or work the plot is the same. A boss tells you what he or she wants, and you have to do it even if you know there is a better way while a leader has you buy-in in order for you to feel it is your idea. CEO’s that lead has a happy and loyal workforce while a boss is usually training new people. In the home, there are usually two CEO’s. Once they agree on their goals and needs, then they can present it to the rest of the family by asking questions. In business usually, there is only one CEO. He or she has goals for their organization and by going to team members and asking them how they feel those goals can be accomplished, through brainstorming, many suggestions will follow and when all the team agrees, positive energy will flow toward that goal. One important thing to remember, we are leaders of ourselves and when we believe in something, we work to accomplish it. When you are a member of a team each of you has a part to play in the team’s success so, by leading yourself toward the agreed-upon goal, you are a member of a well-oiled human machine heading to success mountain. In order to become a successful and effective leader, there are things I would suggest you do. You must delegate wisely. To effectively delegate both the responsibility for completing assignments and the authority required to get things done. There's more to delegating than just asking someone to do something. If you want to delegate effectively, you have to include mutual consultation and agreement between yourself and the members of your team. Solicit team members' reactions and ideas, thereby bringing trust, support, and open communication to the process. To evaluate the team member’s performance, explain the specific goals for each team member, and how you'll know whether or not an employee has accomplished them. Make sure the goals are specific, attainable, relevant, and measurable. Use personal persuasion and leadership, not the power of your title and position, to emphasize what is expected of each person. Reach an agreement on the performance standards that will be set for a task. Explain what results you expect to see and in what form the results must be presented. Be specific. What would an unacceptable job look like? What about an outstanding job? You must grant each member of the team the authority required to complete the task and, get acknowledgment that team members understand and agree to the assignment. Make sure you have in place a procedure to reward outstanding performance. Keeping a check on the work in progress will you catch issues and problems as they occur, but also your employees will be motivated by your personal attention to the work they are doing. Should problems arise fix them. If your employee can't execute the delegated tasks, you will need to quickly take corrective action. Take your employee aside and explain your concerns. You're not doing any favors by withholding your worries. Agree to a plan with your employee to begin properly executing the delegated tasks. If the situation does not improve, rescind the person's authority over others or keep it yourself. In sales each representative is not just a salesperson, they are influencers and leaders. Their job, in order to reach the organization’s goal, is to influence and lead the prospect and the existing customer to yes. Good leaders realize that they don’t know everything. They see the big picture, however for marketing and advertising they should get professional help with the same criteria of goals and needs. Many of these goals and needs can be addressed in a custom On-Hold message from HoldMasters. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain that emotional connection as well as their marketing and branding messages to their clients and prospects around the nation to enable them to increase their ROI with custom On-Hold-Messages. It affords you the opportunity of up-selling and cross-selling current clients and exposing prospects to your business philosophy. It makes a small business sound big and a big business sound friendly. Let Holdmasters help you when your business is on the line.

10/23/2020 Creating Value
Why is creating value for your prospects and clients important? The answer is really simple, customers don't buy facts and features, in fact, they aren't even product-oriented in their thinking; they're focused on solutions to their challenges, and solving those challenges is what generates value for them. So, when the salesperson beats his or her chest and rattles off the great magic that goes into its products, salespeople fail to place the product as the answer to the customer's pain, frustration, or objective. Instead, they're actually arranging it as a product, allowing the customer to source more of their acquiring decision on price and thereby pressure profit margins. When the value is created in the eyes of the customer, the purchaser gains the opportunity to see it as unlike any other in the market " almost as if you've created a new market segment of one. This also has the effect of repositioning your competition, so that price becomes a less dominating factor in the buying decision, however, if the client perceives exceptional value, the price will never be the issue. In order to create this value for the customer, you must know and understand that customer. So, do your homework. Go online and learn as much about him or her as the internet allows since there is no cookie-cutter conversation with prospects and clients; it should go without saying that each customer values different things. This means with each prospect or client, you, the salesperson, must build a special relationship. By solidifying that relationship, you'll be able to get a much better sense of their current business condition and where they want to be, the knowledge you can use to place your value proposition to address their challenges and requirements. Remember to ask the probing questions that will draw out this information and be sure to actively listen to their answers. Remember to paraphrase their response back to them so you can confirm if you're understanding them effectively. Not only does this verify the information and allow them to clarify if necessary, but it also demonstrates your thoroughness and desire to understand their situation and needs, and how your value proposition may be able to help. Critically it builds their confidence in you, and your confidence in yourself and your solution. Something else you can do is have a custom On-Hold message created that answers FAQ’s all the while engaging the caller and continuing both your marketing and branding message. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain that emotional connection as well as their marketing and branding messages to their clients and prospects around the nation to enable them to increase their ROI with custom On-Hold-Messages. It affords you the opportunity of up-selling and cross-selling current clients and exposing prospects to your business philosophy. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

10/22/2020 Questions, The Gold Standard For Success
The human brain is often compared to a giant organic computer. And like a computer you ask it a question it searches its files for an answer. Have you noticed that when you are searching for something on your computer the better you ask the question the better the result? The old expression, “Ask you will receive” comes full circle with both your man-made computer and the one you are born with. When you ask a general question, you get a general answer; ask a better question and you’ll get a better answer. So, questions are the key to thinking. When you are presented with a challenge aren’t you asking yourself questions on how to solve the encounter? Questions precipitate results in every situation. If you are the CEO of a big company you will find by asking questions to your subordinates on how something can be done better, they will search their mental files and find an answer. Or should you frame your desire as a question, (Do you think if we did whatever?), once again their internal computer will search its’ file for an answer. If you sell for a living questions are the gold standard for success. Every question you ask creates the environment for the prospect to sell him or herself on your product or service. The key in sales is after you ask the question actively listen for the answer and stop thinking of your next question. When you ask great questions people think you are both smart and professional plus your chances of success multiply. Prospects always have questions about your product or service, and should they call you, make sure you have a great custom On-Hold message that answers FAQ’s all the while enhancing both your marketing and branding message. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain that emotional connection as well as their marketing and branding messages to their clients and prospects around the nation to enable them to increase their ROI with custom On-Hold-Messages. It affords you the opportunity of up-selling and cross-selling current clients and exposing prospects to your business philosophy. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

10/21/2020
The source of sales success is the knack to amass and impart data in a way that makes your prospect want to do business with you. Your value proposition, your pricing, even your product’s or service’s features -- none of that matters unless you’re able to get your potential client to talk to you and also listen to what you have to say. That means you have to be extraordinarily attuned to your buyer and understand what they mean when they tell you or don't tell you, something. It also means that you can't just spin off a list of benefits or explanations to work together. You've got to understand how your prospects learn, what they care about, what communication style they prefer and adjust your approach suitably. The following are some communication skills that will help salespeople achieve success. Showing up to a call isn’t just about physically being on the other end of the line. You have to commit 100% of your attention to each call, otherwise, you’ll miss elements and make your prospect reiterate things they’ve already told you. It’ll be evident when you’re not paying attention, and that’s no way to behave toward buyers. You have to listen, and you have to listen actively. Feed-back the content and feeling of the prospect’s words, using your words, not his or hers. This assures the prospect that you heard him or her correctly. Then ask a relevant follow-up question to further clarify your understanding of their situation. Although we can say pretty much anything we want, our body language often reveals our true intentions or meaning. Impressive communicators know how to read others’ body language so they can predict the direction a conversation’s heading, and also make sure their own body language isn’t broadcasting out signals they don’t mean to broadcast. Just like body language, voice tone, voice pitch, volume, speed, and even your word choice, influences how the words you’re actually saying are understood. Add empathy, that is seeing the picture from the prospect's point of view, not only your own, plus understand what’s not being said, and remember, to always speak in specifics; doing these all-important activities will help make you a great communicator. Should the prospect call you, make sure you have a great On-Hold message, that continues your marketing and branding message all the while engaging the caller. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain that emotional connection as well as their marketing and branding messages to their clients and prospects around the nation to enable them to increase their ROI with custom On-Hold-Messages. It affords you the opportunity of up-selling and cross-selling current clients and exposing prospects to your business philosophy. It makes a small business sound big and a big business sound friendly. Let HoldMasters help when your business is on the line.

10/20/2020 Creating Urgency
I have discovered that even though your product or service diminishes the prospect's pain and is a perfect fit unless you show them some urgency, they still might not move forward. Have you noticed that companies always seem to have more needs than resources; so, unless they must buy your solution in the short term, the deal will probably stall? The question is then, should you create urgency? And, the answer is no. You must, through probing questions get your prospect to realize they’re unhappy or dissatisfied. And if your questions don’t lead them to those conclusions, accept they’re still in education mode and let your marketing department nurture them until the time is right. Some questions you might ask are: Are you in a growth mode and are you growing faster than the industry average? This reminds the buyer of their overarching business goals. This is a good tie-in to how your product would play into their strategy. What is the problem you’re looking to solve? The buyer might be focused on a different pain point than you. Use this question to figure out if they’re on the right track. Sometimes, prospects try to address the symptoms rather than the cause by mistake. Is the problem clearly defined? Learn how much time they’ve spent investigating the issue. The more clearly, they’ve isolated it, the more invested they probably are in fixing it. Figure out just how persistent this pain point has been and is it hard or easy to address. Remember, if it were easy to solve, it would have been addressed long before you were there. Also, how does this challenge affect revenue, profitability, culture cycle of business, and, does it affect a lot of people? This gets your prospect thinking about how widespread the effects are. Is your prospect’s job to address this challenge or is this a special add-on to his regular job description? And, what happens if you address this problem and what happens if you don’t? If it’s part of his job then make sure you tie their overall performance to fixing this issue; and if it’s a special assignment, then you know it’s urgent. What is the one thing that, if we could help solve it quickly, would have the most meaningful impact on the company and how would solving this problem affect you personally? Knowing the prospect's motivators can help cement the deal. Keep probing and asking questions and vigorously listen to the answers. Make sure you have a great custom On-Hold message, should that prospect call you, that continues your marketing and branding message all the while engaging the caller. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain that emotional connection as well as their marketing and branding messages to their clients and prospects around the nation to enable them to increase their ROI with custom On-Hold-Messages. It affords you the opportunity of up-selling and cross-selling current clients and exposing prospects to your business philosophy. It makes a small business sound big and a big business sound friendly. Let HoldMasters help when your business is on the line.

10/19/2020 What’s Your Marketing Strategy
Whatever it is that you do to earn a livelihood you must have a strategy. Teachers need a strategy to motivate her class to learn, doctors, lawyers and, accountants need one to attract more clients, and those who offer a product, or service must have one to grow their customer base. Your sales strategy must be well thought out or you are wasting your time and it’s costing you business. A business strategy, market/branding strategy, and successful sales strategy are all intertwined and should deliver these essential results: • Clear priorities everyone understands • Clear outcomes everyone can measure • Clear guidelines everyone can follow • Clear goals everyone can work toward Without a strategy, decisions are based on what is best at the moment because the decision-makers have lost sight of the big picture. It’s like going on vacation and didn’t know where you were going or how you plan on getting there. I have found in most businesses’ sales start with someone at the top coming up with an arbitrary growth number based on investor demands, new product development, operational capacity, or some other factor that has absolutely nothing to do with sales. This growth expectation gets divided among regions and reps in ways that are equal, arbitrary, or based on some unsupported belief about which markets or reps can support the most growth. Unfortunately, these are really poorly planned strategies that often result in declining morale, increased attrition, and ultimately poor business results. To create a successful strategy, you need to assess where you’ve been and where you are now. Next, create a profile of your ideal customer. Then analyze your company's strengths, weaknesses, opportunities, and threats and set a clear marketing and branding strategy. Know what your revenue goals are while developing and communicate a clear positioning statement. Finally, come up with a clear action plan that your entire team will be part of. These steps are the basics. After doing this activity, your team will have clear priorities that everyone understands, clear outcomes that everyone can measure, clear guidelines that everyone can follow, and clear goals toward which everyone can work. One way you can keep this strategy alive when these customers call you and are placed On-Hold is to have a custom On-Hold message from HoldMasters the On-Hold message company. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain that emotional connection as well as their marketing and branding messages to their clients and prospects around the nation to enable them to increase their ROI with custom On-Hold-Messages. It affords you the opportunity of up-selling and cross-selling current clients and exposing prospects to your business philosophy. It makes a small business sound big and a big business sound friendly. Let Holdmasters help you when your business is on the line.

10/16/2020 Waste Not Want Not
Years ago, I heard a saying, “Waste not, want not” and one of the things many people in business do is waste time. Salespeople are really good at that. Over the years I have wasted many hours of my time when if I just thought a little ahead, I could have been more productive. Time is one commodity that is not replaceable. When I think of what I have missed because I’ve wasted time I can shudder. One of my personal goals is not to waste time anymore. One place I notice many businesses waste time is on the phone. A client or potential client calls in and while On-Hold waiting for service they are treated to the radio playing today's pop music or a series of commercials maybe their competitors, or a series of beeps, or total silence; not knowing if they have been disconnected. When all it takes is a custom On-Hold message that perpetuates your marketing and branding information. Here are some facts from AT&T research to support the need for On-Hold messages. 70% of all incoming calls are placed On-Hold. 60% will hang up within thirty seconds if there’s silence and with a radio playing maybe forty-five seconds. However, with custom On-Hold Advertising they will stay on for four minutes or more. Best of all AT&T’s research found that there is a 21/2% to 5% increase in sales with On-Hold Advertising Since 1987 HoldMasters, the On-Hold Message Company has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain both their marketing and branding messages to their clients and prospects. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

10/15/2020 Finding New Clients
Sell the problem you solve, not the product or service you offer. Whatever business you are in, whether you sell a product or a service, unless it can alter a negative situation and increase a bottom line, you don’t have a real qualified prospect. If you don’t have a fleet of trucks, selling truck maintenance, even the best in the world, wouldn’t get you a sale. So, the first step in finding the right prospective client who can benefit from your product or service. Once you have your list of prospects, research their industry in general, their company specifically, and, if you can, the person with whom you want to speak to. Through your strategic alliances, see if anyone you know knows them well enough for a warm introduction. This can save you precious time. Regardless of how you get to that person, you must have an opening statement that can capture their interest. I would strongly suggest you develop several different ones and practice them so as not to sound like a recording. Knowing the business in general from your research, you should know several problems the industry faces, and some of those problems should be featured in your opening statement, followed by a question; does any of those affect your business or bottom line? This is not the time to sell unless your product or service can be sold via the phone. This is the time to ask that person to invite you over to see how your product or service can help solve the problem(s). In my business, On-Hold Advertising, we solve several problems; first, call abandonment, keeping callers from hanging up due to the fact that while holding they heard nothing, silence, or radio playing today's pop music or a series of commercials maybe their competitors, or a series of beeps; second, we help the company keep both their marketing and branding message alive; third we answer most FAQ while the person is holding; fourth, we act as a passive sales representative up-selling and cross-selling current clients while they are holding; fifth it just good common courtesy not leave your callers in On-Hold Limbo and thank them in advance for calling and assure them someone will be with them shortly. Since 1987 HoldMasters, the On-Hold Message Company has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain both their marketing and branding messages to their clients and prospects. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

10/14/2020 Checking Your Beliefs
What are your beliefs? Are your beliefs true or false? Do your beliefs get you where you want to go and be? If they don’t support you, then you need to get rid of them and try something new. I believe everything happens for a reason and a purpose. Have you ever noticed that all successful people have the incredible ability to focus on what is possible in a given situation, and, what positive results could come from that? Most successful people seem to believe that every adversity contains a seed of an equivalent or greater benefit. Remember, no matter how you feel (emotion) or what you do (action) you are letting off steam (which may have some benefits), however, does it get you closer to your desired outcome? You must discipline yourself and be able to retrace you're your steps, learn painful lessons, mend fences, and look at new possibilities. In other words, W.E.T. (whatever it takes) is the only way to get a positive outcome from what seemed to be negative results. Ask yourself these questions: 1. Do you expect things to work out well or poorly? 2. Do you expect your best efforts to be successful, or do you expect them to be stymied? 3. Do you see the potential in the situation, or do you see the roadblocks? Many people focus more on the negative than the positive. Even in goal setting, many people express what they don’t want rather than what they do want. Belief in limitations creates limited people. The key is to let go of those limitations and operate from a higher set of resources. Remember, everything was impossible until it wasn’t. Remember there is no such thing as failure. There are only results. Belief in failure is poison to the mind. From my world of On-Hold Messages, many business owners believe that no incoming calls are placed On-Hold in spite of AT&T’s research that suggests that 70% of all incoming calls are placed On-Hold and that 60% will abandon the call and never call back. Add to that that there is a 2 1/2 to 5% increase in sales with an On-Hold Message and yet their belief tells them different, hence, reducing potential profits. Since 1987 HoldMasters, the On-Hold Message Company has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain both their marketing and branding messages to their clients and prospects. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

10/13/2020 Reframe Your Purpose
Whether you are a business owner or any level of employee you have a purpose within that business. If you are the owner, it’s to offer a product or a service to the market and reap a profit. To the employees, it’s being part of the team that makes that happen. My question, is that your only purpose is to reap the profit? It was Zig Zigler who said, “If you help enough people get what they want, you will get what you want.” I take this to mean that it is a lot harder to fulfill your purpose, your ultimate goal if your purpose is to only reap profits. For example, your car breaks down and you go to a mechanic who sees you only as a dollar sign, not someone who needs service or, a mechanic who understands the problem, explains it to you, and fixes it to perfection. Which mechanic would you recommend? Whatever spot you hold in the flow chart of a business it behooves you treat your status as if it’s your business and your success depends on how well your part works with the rest of this business team. In any organization, it is usually a team effort, just like sports. The quarterback in football is only as good as the rest of his teammates and his coaches. To understand ‘Reframing’ first you need to understand what ‘Framing’ is. Framing is a mental structure that is built upon the beliefs you have about yourself, your roles, your circumstances, and about other people. It is a structure you use to ascribe meaning to given circumstances. In other words, the meaning you ascribe to any event is dependent upon how you frame it in your mind. As such, your frames shape how you see the world, how you see yourself, how you view others, and how you interpret your life. Frames can be of a positive or of a negative nature; they can also be within your control or out of your control. As such, they are either helpful within the context you are using them, or they are unsupportive. They either grow your opportunities and the possibilities of the situation, or they restrict your options moving forward. They are therefore appropriate or inappropriate, good or bad depending on the objectives you have in mind. Reframing is a linguistic tool used to consciously change your limiting frames to help support your desired goals, beliefs, and behaviors. Reframing does this by interrupting your old unhelpful thought patterns with new interpretations and perspectives of reality that are more helpful and supportive of your desired objectives. In other words, reframing helps you put events and circumstances into a different context that is more favorable. It’s as if you’re changing the meaning of an event or experience in order to put yourself into a more positive and resourceful state-of-mind. Reframing is very much like changing a picture within a picture frame. The frame hasn’t changed, however, the picture within the frame is now different. In other words, the situation hasn’t changed, however, your view of the situation is now different than what it was before. You are therefore not changing the situation, but rather changing your view of the situation in a more helpful and optimal way. Even though many reframes often put a positive spin on things, it’s important to note that reframing isn’t about, pretending that everything is wonderful, perfect, and positive. It’s rather about providing you with more varied ways of interpreting your problems to help you expand the possibilities to find better solutions and paths moving forward. One area that a business might reframe is how the telephone is used within that business from the auto-attendant to your On-Hold function. Since I understand the On-Hold business and knowing that 70% of all incoming calls are placed On-hold and 60% will abandon the call within thirty seconds and not call back if there is silence, music or a series of beeps (this equals a loss of revenue) and 12% will take action on something they heard plus that there is a 2 1/2 to 5% increase in sales (AT&T statistics). Since 1987 HoldMasters, the On-Hold Message Company has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain both their marketing and branding messages to their clients and prospects. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy. It makes a small business sound big and a big business sound friendly. Let Holdmasters help you when your business is on the line.

10/12/2020 We’re Always Selling
We’re Always Selling I understand that “We’re Always Selling” may not fit your-self-image however, it’s true and in today’s blog I will attempt to prove it to you. From birth to your last breath you are selling. The baby crying is their sales presentation selling you on their need for food or other necessities. The parent telling their toddler what to do is selling. They are showing and sharing practical truths and ideas, this is selling. Getting your teen to clean their room is selling. With these examples, you are sharing the benefits of the task at hand. You don’t stop selling when you are a teen. With friends and family, you are selling where to go, what movie to see, where to dine, or what type of entertainment to attend. Interviewing for a job there are two sales happening simultaneously between the interviewee and the interviewer. One is selling why they are a fit for the job and the other telling why this is a great job. As a CEO you are selling your ideas to your team and as a team member, you are buying into the ideas and selling those ideas to the public, even if you are not designated as a salesperson. And if you are in sales, selling these products, services, or ideas is job number one. How to develop great salesmanship is really an easy process, and it is a process. The following are some basics: First and foremost, you must get the prospect to like and trust you, this is called rapport. Then, it is imperative, that you ask questions to determine if you are a fit for the prospect. If you see you don’t fit, tell the prospect he or she will appreciate your honesty and remember you for future needs or to refer you to others. These questions can be as benign as, ‘How did you get into this business to the tough ones that get into the deep pain. Always be curious and most important, actively listen for the answers for within those answers the prospect will tell you what you need to do to win the business. In all of the examples above, there are benefits to the prospect from the crying baby to the challenges facing the CEO. Remember your goal is to become a trusted advisor and as such new clients join your list. You must keep that trusted advisor image even when the client or prospect calls you and may be placed On-Hold. A custom On-Hold message from HoldMasters can keep that trust bond alive. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain that emotional connection as well as their marketing and branding messages to their clients and prospects around the nation to enable them to increase their ROI with custom On-Hold-Messages. It affords you the opportunity of up-selling and cross-selling current clients and exposing prospects to your business philosophy. It makes a small business sound big and a big business sound friendly. Let Holdmasters help you when your business is on the line.

10/09/2020 Attracting Success
Attracting success depends on three things; your strategies, your story, and your state of mind. A strategy is a simple way of specifically organization your resources in order to consistently get a specific result. So, first, see what your resources are; resources like time, your mental attitude, your focus, the way you work. In order to create a strategy, you must first start with your mental, physical, and emotional outlook. Then there is your story, what you thought your outcome would be, and the path to achieving it. Your state of mind has to be laser-focused on the outcome. So, in place of pursuing success, you attract it. One cost-effective and efficient way is a passive sales tool every business has, the hold button on their telephone. Having an On-Hold message passively up-sells current clients and informs prospects of all your products and or services. It sustains both your marketing and branding message to a captive audience. Established in 1987, HoldMasters, Your On-Hold Message Company, has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain both their marketing and branding messages to their clients and prospects. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy. It makes a small business sound big and a big business sound friendly, and, it keeps the caller engaged. Let HoldMasters help you when your business is on the line.

10/08/2020 Value Proposition
When you bring a “Value Proposition” to a prospect or a client, it is a promise of value to be delivered, communicated, and acknowledged. It is also a belief from the client or prospect about the value (benefit) that will be delivered, experienced, and acquired. When developing this value proposition remember to base it on a review and analysis of the benefits; the costs, and value your organization can deliver to its current clients as well as prospective clients and other essential groups, both within and independent of your organization. It’s also a placing of value, where value equals benefit less cost which includes economic risk. A value proposition is a testimonial that identifies clear, quantifiable, and verifiable benefits consumers get when buying a particular product or service. It should convince consumers that this product or service is better than others on the market. This proposition can lead to a competitive advantage when consumers pick that particular product or service over other competitors because they receive greater value. All of this is included in both your marketing and branding message, what you do, and who you are. This message must be repeated with each touch to that client or prospect. One easy way to keep that message flowing to the client or prospect should he or she call you is with a custom On-Hold message that is both cost-efficient and effective. Since 1987 HoldMasters has been creating custom On Hold Advertising for all kinds of business from professional offices to manufacturing, to any service industry you can think of. Having an On-Hold Message affords you the luxury of having a full-time salesperson speaking to every caller, sharing what you want them to know about your business. It gives you the opportunity to up-sell and cross-sell your present clients and engage new prospects. Let HoldMasters help you when your business is on the line.

10/07/2020 On Being A Great Listener
Listening is a bit like intelligence, most everyone thinks they’re above average, even though that’s impossible. To be successful you must be great at listening. A recent study showed that listening can influence up to 40% of a leader’s job performance and if you think about it if you are in sales you are a leader. We talk to provide feedback, explain instructions, and communicate deadlines. Beyond the spoken words, there’s invaluable information to be deciphered through tone of voice, body language, and what isn’t said. In other words, failing to keep your ears (and eyes) open could leave you out of the game. Effective listening is something that can absolutely be learned and mastered. The biggest mistake most people make when it comes to listening is focus; most people are so focused on what they’re going to say next or how, what the other person is saying, is going to concern them that they fail to hear what’s being said. The words come through loud and clear, but the implication is lost. Focusing may seem like a simple suggestion, but it’s not as easy as it sounds. Your thoughts can be incredibly distracting. People like to know you’re listening, and something as simple as a clarification question shows not only that you are listening but that you also care about what they’re saying. The listening strategy of paraphrasing the meaning of what’s being said in order to make certain you’ve interpreted the speaker’s words correctly is a very powerful tool. By doing this, you give the speaker the opportunity to clarify what he or she meant to say. When paraphrasing use your own words to show you understood the speaker’s meaning. Positive body language can make all the difference in a conversation. Becoming aware of your gestures, expressions, and tone of voice (and making certain they’re positive) will draw people to you like ants to a picnic. Use an enthusiastic tone, do not cross your arms; leaning towards the speaker is a form of positive body language exercised by skillful listeners. Be open-minded makes you friendly and appealing to others. No one wants to have a conversation with someone who has already formed an opinion and is not willing to listen. Having an open mind is crucial in the workplace, where approachability means access to new ideas and help. Try to see the world through other people’s eyes. This doesn’t require that you believe what they believe or excuse their behavior; it simply means that you quit passing judgment long enough to truly understand what they are saying. If you’re not checking for interpretation or asking a prodding question, you shouldn’t be talking. Not only does thinking about what you’re going to say next take your attention away from the speaker, hijacking the conversation shows that you think you have something more important to say. Never jump in with solutions to the speaker’s problems. It’s human nature to want to help people, especially when it’s someone you care about, but what a lot of us don’t realize is that when we jump in with advice or a solution, we’re shutting the other person down. All of the above ideas help brand you and your company as understanding others. Should they call you a simple cost-efficient and effective On-Hold message carry that branding forward as well as keeping your marketing message alive. Since 1987 HoldMasters has been creating custom On Hold Advertising for all kinds of business from professional offices to manufacturing, to any service industry you can think of. Having an On-Hold Message affords you the luxury of having a full-time salesperson speaking to every caller, sharing what you want them to know about your business. It gives you the opportunity to upsell and cross-sell your present clients and engage new prospects. Let HoldMasters help you when your business is on the line.

10/06/2020 Getting An Edge
When you’re working hard and doing all you can to achieve your goals, anything that can give you an edge is powerful and will streamline your path to success. Using the brain’s natural quirks to your advantage can have a positive impact on everyone you encounter. Did you know that when someone does you a favor it actually makes them like you more? When you convince someone to do you a favor, they unconsciously justify why they are willing to do so. Typical justifications include things such as “he’s my friend,” “I like him,” and “he seems like the kind of person who would return the favor.” Salespeople think they have to speak; wrong. In selling, silence can be golden. When you ask someone a question and they’re slow to respond, don’t feel pressure to move the conversation forward. Remaining silent plays to your advantage. Moments of silence make people feel as though they should speak, especially when the ball is in their court. This is a great tool to use in negotiations, sales and other difficult conversations. Just make certain you resist the urge to move the conversation forward until you get your answer. Did you know that nodding your head during a conversation or when asking a question makes the other person more likely to agree with what you’re saying? The next time you need to win someone over to your way of thinking, try nodding your head as you speak. People unconsciously mirror the body language of those around them in order to better understand what other people are feeling. When you nod your head as you speak, you convey that what you’re saying is true and desirable, and people are more inclined to agree with you. This also holds true if you show excitement when you see someone, they naturally mirror it back to you. These are some skills when practiced will help grow your business. With minimal effort on your part, their unconscious influence on behavior can make a huge difference in your day-to-day life. Having an On-Hold message, according to AT&T research, also may grow your business 21/2 to 5%. Since 1987 HoldMasters has been creating custom On Hold Advertising for all kinds of business from professional offices to manufacturing, to any service industry you can think of. Having an On-Hold Message affords you the luxury of having a full-time salesperson speaking to every caller, sharing what you want them to know about your business. It gives you the opportunity to up-sell and cross-sell your present clients and engage new prospects. Let HoldMasters help you when your business is on the line.

10/05/2020 Stop Peddling and Start Advising
Becoming an advisor should be the goal of everyone in every aspect of your life in your family life, social life, and as well as your professional life. Advising your spouse or your children and other family members must come from knowledge and honesty. The same advice to social friends and professional connections. If you are in business, whether you offer a product or service, your objective is to get someone to purchase your offering. The best way to do that is to become a trusted advisor and not a peddler. The key here is to share your advice and have the recipient take it. In other words, stop selling and let people buy. People don’t like to be sold but they love to buy. When you speak to a doctor, lawyer or accountant you are asking for their advice and, if you are smart, you take it. These professionals have automatically become trusted advisors. The same should hold true in every other business and every level of business from the top of the pyramid to its basic foundation. If you get everyone in your company to buy into your advice you will have a company that is headed to the top of the mountain. Your representatives, in order to be successful, should stop being peddlers and become advisors. This paradigm shift starts by asking questions and actively listen for answerers. Representatives should speak around 20% of the time and listen 80%. This simple change builds confidence and trust. If your product or service doesn’t fill the need tell the buyer. He or she will remember your honesty and may call on you in the future or recommend you to others. To keep that advisor image, when people call your business, an On-Hold message should continue the confidence in you and your company. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain that emotional connection as well as their marketing and branding messages to their clients and prospects around the nation to enable them to increase their ROI with custom On-Hold-Messages. It affords you the opportunity of up-selling and cross-selling current clients and exposing prospects to your business philosophy. It makes a small business sound big and a big business sound friendly. Let Holdmasters help you when your business is on the line.

9/25/2020 Planning Is A Must
Having a plan makes improvisation effortless. There are times we are not ready for what is about to happen yet, if we have a basic plan, we will weather the storm. Jazz musicians who are known for the ability to improvise still work off a basic plan of chord progressions. When we in Florida and told that an impending Hurricane is coming, basic plans are put in place in order to save lives as well as assets. How much more could we accomplish if we all had plans, not only for our business life but for our personal lives as well? In business, every business needs a marketing plan as well as a branding plan. In other words, how will your product or service make my life better, that’s the marketing plan, plus what does your company stand for, your brand promise. Both of these are front and center with every contact your company makes. How sales are handled to customer service, every touch possible to a client projects both your marketing and branding message. Even your reputation of how you treat your own employees suggests your brand; remember your brand is who you are, and marketing is what you do. Nowhere does both your marketing and branding become more front and center than with your phone. How you treat incoming calls can be a catalyst for increased business from current clients and new business from prospects. That thought was the genesis to creating HoldMasters. How incoming calls were treated gives you the opportunity to express both your marketing skills and brand promise all the while engaging the caller with pertinent information about your product or service. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain that emotional connection as well as their marketing and branding messages to their clients and prospects around the nation to enable them to increase their ROI with custom On-Hold-Messages. It affords you the opportunity of up-selling and cross-selling current clients and exposing prospects to your business philosophy. It makes a small business sound big and a big business sound friendly. Remember, I'm the guy that can turn your phone's "on hold" function into another salesperson for your team for pennies. Let Holdmasters help you when your business is on the line.

9/24/2020 Up Your Sales
How is that the Top One Percent of Salespeople in 23 industries actually earn more than the average CEO, yet they seldom work as long, nor as hard. Almost all of the Top 1% utilize a consistent sales process with all their prospects and customers. Most of them print out their sales process in a questionnaire format so that they do not have to memorize anything. That way, they can focus all of their attention on their prospects, rather than thinking about their next question or the next step in their sales process. Most of what the other 99% of salespeople actually do is in direct opposition to how the Top 1% sell. They don’t prospect efficiently, they do not utilize a consistently effective sales process, and they believe that their primary function is to persuade and convince prospects to buy their products and services through manipulative persuasion tactics and believe that’s their primary function. Also, they fail to get a conditional commitment to do business at the beginning of the sales process, they neglect to determine the exact buying intentions of their prospects, including what their financial capacity is when the purchase will occur, who makes the final decisions, they attempt to do what they call “building rapport.” However, what they are really doing is trying to get the prospects to like them, which is an inherently manipulative process. And, most salespeople do “sales presentations,” rather than determining what their prospect wants, and why, most salespeople close at the end of their sales process while the top salespeople start closing at the beginning of their sales process and continue to close throughout the process, as many as thirty times. Lastly, most salespeople are locked into old beliefs about selling. Therefore, when they try to improve, they only improve on what they already know that can only result in small incremental improvements as opposed to dramatic increases in their sales productivity. Selling, particularly in today’s digital, buyer-centric environment, is hard for even the most seasoned sales reps otherwise we could hire anyone with a high school diploma. To be successful in sales you need a killer elevator speech, ask the correct discovery questions, and helping your prospect decide if your solution is even right for them in the first place. If you don’t have a belief in your product or service, then neither will the prospect. Some of the paramount needs a salesperson needs are on-going training and coaching, and goal setting. An organization must be the back-up to that salesperson. One way is with a cost-efficient and effective custom On-Hold message should that prospect call and is placed On-Hold. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain that emotional connection as well as their marketing and branding messages to their clients and prospects around the nation to enable them to increase their ROI with custom On-Hold-Messages. It affords you the opportunity of up-selling and cross-selling current clients and exposing prospects to your business philosophy. It makes a small business sound big and a big business sound friendly. Remember, I'm the guy that can turn your phone's "on hold" function into another salesperson for your team for pennies. Let Holdmasters help you when your business is on the line.

9/23/2020 Emailing for Business
In case you haven’t noticed, we are in a pandemic. Most businesses are struggling and getting new business while maintaining your current business is getting more difficult. One way to get new business is through email. It’s been said that “There's great power in words if you don't hitch too many of them together” and that is so true; that means brevity rules. I, as most of you, receive many emails on a daily basis. The ones I usually open have a great subject line with a very brief message. I notice the ones I open pique my curiosity in both the subject and body of the email. The ones I don’t read are the ones that piqued my curiosity with the subject however turned me off by the size of the body, the message. I even have gotten emails with a full-fledged sales presentation. In my message on hold business, I have done both. In the beginning, I would send emails that had all the reasons and statistics of why a business should use a message on hold. Now, I just write, “I can turn your phone's "on hold" function into another marketing person for your business for pennies,” and, I include my phone number and my web address. My subject line usually says, “Grow Your Business”. Both subject and body are brief and to the point. This has garnered, for me, more positive results than when I wrote a novel about my business and why the recipient of the email needs my service. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain that emotional connection as well as their marketing and branding messages to their clients and prospects around the nation to enable them to increase their ROI with custom On-Hold-Messages. It affords you the opportunity of up-selling and cross-selling current clients and exposing prospects to your business philosophy. It makes a small business sound big and a big business sound friendly. Remember, I'm the guy that can turn your phone's "on hold" function into another salesperson for your team for pennies. Let Holdmasters help you when your business is on the line.

9/22/2020 Stop Wasting Time
Most people don’t realize how often people are placed On-Hold when they call. I remember when I was presenting my service to a business owner who received a phone call while I was making my presentation. His receptionist answered the call, asked the caller if she could place him On-Hold. Meanwhile, my prospect was telling me that they never put anyone On-Hold. The receptionist buzzed my prospect then, he excused himself to answer the phone. After listening for about one minute he told the caller he’d get the information, placed him On-Hold for about two minutes, returned to the phone and took care of the business, thanked the caller for his business, and hung up. My prospect then turned to me and said and I quote, “We never place anyone On-Hold”. When I pointed out the scenario, I had just witnessed he realized that he was not cognizant about the time people are placed On-Hold at his business. Being On-Hold with silence greeting the caller isn’t a good idea for you are wasting valuable marketing and branding time as well as your caller’s time. Advertising your company just makes good common sense. According to AT&T, about 70% of all incoming calls are placed On-Hold and 60% will abandon the call within 30 seconds. That could mean a loss of revenue for your business when just having a custom On-Hold message might have saved that call. More statistics from AT&T that 12% of those callers take action on what they heard while holding and having an On-Hold message creates a 2 1/2% to 5% increase in sales. Let HoldMasters help create that custom On-Hold message. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain that emotional connection as well as their marketing and branding messages to their clients and prospects around the nation to enable them to increase their ROI with custom On-Hold-Messages. It affords you the opportunity of up-selling and cross-selling current clients and exposing prospects to your business philosophy. It makes a small business sound big and a big business sound friendly. Remember, I'm the guy that can turn your phone's "on hold" function into another salesperson for your team for pennies. Let Holdmasters help you when your business is on the line.

9/21/2020 Rituals To Habits To Success
What are your daily rituals? Rituals are done over and over again become habits and habits dictate whether you attract or repel success. Rituals are little things, for example, for physical health; the ritual of doing exercise every day makes a person look and feel different than the person that doesn’t. In sales, the ritual of making one more call every day increases the opportunity of making more sales. What happens is the person who exercises daily or the salesperson that makes that one more call daily, creates a habit. There are two kinds of habits, those that make you better are called good habits, and there are bad habits; the ones that hurt your growth potential. Success and failure are not spontaneous occurrences; they grow from the little rituals and habits you display every day. See what happens when you change just one ritual for a week. In place of that sugar muffin and coffee for breakfast, eat some fruit, or have an egg. See how you feel at the end of a week. In place of going online first thing in the morning, read something to advance your knowledge of your business or learn something about a prospect you plan on visiting. See how that helps you close more sales. Another good habit is having On-Hold advertising on your phone. It has several positive outcomes; first, it can up-sell and cross-sell present clients by sharing with them other aspects of your business. Second, it answers FAQs that frees up your receptionist. Third, it entertains the caller so that they don’t feel like they are being ignored and forth, it’s just good common courtesy to appreciate the caller so that he or she doesn’t feel abandoned. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain that emotional connection as well as their marketing and branding messages to their clients and prospects around the nation to enable them to increase their ROI with custom On-Hold-Messages. It affords you the opportunity of up-selling and cross-selling current clients and exposing prospects to your business philosophy. It makes a small business sound big and a big business sound friendly. Remember, I'm the guy that can turn your phone's "on hold" function into another salesperson for your team for pennies. Let Holdmasters help you when your business is on the line.

9/18/2020 Your Hierarchy In Determining Value
Value is an interesting word. What is your hierarchy in determining value? When you purchase anything how do you determine your final buying decision? What is most important to you? For example, when buying an automobile what are the values that help you make your decision. Here are some values you might consider; comfort, safety, re-sale, looks, speed, up-keep, and those values may change from when you bought your first car to one that you buy when you have a family. When offering any product or service it is paramount to establish your prospect's value system. You do that by asking questions and actively listening to the answers. Once you understand that prospect’s values, you show how your product or service meets those values. When customers connect emotively, because they share the same values and beliefs of a brand, it leads to higher sales and better brand differentiation. It also leads to loyalty advocacy and can even protect your price in times when competitors rely on promotional discounts to drive sales. It can also give you the ideal platform from which to extend your offering or range. When creating an On-Hold message, each message might touch on various values that help establish the emotional bond to the product or service you offer. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain that emotional connection as well as their marketing and branding messages to their clients and prospects around the nation to enable them to increase their ROI with custom On-Hold-Messages. It affords you the opportunity of up-selling and cross-selling current clients and exposing prospects to your business philosophy. It makes a small business sound big and a big business sound friendly. Remember, I'm the guy that can turn your phone's "on hold" function into another salesperson for your team for pennies. Let Holdmasters help you when your business is on the line.

9/17/2020 Change Your Story Change Your Life
Do you hold limiting beliefs? They can kill you with both your professional and personal life. The old saying, “Whether you think you can or think you can’t you’re right” rings true. Those limiting beliefs all started when you were born and were reinforced throughout your life right up to this very minute. Many of them are strengthened by the very stories you tell yourself every day. I know that when you change your story your life will change. So, the question is, what story will you tell yourself? Successful people seem to always have positive stories while unsuccessful people seem to always have negative ones. Why is it some people do well most of the time and others never seems to have a win? I believe it’s the stories they tell themselves. The unsuccessful people blame the weather, the government; they didn’t have enough time, or some variation of those stories. If you think about it the weather is the same, we have basically the same government and we all have the same 24 hours in a day. One story I hear over and over again is, “We never put anyone On-Hold”. According to AT&T, about 70% of all incoming calls are placed On-Hold and 60% will abandon the call within 30 seconds. That could mean a loss of revenue for your business when just having a custom On-Hold message might have saved that call. More statistics from AT&T that 12% of those callers take action on what they heard while holding and having an On-Hold message creates a 2 1/2% to 5% increase in sales. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain that emotional connection as well as their marketing and branding messages to their clients and prospects around the nation to enable them to increase their ROI with custom On-Hold-Messages. It affords you the opportunity of up-selling and cross-selling current clients and exposing prospects to your business philosophy. It makes a small business sound big and a big business sound friendly. Remember, I'm the guy that can turn your phone's "on hold" function into another salesperson for your team for pennies. Let Holdmasters help you when your business is on the line.

9/16/2020 Planning Is A Must
Having a plan makes improvisation effortless. There are times we are not ready for what is about to happen yet, if we have a basic plan, we will weather the storm. Jazz musicians, who are known for the ability to improvise, still work off a basic plan of chord progressions. When natural disasters occur like wild-fires or hurricanes the government has a plan for the safety of the citizens. How much more could we accomplish if we all had plans, not only for our business life but for our personal lives as well? In business, every business needs a marketing plan as well as a branding plan. In other words, how will your product or service make my life better, that’s the marketing plan, plus what does your company stand for, your brand promise. Both of these are front and center with every contact your company makes. How sales are handled to customer service, every touch possible to a client projects both your marketing and branding message. Even your reputation of how you treat your own employees suggests your brand; remember your brand is who you are, and marketing is what you do. Nowhere does both your marketing and branding become more front and center than with your phone. How you treat incoming calls can be a catalyst for increased business from current clients and new business from prospects. That thought was the genesis to creating HoldMasters. How incoming calls were treated gives you the opportunity to express both your marketing skills and brand promise all the while engaging the caller with pertinent information about your product or service. Let HoldMasters create a custom On-Hold message for you. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain that emotional connection as well as their marketing and branding messages to their clients and prospects around the nation to enable them to increase their ROI with custom On-Hold-Messages. It affords you the opportunity of up-selling and cross-selling current clients and exposing prospects to your business philosophy. It makes a small business sound big and a big business sound friendly. Remember, I'm the guy that can turn your phone's "on hold" function into another salesperson for your team for pennies. Let Holdmasters help you when your business is on the line.

9/15/2020
What every small business owner should know (salespeople are also a small business too, they are the CEO of Me, Inc.)? Remember, business apps can be your best friends, know that it's a numbers game, hiring the right people to make all the difference, have a plan for contingencies, learn to delegate your way to growth, and make customer service a way of life. So, what is a small business? A small business is defined as a privately-owned corporation, partnership, or sole proprietorship that has fewer employees and less annual revenue than a corporation or regular-sized business. The SBA, depending on your industry, says that a small business could be defined as a business with a maximum of 250 employees or a maximum of 1,500 employees. It is essential to know that you, the business owner, should always look for the professional help from your logo and website design to your branding and marketing activities. If you have salespeople make sure they are trained by qualified sales trainers. Every customer, from the largest to the smallest, should be treated as The Most Valuable Customer so, great customer service should always be a priority. Remember, times change a small client can become large, and how you treated them will come into consideration. Whenever you receive an incoming phone call, how your phone is answered, to what happens next to the caller can be the difference between an up-sell or cross-sell to a present client or a prospect becoming a new client. One way to keep the connection alive between the caller and you are with a cost effect and efficient On-Hold message. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain that emotional connection as well as their marketing and branding messages to their clients and prospects around the nation to enable them to increase their ROI with custom On-Hold-Messages. It affords you the opportunity of up-selling and cross-selling current clients and exposing prospects to your business philosophy. It makes a small business sound big and a big business sound friendly. Remember, I'm the guy that can turn your phone's "on hold" function into another salesperson for your team for pennies. Let Holdmasters help you when your business is on the line.

9/14/2020 Integrity
To define integrity, it’s the quality of being honest and having strong moral ethical principles; moral uprightness. Warren Buffet says, “Integrity is having a strong set of ethical principles, being able to tell the truth no matter the consequences, admitting to a wrong even if you could get away without doing it.” Napoleon Hill says, “When, you are able to maintain your own highest standards of integrity " regardless of what others may do " you are destined for greatness.” Honesty and trust are central to integrity, as is consistency. Look for examples of integrity in action so you can recognize this important character trait in employees’ coworkers, and employers. You import honesty and integrity into your business when you keep your word, keep your commitments, pay attention to your environment, stay focused, surround yourself with honest people, take responsibility and if you are management respect your employees. People with integrity value other principles, including honesty, respect, personal responsibility, compassion, and dependability. Corporate integrity comes from the top leadership, it will permeate through the ranks of the organization because employees look to their top leaders for the behaviors they are expected to model. Ethical business practices are not necessarily the most profitable methods in the short term, but they are essential for long-term organizational survival. To keep your integrity in the client’s or prospects mind acquire a custom On-Hold message for when they call and are placed On-Hold. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain that emotional connection as well as their marketing and branding messages to their clients and prospects around the nation to enable them to increase their ROI with custom On-Hold-Messages. It affords you the opportunity of up-selling and cross-selling current clients and exposing prospects to your business philosophy. It makes a small business sound big and a big business sound friendly. Let Holdmasters help you when your business is on the line.

9/11/2020 Value
When you have a product or service to offer to the public it’s only accepted by the value it adds to the prospect. When you show value, you move your product or service. People are willing to pay more for a product or service if they believe it gives them truly special or significant value, and if you present it to them in just the right way. Selling on value, not price involves a balance of confidence, personal rapport, and doing your homework, and it's become more difficult as technology gives consumers greater access to price information and competitors. Often companies make one fatal mistake that forces them to compromise on price; they don't narrow their target market and don't realize their products likely aren't for everyone therefore miss the results they crave. Take the time to research the potential client to see if they are a good candidate to meet your price needs. This saves you from wasting time talking to people who only want the cheapest deal. Consumers are very sophisticated, and they understand how to explore price for value. About one-third of consumers are purely hung up on price, while the other two-thirds are open to at least hearing your thoughts. The time not to show a lack of conviction is when you're asking people for money, BTW, I find customers who are obsessed with finding the lowest price turn into the biggest headaches, conversely, the customers that see your value understand you'll be there to provide customer service. Confidence is the most critical thing a sales professional needs more than anything else. I believe the toughest job selling value to customers is getting them to picture the full depth and breadth of everything your company has to offer. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain that emotional connection as well as their marketing and branding messages to their clients and prospects around the nation to enable them to increase their ROI with custom On-Hold-Messages. It affords you the opportunity of up-selling and cross-selling current clients and exposing prospects to your business philosophy. It makes a small business sound big and a big business sound friendly. Remember, I'm the guy that can turn your phone's "on hold" function into another salesperson for your team for pennies. Let HoldMasters help you when your business is on the line.

9/10/2020 Leadership
How you lead yourself is directly the same as you lead others. A leader just doesn’t bark orders and expect lemmings following them; that’s a boss. A leader creates an environment of influence, first to influence him or herself, then others. Leaders listen and evaluate options before taking action, but leaders always take action. Leaders know that if plan “A” isn’t working move on to plan “B” and if that isn’t working; next plan. Leaders say let’s work together. How you lead starts with your communication to yourself then to others. Self-talk is usually described as thinking and thinking are those questions you are always asking yourself; those questions create decisions. Therefore make sure you ask quality questions. Majestic questions create heroic decisions hence impressive results. Leaders know what to focus on. Whatever you focus on is the direction you are going to take. Keep that the goal in mind and the mini-goals along the way that helps measure your progress. Leaders know that they must trust the people on their team and that every team member plays an important role. A superior leader must always be open to new ideas that are able to grow the business. For example, creating an On-Hold message for callers to hear while waiting on the phone has shown to increase business between 2 1/2% to 5% by callers taking action on something they heard while On-Hold. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain that emotional connection as well as their marketing and branding messages to their clients and prospects around the nation to enable them to increase their ROI with custom On-Hold-Messages. It affords you the opportunity of up-selling and cross-selling current clients and exposing prospects to your business philosophy. It makes a small business sound big and a big business sound friendly. Remember, I'm the guy that can turn your phone's "on hold" function into another salesperson for your team for pennies. Let HoldMasters help you when your business is on the line.

9/09/2020 No Prospects No Customers
Keep looking for prospects because, without prospects, you have no customers. So, the question is; How do you find prospects? Depending on your product or service, prospects are all around you, if, you look for them. Find out where prospects hang out. Are they at the golf course or a PTA meeting? Is there an organization that they belong to or are they at networking meetings? Do you use the three-foot rule? Then there is the tried and true “COLD CALLING”. Each of these methods works, if, you work them. Use all of them and watch your pipeline of prospects fill up. Now that you have a prospect, how do you create a customer? You create customers by knowing their business in general, asking open-ended questions about their specific business, and actively listening to the answers. Finding out where they are hurting and share with them some possibilities to alleviate the hurt. If your product or service can do that, have a conversation, not a sales pitch, by telling third party success stories on how your product/service relieved the pain. This is where you allow your prospect to sell you on how your product/service can eliminate his or her pain because, if he or she sells him or herself, you now have a customer. The big plus is that you have established yourself as a trusted advisor, not a salesperson or peddler. You have established an emotional connection, a connection you must always keep if you want to keep that customer. One way to keep that connection alive is with a custom On Hold message. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain that emotional connection as well as their marketing and branding messages to their clients and prospects around the nation to enable them to increase their ROI with custom On-Hold-Messages. It affords you the opportunity of up-selling and cross-selling current clients and exposing prospects to your business philosophy. It makes a small business sound big and a big business sound friendly. Remember, I'm the guy that can turn your phone's "on hold" function into another salesperson for your team for pennies. Let HoldMasters help you when your business is on the line.

9/08/2020 Core Values
It has been said that “Your values create your internal compass that can navigate how you make decisions in your life. If you compromise your core values, you go nowhere.” Core values are the basic beliefs of a person or organization. These guiding beliefs dictate behavior and can help people understand the difference between right and wrong. Core values also help companies to determine if they are on the right path and obtaining their goals by creating a fixed path. There are many different examples of core values in the world, depending upon the context. Core values that companies have are similar to those that individuals might choose as unshakeable principles as well. The following are examples of core values: Dependability, Reliability, Loyalty, Open-mindedness, Commitment Honesty, Efficiency, Innovation, Creativity, Consistency, Good humor, Compassion, Spirit of adventure, Motivation, Positivity, Optimism, Passion, Respect, Fitness, Courage, Education, Perseverance, Patriotism, Service to others, Environmentalism. The way you discover your core values is by taking this list and create a pyramid placing what you think is your number one value on top and then ask yourself is number one more important than number two and go down the list. If you find one of those values more important the number one, move it to the top and repeat the exercise moving your value list around until you have a top of your pyramid standards While some people or group might expressly share their core values, often the best way to identify these values is to watch how they behave. For example, a tobacco company that emphasizes profits over public health acts in a way that is inconsistent with a stated core value of caring for others. No company will promote negative core values, of course, however you can judge what really lies at the heart of a business' mission by examining how they act when it counts. A core value is only true if it has an active influence and if the people or company manage to live by it, at least most of the time. It's also important to remember that individuals don't necessarily choose their core values. Many people have these values instilled in them, by the way, their parents, and the community around them. You may already live by strong core values without realizing it. To get a sense of what your core values are, ask yourself what activities bring you the most joy, or what you couldn't live without. What gives your life meaning or what do you want to achieve? If you can express those answers, you'll likely see a design that you can break down into a single concept, such as a consistently positive attitude or using your creativity to make the world a better place. Some core values about life might be; A belief that honesty is always the best policy and that trust has to be earned, a belief in maintaining a healthy work/life balance, a belief, or lack thereof, in God or an affiliation with a religious/spiritual institution, as you can see there are many. Your core values are your deciding factors for success in life. In business or private life, your ‘Mission Statement’ should reflect those values and every business and individual should create their own mission statement. In business one of those values should be customer service. Should you or your company receive a call from either a client or prospect how that call is handled from the moment the call is answered until its conclusion. Should that caller be placed On-Hold a custom message will continue your marketing, branding, philosophy, and core values. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain that emotional connection as well as their marketing and branding messages to their clients and prospects around the nation to enable them to increase their ROI with custom On-Hold-Messages. It affords you the opportunity of up-selling and cross-selling current clients and exposing prospects to your business philosophy. It makes a small business sound big and a big business sound friendly. Remember, I'm the guy that can turn your phone's "on hold" function into another salesperson for your team for pennies. Let HoldMasters help you when your business is on the line.

9/07/2020 Own The Power Of The Message
I hope you are having a relaxing Labor Day. I have been a Jim Rohn fan since the first time I heard him speak. Jim once said, “Don’t wish it was easier, wish you were better. Don’t wish for less problems, wish for more skills. Don’t wish for less challenge, wish for more wisdom.” Back in 1987, I was having a major challenge, I was single for the first time in twenty-plus years and had been replaced at a job that was paying me in the six-figure range. To add to the challenge, there was no money coming in, all of it was going out and my bank account was dwindling close to zero. I had to do something, and I knew someone who was producing On-Hold Messages and thought what a great idea. That the caller is captive to the message, and it made sense, that by having Information-On-Hold one should be able to keep their marketing and branding message going all the while holding the caller’s interest. Years later AT&T did the research and confirmed the power of Messages-On-Hold and how, on average, they produce anywhere from 2 1/2 % to a 5% increase in sales. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain that emotional connection as well as their marketing and branding messages to their clients and prospects around the nation to enable them to increase their ROI with custom On-Hold-Messages. It affords you the opportunity of up-selling and cross-selling current clients and exposing prospects to your business philosophy. It makes a small business sound big and a big business sound friendly. Remember, I'm the guy that can turn your phone's "on hold" function into another salesperson for your team for pennies. Let HoldMasters help you when your business is on the line.

9/04/2020 Communication
Ernest Hemingway said, “When people talk, listen completely. Most people never listen.” The most important part of communication is to hear what isn’t being said. By definition, communication is the response you get. Over many years in broadcasting from being a DJ on the radio to Bozo The Clown on television communicating with an audience has been a prime goal. The knack of writing requires the ability to write for the eye if your message is in print or write for the ear if your message will only be heard, not read. The connection for writing for the ear means that your message has to reach the theatre of the mind on an auditory plane in order to persuade the listener. This skill has been honed over many years and put into practice when we write an Advertising-On-Hold-Message for your business. Keep the communication going. When your business gets an incoming call take advantage of your captive listener and show him how he or she could reap the 2½% to 5% increase in sales that AT&T says happen with On-Hold messages. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain that emotional connection as well as their marketing and branding messages to their clients and prospects around the nation to enable them to increase their ROI with custom On-Hold-Messages. It affords you the opportunity of up-selling and cross-selling current clients and exposing prospects to your business philosophy. It makes a small business sound big and a big business sound friendly. Remember, I'm the guy that can turn your phone's "on hold" function into another salesperson for your team for pennies. Let HoldMasters help you when your business is on the line.

9/03/2020 Becoming A Trusted Advisor
How many people sell what you sell? How can any buyer choose whom to buy from? What is your brand? Whether you work for a large corporation or run a home-based business you are still the CEO of Me, Inc. and must establish your own brand. Most real estate salespeople are exposed to the multiple listing of their communities and yet certain salespeople always lead each month in closings. Why you might ask? Because they have established themselves as a trusted advisors; they have built their own personal brand. You can do this too and although it’s hard work, it’s easy to do. Most important is to do your homework and really know your prospect and his or her challenge(s). It’s equally important to know all about your product or service and how it can resolve your prospect’s challenge(s). Now it’s time to build your own personal brand for Me, Inc. Start by asking questions, easy non-threatening to start, questions like, “What made you decide to go into your business?” Most important is for you, to listen actively to the answer. Keep the funnel of questions and answers going each time digging a little deeper into the challenge(s) facing that buyer. As that challenge question continues, that prospect will feel the pain. There is no need for you to do features and benefits song and dance, all you need do is share how your product or service can alleviate that pain. You will note that as your meeting progresses you seem to be morphing from a salesperson to a trusted advisor. FYI, usually trusted advisors have greater staying power than salespeople; ergo, by losing the account to another salesperson or other vendor. Also, keep your professionalism flowing with a custom On-hold message. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain that emotional connection as well as their marketing and branding messages to their clients and prospects around the nation to enable them to increase their ROI with custom On-Hold-Messages. It affords you the opportunity of up-selling and cross-selling current clients and exposing prospects to your business philosophy. It makes a small business sound big and a big business sound friendly. Remember, I'm the guy that can turn your phone's "on hold" function into another salesperson for your team for pennies. Let HoldMasters help you when your business is on the line.

9/02/2020 Excellence Is Never an Accident
Thomas Jefferson said, "I'm a firm believer in luck, and I find the harder I work, the more I have of it." Excellence is never an accident. No matter how well your product or service performs, no matter how great you are in customer service remember, nothing happens until a sale is made. If your sales are down or your sales team’s sales are down there is a fix. If you are a salesperson keep a journal of every meeting. What worked and what didn’t work. What were the questions you asked? How were they answered? What was your follow up question? Did you zero in on the challenge(s) this prospect has? What were your solutions? Take some time to look over your journal entries and see if there is a pattern to your meetings with prospects. Think of yourself as a doctor diagnosing a patient and you are the patient. Be open to see and evaluate those things you did right and see where you need improvement. Excellence is created by continuous learning, so read a book, take a class go to a seminar, find a mentor. Remember selling is a profession and just like the doctor takes continuous educational classes, salespeople must do the same if they want to be at the top of their class. Also, keep your excellence flowing with a custom On-hold message. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain that emotional connection as well as their marketing and branding messages to their clients and prospects around the nation to enable them to increase their ROI with custom On-Hold-Messages. It affords you the opportunity of up-selling and cross-selling current clients and exposing prospects to your business philosophy. It makes a small business sound big and a big business sound friendly. Remember, I'm the guy that can turn your phone's "on hold" function into another salesperson for your team for pennies. Let HoldMasters help you when your business is on the line.

9/01/2020 Referrals
Jim Rohn says, “One customer, well taken care of, could be more valuable than $10,000 worth of advertising.” One of the best ways to build a business is through referrals. Referrals, on average, convert 30% better and have a 25% higher lifetime value than leads generated from other marketing channels. Yet, most people don’t do it for many reasons. You thought, if you do good work, people will just send you referrals, I probably don’t have to tell you this, but this is wrong. Even if you knock it out of the park for your clients there is no guarantee that they will refer you. That’s because they are focused on their business. Not yours. Without consistently staying in front of people and asking for referrals… you’ll never get them consistently. You may also think people care about your business as much as you do. Stop dreaming, your clients, peers, and connections care about themselves first and foremost. This isn’t selfish either. They absolutely should care about themselves more. Every entrepreneur has their own set of responsibilities that can typically only be fulfilled when their business is succeeding. Have you made business relationships a priority? Nobody is going to send you a referral if they don’t know you. People like to refer other people to their friends. Or at the very least someone, they know enough to vouch for them. But, if you are not regularly communicating with other businesses, why do you think they would refer your business? Chance are, they won’t. You probably feel like you don’t have enough time like you are throwing together marketing plans and hoping to get something to stick. I know you have a ton of responsibilities to clients, team members, family, friends, and yourself, however, thanks to automation 95% of your outreach, follow-up, content creation, and posting you can build & nurture your referral network without taking away from other areas of your business. And, if you’re not regularly communicating with your referral network or other business professionals, they’re not going to send you anything. You must keep your brand memorable or at least visible, not because you don’t do great work, but because you haven’t given anyone who hasn’t worked with you directly a way of knowing that you’re an expert. The best way to do this is to share great content in your emails and social media pages. If you are in your referral partner’s Facebook or LinkedIn feeds every day, they are much more likely to remember you AND view you as a top tier professional in your market. Right now, with everything going on in the world, you may be scared about things that are not in your control like the economy or politics. Don’t let that stop you. Build your referral network. One thing you can do to build confidence from your clients is to have a great custom On-Hold message. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain that emotional connection as well as their marketing and branding messages to their clients and prospects around the nation to enable them to increase their ROI with custom On-Hold-Messages. It affords you the opportunity of up-selling and cross-selling current clients and exposing prospects to your business philosophy. It makes a small business sound big and a big business sound friendly. Remember, I'm the guy that can turn your phone's "on hold" function into another salesperson for your team for pennies. Let HoldMasters help you when your business is on the line.

8/31/2020 Tangible or Intangible
We all sell something. Breaking it down, we either sell products (tangible) or services or ideas (intangible). It’s either a widget we can see and feel or service or idea that has to be seen emotionally in the mind’s eye. Tangible products are goods that a buyer can see, touch, and feel. Intangible products, or services, are solutions that offer benefits such as convenience, efficiency, or expertise but no hard good. One product that is totally an intangible, that can be considered as the genesis to selling anything, is an idea. Once you plant the idea seed you must nurture it in order for it to grow, Selling products and selling services both require effective communication and the persuasive ability to sell something that matches a customer's needs and mitigates the problem or pain. Products are judged, in part, by who offers it—not just who the vendor corporation is but also who the corporation’s representative is. The vendor and the vendor’s representative are both inextricably and inevitably part of the “product” that prospects must judge before they buy. The less tangible the generic product, the more powerfully and persistently the judgment about it gets shaped by the packaging—how it’s presented, who presents it, and what’s implied by metaphor, simile, symbol, and other surrogates for reality. The major difference in selling a service rather than a physical product is its intangibility. If you try to sell a prospect of paying for your lawn care service, for instance, you have no tangible product to show him. Instead, you need to convince him that the service's quality and your experience and personal dependability are worth paying for. To sell an intangible make it personal. Show the prospect how your service will make his or her life better. Then, make the benefits tangible, even if your product isn’t. Telling a true story of how your product helped another customer makes what you’re selling more real; create a vision in the mind’s eye of concrete outcomes. Basically, what you’re really selling is the comfort of knowing that everything will be okay even if the unexpected happens. In my On-Hold Message business, that is a service, I must share that an On-Hold message helps to eliminate call abandonment, increases up-selling and cross-selling, hence, shows an increase in ROI and, according to AT&T, that increase is between 2 ½ and 5%. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain that emotional connection as well as their marketing and branding messages to their clients and prospects around the nation to enable them to increase their ROI with custom On-Hold-Messages. It affords you the opportunity of up-selling and cross-selling current clients and exposing prospects to your business philosophy. It makes a small business sound big and a big business sound friendly. Remember, I'm the guy that can turn your phone's "on hold" function into another salesperson for your team for pennies. Let HoldMasters help you when your business is on the line.

8/28/2020 The Power of Change
The power of change is amazing. Too many people live in fear and are afraid of change. Experts have actually estimated that 90% of our fears are regarding points that will certainly never ever happen. We’ve all heard the saying, “FEAR means False Evidence Appearing Real” and in fact, the vast majority of our fears never ever come to pass. However, fear can easily be harnessed and converted into a most powerful motivator. Eleanor Roosevelt said, “You obtain strength, courage, and self-confidence by every experience in which you actually avoid looking fear in the face. You need to do the thing which you believe you cannot do.” Some of the things you can do are 1). have self-positive self–talk: Any time you have a negative thought pass through your mind acknowledge it then create a positive thought and image; 2). Have a set of positive affirmations that you say to yourself throughout your day. Use personal pronouns and keep them in the present; 3). Two things that can help disperse fear are prayer and meditation; 4). You can easily release your fears by journaling, painting, exercising, or engaging in any type of various other activity that helps you to relieve tension and anxiety; 5). Follow the Niki slogan, “Just Do It” regardless of the fear. Once you’ve faced your fear and gained it through, you’ll feel you can easily face anything, and you’ll produce an act of more powerful courage, too. Your dreams are yours for the taking. Your fears are natural, yet you can easily naturally defeat them; you have actually the power of change. Some simple things you can do to start the change are driven to work on a new route, try a different restaurant, try new food, turn off the TV and read a book or play a board game with your family. If you are in sales (and we all sell something), see how many different ways you can present your product or service. Use your telephone more in place of texting and email and have a custom On-Hold message on your phone created by HoldMasters. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain that emotional connection as well as their marketing and branding messages to their clients and prospects around the nation to enable them to increase their ROI with custom On-Hold-Messages. It affords you the opportunity of up-selling and cross-selling current clients and exposing prospects to your business philosophy. It makes a small business sound big and a big business sound friendly. Remember, I'm the guy that can turn your phone's "on hold" function into another salesperson for your team for pennies. Let HoldMasters help you when your business is on the line.

8/27/2020 Change Your Habits, Change Your Life
Did you know that Duke University did a study and found 40% of the actions people took on a daily basis weren’t actual decisions but habits? Habits are formed by rituals and unless those habits enhance your life, they have to go. Change happens in an instant once you make a decision that changes your “shoulds” to “musts”. It might be that you are over-weight and know you “should” lose weight and you know how to do it, yet, for some reason you don’t; check your rituals. Once you make a decision that you “must” lose that weight, you will create rituals that support it and you will take “action” to accomplish that goal. Those new rituals then will become habits and those habits will lead you to success. This same action applies in both your personal life and professional life. Your habits determine your success. In your professional life, what you do determines how successful you are in creating a life full of joy and fulfilment. So, start asking yourself some questions: Is what I’m doing moving me closer to my written goals? Is what I’m doing productive work or busy-work? (create your own list). Once you have the answers to your questions decide to create a new set of rituals in order to create new habits. Keep taking action and if something doesn’t work, try something else and keep trying until you reach your outcome. In my business, I found decision-makers that have certain beliefs about their marketing and branding that is not helping them move up that success ladder they aspire to climb. For example, many business owners will spend around 90+% of their marketing budget to get their phone to ring yet only about 4% to 6% once the calls come in. Is that smart thinking? Shouldn’t they have something that continues both their marketing and branding messages all the while engaging that that caller? Their decision might be to have a custom On-Hold message that does not only engage the caller all the while continuing the marketing and branding but it also up-sells and cross-sells current clients. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain that emotional connection as well as their marketing and branding messages to their clients and prospects around the nation to enable them to increase their ROI with custom On-Hold-Messages. It affords you the opportunity of up-selling and cross-selling current clients and exposing prospects to your business philosophy. It makes a small business sound big and a big business sound friendly. Remember, I'm the guy that can turn your phone's "on hold" function into another salesperson for your team for pennies. Let HoldMasters help you when your business is on the line.

8/26/2020 Attitude
Your attitude can influence the outcomes you desire especially if you are an entrepreneur. When top management maintains a positive attitude, it trickles down the line. This is true in both your personal life as well as your professional life. To be successful at home or in business remember that attitude influences an individual's choice of action, and responses to challenges, incentives, and rewards. As a leader of your home, business, or yourself, you must be passionate about your ideas, goals, and, of course, your family or business. I submit that if you have a positive attitude in your home-life it carries into your business-life. An attitude of bravery is very important. There are points in our lives that we all feel fear. Fear can be uncomfortable and crippling. But eliminating it would be the equivalent of taking down your home alarm system because it sometimes makes loud and irritating sounds. Being fearless doesn’t mean eliminating fear. It means knowing how to leverage fear. Again, whether at home or at work, an attitude of being flexible is an asset. Flexibility means to me to be open-minded and not to distress over change. You, as a leader, must have a strong work ethic. A strong work ethic is an important part of being successful in your career as well as your personal life. A work ethic is a set of values based on the ideals of discipline and hard work. Forming good habits such as focusing, staying motivated, finishing tasks immediately, and more helps to create a good work ethic that will impress your family members as well as your employees. Last but least an attitude of integrity is a must. Integrity means following your moral or ethical convictions and doing the right thing in all circumstances, even if no one is watching you. Having integrity means you are true to yourself and would do nothing that demeans or dishonors you. Whatever position you hold in your life your attitude will determine your altitude. In the business world, you can keep that positive attitude alive even when a client or prospect calls you. From your receptionist to customer service to sales and even when that caller is placed On-Hold a custom message carries your attitude and its message. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain that emotional connection as well as their marketing and branding messages to their clients and prospects around the nation to enable them to increase their ROI with custom On-Hold-Messages. It affords you the opportunity of up-selling and cross-selling current clients and exposing prospects to your business philosophy. It makes a small business sound big and a big business sound friendly. Remember, I'm the guy that can turn your phone's "on hold" function into another salesperson for your team for pennies. Let HoldMasters help you when your business is on the line.

8/25/2020 Mindsets
Tony Robbins says, “Stop being afraid of what could go wrong, and start being excited about what could go right.” Don’t let the past run your life. The past is a canceled check you can’t do anything about it except learn. And, don’t stress about the future, it hasn’t arrived. Live in the present and make it beautiful. If you feel you are on a treadmill with so much to do and you aren’t moving forward, getting things done, break it down to two or three must-do bits and tackle them. If you’ve been successful and there is more time in your day, add some more. Stop being overwhelmed. There is nothing better than the feeling of accomplishment and individuals may be surprised how motivated they feel to keep their productivity going. You must take action by forcing yourself to get up and do something, this helps you jumpstart your motivation levels. You might take a walk around the block, clean up one room in the house, or go for a short bike ride. Anything that gets the body moving will help get the brain going, as well, leaving you ready to start tackling those unfinished projects or new goals. I suggest you take a good look at your goals and then do an Internet search of success stories based on them. Seeing how other people successfully pushed themselves to be productive and successful can give you the motivational boost they need to get going on your own goals. Hearing about the achievements of others can be really inspiring, especially if there are similarities or overlap. It’s important to remember you are just as capable as anyone else, so it’s time to get started and start forming your own success stories. To get motivated it is essential for you to change their mindset and get away from negativity. If you are constantly thinking negative thoughts or dreaming up excuses as to why tackling your to-do list is not a priority, you will never move forward. When you are experiencing a negative thought, you should immediately stop and think of a way to turn that thought around. Instead of thinking why you cannot do something, try telling yourself, even though you may not succeed, you are going to give it your best attempt anyway. It’s entirely possible that just by trying you will succeed, but even if you don’t, it could still lead somewhere great and motivating as well as teaching you what doesn’t work. Find an accountability partner. This is a great way for maintaining a healthy mindset in helping you stay productive when working towards your goals. Take pride in your success. As you reach one of your mini-goals give yourself a pat on the back. Success begets more motivation toward more success. Any business that offers a product or service must have goals to achieve success. One of those goals should be customer service in order to maintain the current customer base and to build on it. One cost-effective and efficient is with an On-Hold message. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain that emotional connection as well as their marketing and branding messages to their clients and prospects around the nation to enable them to increase their ROI with custom On-Hold-Messages. It affords you the opportunity of up-selling and cross-selling current clients and exposing prospects to your business philosophy. It makes a small business sound big and a big business sound friendly. Remember, I'm the guy that can turn your phone's "on hold" function into another salesperson for your team for pennies. Let HoldMasters help you when your business is on the line.

8/24/2020 Buying or Investing
What’s the difference between ‘buying’ and ‘investing’? The way I see it, none. People buy for three reasons, just like a stock or real estate, we buy for appreciation, dividends, or both. When we purchase a home we anticipate, over time, appreciation, and our dividends are the years of comfort and pleasure. When buying a car, we seldom if ever think of the word ‘appreciation’ however, our dividend is convenient. When buying a stock, any one or all three reasons can be present. When we seek medical attention, we are buying the knowledge of the doctor, and our dividend is eliminating the pain and the only appreciation is the feeling of whatever the problem was, it’s either better or at least under control. In business, we either offer a product or a service to our prospective clients or customers. The question is then, is what we sell an investment? As I see it, everything we sell is an investment. It affords the buyer either appreciation, dividends, or both. Whether you are selling a product, service, or idea I believe, that you need to approach it as an investment. Selling children, the idea of cleaning their room or upper management selling an idea to the team need to share the appreciation and dividends they will receive. In my message On-Hold business, I must sell my prospects on the dividends it pays rather than the appreciation because there is none. One of the dividends is keeping the emotional connection alive between the prospect and their company along with their company’s philosophy in marketing and branding. Another dividend is the ability to up-sell and cross-sell their products or service. Eliminating call abandonment is a big dividend and that statistics show an average of 2 ½ to 5% increase in sales. If they feel that the investment in an On-Hold message will afford them a good return on their investment I have a new client if not, no sale. Whatever you are selling whether a product, service or idea my suggestion is to treat it as an investment. Focus on the return the prospect will receive in appreciation, dividends, or both. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain that emotional connection as well as their marketing and branding messages to their clients and prospects around the nation to enable them to increase their ROI with custom On-Hold-Messages. It affords you the opportunity of up-selling and cross-selling current clients and exposing prospects to your business philosophy. It makes a small business sound big and a big business sound friendly. Remember, I'm the guy that can turn your phone's "on hold" function into another salesperson for your team for pennies. Let HoldMasters help you when your business is on the line.

8/21/2020 Finding the Need First
Before you tell your prospect what you have, find out what he or she wants. Does that make sense? Until you know and understand the challenges how can you help? In truth, you can’t. The job of anyone who sells either a product or a service is to know the need(s) of that prospect. Doesn’t the doctor, lawyer, or accountant ask a bunch of questions before he or she attempts a solution for their client or patient? Whatever you sell, products, or services you must ask questions. The better the questions you ask the better your information will allow you to prescribe the best solution. Always ask open-ended questions like, “What is going on in your business these days, and how have things changed?” Another open-ended question that can give you lots of great information, “Many of our clients in your business are reporting problems with areas A, B, and C. How are these areas affecting you? What do you think about them?” Now sit back and listen. You will soon know what you must do to make this prospect a client. When that prospect and/or client calls, you make sure your On-Hold message reflects your company’s personality along with your marketing and branding message. HoldMasters helps businesses around the country create custom Advertising On-Hold. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain that emotional connection as well as their marketing and branding messages to their clients and prospects around the nation to enable them to increase their ROI with custom On-Hold-Messages. It affords you the opportunity of up-selling and cross-selling current clients and exposing prospects to your business philosophy. It makes a small business sound big and a big business sound friendly. Remember, I'm the guy that can turn your phone's "on hold" function into another salesperson for your team for pennies. Let HoldMasters help you when your business is on the line.

8/20/2020 Create Value Not Just Communicate
Anyone selling anything, product or service must create value, not just communicate it. In a recent survey, it was discovered that prospects rated only 1 in 8 of the sales conversations they had with salespeople as being useful in any way. In other words, the potential customer or client said that time spent with 7 out of 8 salespeople was a complete and utter waste of their time. It’s no wonder that so many sales “opportunities” end up with the customer deciding to do something else or increasingly to decide to do nothing driven, no doubt, in part by the depression brought on by so many incompetent, value-less sales conversations. Today buyers are more sophisticated and they expect you to create value. Having generic value isn’t enough; you need the specific value that reflects the challenges germane to that prospect. This shift from communicating value to creating it is one of the most profound differences between transactional and consultative selling. Value creation depends on the ability to truly understand the prospect’s situation and what they are trying to achieve. It involves creating a gap between their goals and their current reality. You the salesperson must answer the age-old buyer question, “What’s in it for me and/or my company?” Keeping the value premise alive should be part of the On-Hold function of your telephone system via an On-Hold message. HoldMasters helps businesses around the country create custom Advertising On-Hold. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain that emotional connection as well as their marketing and branding messages to their clients and prospects around the nation to enable them to increase their ROI with custom On-Hold-Messages. It affords you the opportunity of up-selling and cross-selling current clients and exposing prospects to your business philosophy. It makes a small business sound big and a big business sound friendly. Remember, I'm the guy that can turn your phone's "on hold" function into another salesperson for your team for pennies. Let HoldMasters help you when your business is on the line.

8/19/2020
When you think of ‘Blueprints’ what do you see? I saw the plans for building a building or renovating a building I never saw it as a life’s plan. However, if you think about it everyone has a blueprint of how they want their life to go. Some of us are focused and our lives follow that blueprint while others seem to make revisions along the way. If you are part of the latter group do not despair, you can revise your plan along the way and still build the life you want. It all comes down to the decisions you make and your focus on those decisions. Remember, whatever you focus on you usually get. In truth, any revision you make along the way combined with your motivation will still make your blueprint your reality. One way to keep that blueprint working full time, in your business, is for you to be using the On-Hold feature of your telephone. Here you have a captive audience that will hear both your marketing and branding message all the while engaging the caller. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain that emotional connection as well as their marketing and branding messages to their clients and prospects around the nation to enable them to increase their ROI with custom On-Hold-Messages. It affords you the opportunity of up-selling and cross-selling current clients and exposing prospects to your business philosophy. It makes a small business sound big and a big business sound friendly. Remember, I'm the guy that can turn your phone's "on hold" function into another salesperson for your team for pennies. Let HoldMasters help you when your business is on the line.

8/18/2020 For Vacations and Business
How is planning a vacation like offering your product or service? When you plan a vacation, the first step is a must to know where you are going, your goal. That same concept is of prime importance in offering goods or services; what outcome(s) are you anticipating? The second step is how do you plan on getting to your vacation destination; are you flying, walking driving or sailing, and, what is your map? In offering goods or services what is your plan on getting to yes? For me, the third step, which underlines all the steps, is having fun on the journey. Vacations should be fun and so should business. Remember you can be serious and have fun at the same time. However, if you’re not having fun, you are at the wrong vacation spot as well as being in the wrong business. Having fun is a state of mind. Our brains are such that we can program it through the choices we offer, and I submit you can find fun in anything you do. From the old song, “A spoon full of sugar helps the medicine go down”. Running a business and offering products or services is serious, however, if you have fun along the way you look forward to going to work. Years ago, when I worked in television, we had a custodian who loved cleaning the offices and the studio. He told me that when he was in the G. M’s office he thought of himself as the decision-maker and in the studio, was the talent or different floor jobs. He made is mundane job fun; everyone with a little effort and imagination can do the same. Keeping the theme of fun and serious can extend to your telephone’s On-Hold button. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain that emotional connection as well as their marketing and branding messages to their clients and prospects around the nation to enable them to increase their ROI with custom On-Hold-Messages. It affords you the opportunity of up-selling and cross-selling current clients and exposing prospects to your business philosophy. It makes a small business sound big and a big business sound friendly. Remember, I'm the guy that can turn your phone's "on hold" function into another salesperson for your team for pennies. Let HoldMasters help you when your business is on the line.

8/17/2020
Messages Are the Answer We are sending messages out all the time to others as well as to ourselves. The question is then; what is the message? The most important message is the one we send to ourselves. That voice that is in our head giving us thoughts, it’s the GPS on our journey to success in all of our lives. Those messages come from our thinking and our thinking comes from the questions we ask ourselves minute by minute. Each question leads to some kind of decision and each decision leads to an outcome; some major and some minor. The keys to better decision making, hence outcomes, are in the questions we ask ourselves and the messages we create. Ask a poor question you will make an impoverished decision that sends and inferior message to your brain. Every message you send to yourself must empower you and every message you send to others must empower them. Your messages must engage you as well as others on an emotional level. Remember, emotions dictate results, not facts. One way to keep that emotional and engaging message moving forward, along with your marketing and branding message, is with a custom On-Hold message on your phone. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain that emotional connection as well as their marketing and branding messages to their clients and prospects around the nation to enable them to increase their ROI with custom On-Hold-Messages. It affords you the opportunity of up-selling and cross-selling current clients and exposing prospects to your business philosophy. It makes a small business sound big and a big business sound friendly. Remember, I'm the guy that can turn your phone's "on hold" function into another salesperson for your team for pennies. Let HoldMasters help you when your business is on the line.

8/14/2020 Focus, A Key to Success
Focus is a major key to success. Have you noticed that what you focus on is usually what you get? Our brains are such that we can only focus on one thing at a time; sure, we see lots of other things, but our focus is on one. To be successful we must have a laser focus on whatever task is at hand before we move on. Using the concept of seeing the task completed in advance can enhance our focus because of the feeling we anticipate getting at its conclusion. Success in anything seldom comes haphazardly; we need imagination, planning, focus, and hard work. Have you noticed that the more you focus the harder you work and the more success you get? It all starts with an idea, your goal. Then, set your map in place, those mini-goals on your highway to success. Here is where you focus your energy as you see your idea of getting closer as each mini goal is reached and how you navigate any detours on this road. Use all the resources at your disposal to make this journey as smooth as possible. One resource should be the HOLD button on your phone. You have the perfect opportunity to share your idea to a captive listener by having a custom On-Hold message sharing your vision. and branding messages. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain that emotional connection as well as their marketing and branding messages to their clients and prospects around the nation to enable them to increase their ROI with custom On-Hold-Messages. It affords you the opportunity of up-selling and cross-selling current clients and exposing prospects to your business philosophy. It makes a small business sound big and a big business sound friendly. Remember, I'm the guy that can turn your phone's "on hold" function into another salesperson for your team for pennies. Let HoldMasters help you when your business is on the line.

8/13/2020 The Sales Presentation
The quality of your sales presentation will often determine whether a prospect buys from you or from one of your competitors. Many presentations lack pizzazz and are seldom compelling enough to motivate the other person to make a buying decision. By pizzazz I’m talking about your enthusiasm; enthusiasm is contagious. If you’re not enthusiastic how do you expect the prospect to feel? Are you telling compelling stories to pique their interest? Always qualify your audience prior to your sales presentation. Make sure they can use what you offer, can they afford it, and are you speaking to someone who can say, “yes”. Ask questions to find out what they have at present that serves in the same area as your product or service. Before you launch into your presentation determine if your product or service would be of value. Find out if they are satisfied with what they have now and what would they like to see to improve their satisfaction. Even if a prospect is interested in your product or service, they may not be able to buy at the present time. Often it comes down to a budget issue, and the timing's not right. Other times, it's because a contract hasn't expired. Sometimes the prospect already owns a product that works for them and buying your product wouldn't be any kind of improvement. In that case, don't try to fast-talk or pressure them into buying from you. It's much better to confess, "I think your current setup is just fine for you right now.” Prospects appreciate honesty and you'll have a good chance of making the sale at a later date when their situation changes (e.g. the product breaks down or their current provider jacks up their fees) or getting referrals. Show that your product or service will increase their profitability. For example, in my Message On-Hold business that these messages are both cost-effective and efficient. Then I’d share that since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain that emotional connection as well as their marketing and branding messages to their clients and prospects around the nation to enable them to increase their ROI with custom On-Hold-Messages. It affords you the opportunity of up-selling and cross-selling current clients and exposing prospects to your business philosophy. It makes a small business sound big and a big business sound friendly. Remember, I'm the guy that can turn your phone's "on hold" function into another salesperson for your team for pennies. Let HoldMasters help you when your business is on the line.

8/12/2020 Appointment Setting
Regardless of the business you are in you either have a product or service you are offering. In order to make that sale, you need to set an appointment in order to have a conversation and see if what you have answers a need and relieves pain. As a representative of your business, you will always have two goals. Your ultimate goal is to close the sale and get a new client. Your immediate goal is to get the prospect to move to the next stage in your sales process (the appointment) but first focus on the right goal, create enough interest to set that appointment, and don’t sound like a salesperson. Confirm that the prospect is available for the call. This is one of the more debatable appointment setting tips as many people will disagree, but I suggest that you open your call by confirming that the prospect is available by asking if you have caught the prospect in the middle of anything. This small change can show the prospect that you respect them, and their time and it can buy you 2 to 5 minutes to work with when the prospect says they are available. Once you confirm that the prospect is available, share some sort of elevator pitch. This should be one to two sentences that communicate how you can help the prospect. Your elevator pitch could be a value statement or value proposition, it could be some pain point examples, or it could be a quick past client example. Now, ask good probing open-ended questions. These questions should be determined from your research about the industry or specific business, they will help to make the call more engaging and interactive. You are usually going to get some objections when you are making B2B cold calls. Instead of trying to figure out how to respond to an objection when you are on a live call, stop to outline the objections that you can anticipate ahead of time and prepare some responses in advance that will help you to keep calls going. Remember, your immediate goal is not necessarily to sell the product and is more so to set the appointment. As a result, you don’t need to build the prospect’s level of interest so that they purchase. You need to build just enough interest and curiosity so that the prospect wants to continue the conversation. For example, in my Message On-Hold business when I tell someone that I'm the guy that can turn your phone's "on hold" function into another salesperson for your team for pennies. There is usually curiosity created. I might then expand on it by telling them that since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain that emotional connection as well as their marketing and branding messages to their clients and prospects around the nation to enable them to increase their ROI with custom On-Hold-Messages. It affords you the opportunity of up-selling and cross-selling current clients and exposing prospects to your business philosophy. It makes a small business sound big and a big business sound friendly. At this point assume they are interested enough to continue the conversation and ask them if they have their calendar handy and set up the date and time. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain that emotional connection as well as their marketing and branding messages to their clients and prospects around the nation to enable them to increase their ROI with custom On-Hold-Messages. It affords you the opportunity of up-selling and cross-selling current clients and exposing prospects to your business philosophy. It makes a small business sound big and a big business sound friendly. Remember, I'm the guy that can turn your phone's "on hold" function into another salesperson for your team for pennies. Let HoldMasters help you when your business is on the line

8/11/2020 The Elevator Speech
The 30 Second Elevator Speech is a brief, persuasive speech that you use to spark interest in what you and your organization do. It communicates who you are, what you’re looking for, and how you can benefit a company or organization and, it’s typically about 30 seconds to a minute in length, the time it takes people to ride from the top to the bottom of a building in an elevator. Within your elevator speech, you need to know your objective and focus on the challenges that you solve and how you help people. First and foremost, your speech should excite you: after all, if you don't get excited about what you're saying, neither will your audience. Make sure you communicate your ‘Unique Selling Proposition (USP),’ then engage your audience by asking open-ended questions (questions that can not be answered with a "yes" or "no" answer) to involve them in the conversation. Then, put it all together and practice it before a mirror for in-person encounters and record it for when you are using the phone. Remember, you only have a few seconds to make a first impression and create interest. In building your elevator speech ask yourself, “What challenges does my product (or service) solve” (and that should narrow down your target market). Who is your competition? When Henry Ford started selling automobiles his competition was horses and bikes. In my message on hold business, my competition is canned music, radio stations, beeps, or just silence. If you are able to further distill your 30 seconds to one sentence better yet. It helps you, as a representative, focus on exactly what you do and who you’re doing it for. It also helps you clearly market your business. Your goal should be to have your audience ask for more information, but that is not your cue to go into a sale presentation it’s your cue to set an appointment for a future conversation; make your listener want more. Think of your elevator speech as a simple headline at the top of your website or brochures that will communicate the core essence of your company and generate interest in learning more about what you do. In my message On-Hold business I can I turn your phone's "On Hold" function into another marketing person for your business for pennies. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain that emotional connection as well as their marketing and branding messages to their clients and prospects around the nation to enable them to increase their ROI with custom On-Hold-Messages. It affords you the opportunity of up-selling and cross-selling current clients and exposing prospects to your business philosophy. It makes a small business sound big and a big business sound friendly. Remember, I'm the guy that can turn your phone's "on hold" function into another salesperson for your team for pennies. Let HoldMasters help you when your business is on the line.

8/10/2020 Here’s an Idea
Everyone offers ideas both to themselves and to others. So, what is an idea? By definition an idea is any conception existing in the mind as a result of mental understanding, awareness, or an activity, alternatively, it can be a thought, conception, or notion, an impression, an opinion, view, or a belief, your plan of action; an intention and last but not least is a groundless supposition; fantasy. Bottom line, an idea is a concept developed by the mind. In the business or personal world ideas are exchanged between others or, within your own psyche. An idea can inspire, stimulate, and persuade or it can be a deterrent or, a discouragement. Since ideas are thoughts, and thoughts are things, ideas are very powerful. Ideas generate questions and, as usual, questions spawn answers; some we accept and some we don’t. In business, when ideas are exchanged there is either a buy-in or buy-out. So, how do you create an atmosphere for the buy in? By asking questions in order to discover needs and desires. Needs to me are immediate and desires are long-term. Getting to the buy-in requires tapping in on an emotion. The first emotion is fear and the pain it brings. The second emotion is pleasure and the joy it brings. The more fear you create, pain, the better the chance for a buy-in when you play the pleasure card. In sales (and we all sell something usually ideas) all buying decisions stem from the interplay of the following emotions; 1. “Fear” if I don’t make a decision now, I’m toast. 2. “Greed” if I make a decision now, I’ll be rewarded. 3. “Altruism” if I make a decision now, I will help others. 4. “Envy” if I don’t make a decision now, my competition will win. 5. “Pride” if I make a decision now, I’ll look smart. 6. “Shame” if I don’t make a decision now, I’ll look stupid. Every idea either creates or augments one or more of these emotional states. Therefore, when offering ideas always ask the questions that will elicit one of these emotions. Remember, ‘facts tell, emotions sell’. Keep the ideas flowing with great questions, not only to others, but to yourself as well. Then offer an idea that could assuage the pain and increase the pleasure like an On-Hold message. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain that emotional connection as well as their marketing and branding messages to their clients and prospects around the nation to enable them to increase their ROI with custom On-Hold-Messages. It affords you the opportunity of up-selling and cross-selling current clients and exposing prospects to your business philosophy. It makes a small business sound big and a big business sound friendly. Remember, I'm the guy that can turn your phone's "on hold" function into another salesperson for your team for pennies. Let HoldMasters help you when your business is on the line.

8/07/2020 Eating Elephants
The old question; “How do you eat an elephant? One bite at a time”; is true both in your personal life and business life. Too often when challenges arise many of us see the enormity of it and forget to address those challenges one at a time. Most people I know can’t stuff the whole elephant in their mouth at once, so take little bites. Remember to see the challenge as it is, not worse than it is. Then, make a decision about what you can do about it, and, if what you have decided doesn't work, try something else. Never give up; know that something will work. We are always making decisions and they come from the questions we ask ourselves. The ultimate question should always be, “What is the outcome I want?” If you are in a business, whether you offer a product or service, you might consider asking the question; “How can I gain a larger market share with new prospects and increase sales with existing clients?” One way is by using your phone. Too many businesses use email and text messaging to connect. Neither of those methods matches the human voice. Words on a screen do not reflect tonality and emotion which is key in communication; these help you engage with the person Another way to use the phone is with your HOLD button. When placing someone On-Hold has a message that reflects your marketing and branding message. One that engages the listener and keeps the emotional connection Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain that emotional connection as well as their marketing and branding messages to their clients and prospects around the nation to enable them to increase their ROI with custom On-Hold-Messages. It affords you the opportunity of up-selling and cross-selling current clients and exposing prospects to your business philosophy. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

8/06/2020 The Three-Legged Stool
Success in any business endeavor, to my thinking, is a three-legged stool, with success being the seat. Each leg adds to the stability. The three legs are discipline, consistency, and curiosity. Think about any successful business whether you are the top of the ladder or the lowest rung if you are not disciplined in your work ethic, not consistent, and aren’t curious you are not growing. Success is not only planting the apple seed, it’s picking the apple off the tree. If you are not curious about who is the apple buyer is, you miss the target. In the professions, it takes discipline to learn your specialty and consistency to keep your patients and/or clients plus the curiosity to keep learning to ensure you are at the top of your game when people seek your help. This idea holds true in any business, and the part you play in that business. Discipline means you are in control by setting the direction and culture of that business. You, the top authority, set the rules, routine, and training of each team member. Each team member has to create their own discipline, consistency, and curiosity for whatever echelon in the company they serve. Consistency is the stability of your organization. Whether you like the food or not, you know whenever you go to a McDonalds you will have the same experience. The people that seek or use your product or service expect stability. Curiosity simply means you are always seeking new and better ways to do your job. Under this leg of the stool, you are attending seminars, reading books, taking classes, or getting a coach. Curiosity means you are always asking questions with ‘how’ being a keyword. If you are part of the marketing team, all of the ideas of a three-legged stool are mandatory with curiosity being prime however without discipline and consistency the stool collapses. This stool must be replicated in every interaction your business has with the public. From the receptionist who answers the phone, to customer service, to sales, even top management, and your On-Hold message. The On-Hold message serves as a buffer between the caller and your business. Its job is to inform, entertain, and keep the emotional connection alive until the call is connected. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain that emotional connection as well as their marketing and branding messages to their clients and prospects around the nation to enable them to increase their ROI with custom On-Hold-Messages. It affords you the opportunity of up-selling and cross-selling current clients and exposing prospects to your business philosophy. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

8/05/2020 Sell Yourself First
If you remember the TV game show ‘The $20,000 Pyramid’ then this will be a memorable trip, if not, something to absorb. The subject, “Things You Sell”. We can all agree that in business we sell either a product or a service, but there is so much more we sell. We sell the company’s philosophy, its brand. We sell the promise we make to our clients; but the first rule, we must sell ourselves. In every aspect of our lives, we sell ourselves first, then, the product, service, idea, or philosophy. When a person is applying for a job, two sales are in progress. The employer selling why his company is a great company to work for and the applicant of why he or she is the right person for the job. Through marketing you let the world know who you are and what you do. With branding, you share with the world your philosophy and make a promise to the world that when they utilize your product or service their expectations are met. These two keys to sales are pervasive in every aspect of daily life. If you can influence people to buy into your story, you make a sale. The parent getting the child to do something, getting the child to buy in and see the value, the religious leader preaching the doctrine to a willing congregation, the business owner getting his or her team all to pull the rope in the same direction, even doctors, lawyers and accountants are selling their respective service. When the politician is asking for your vote, that is selling, and your vote, the product. The key to success in all of these endeavors is building a trust bond that should never be broken. One place where trust bonds are broken is with your telephone. When the receptionist answers the phone is she keeping your company’s philosophy alive? The same question for your customer service people, bookkeeping, delivery, and your On-Hold message when the caller is placed On-Hold. This same sale that has been bought into by the entire team must be reflected when callers are placed On-Hold. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain that emotional connection as well as their marketing and branding messages to their clients and prospects around the nation to enable them to increase their ROI with custom On-Hold-Messages. It affords you the opportunity of up-selling and cross-selling current clients and exposing prospects to your business philosophy. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

8/04/2020 Discovering Value
Discovering value for your product, service or idea creates a very interesting challenge. Values are individual thoughts seen through a very personal and specific lens. I believe every human being has a hierarchy of values, depending on the subject at hand, with the top of the pyramid being prime. Your value rating system changes with every new opportunity presented. The top value in the purchase of a car may be totally different than buying a house. For example, your top value with a car may be safe while your top value in buying a home may be the location. That doesn’t mean other personal standards aren’t there, they just are not the summit of that particular pyramid, they are not number one. Try this exercise for yourself when buying a car. Write down what you look for in buying a car; looks, comfort, safety, resale value, up-keep expenses, etc. Then ask yourself what is most important to you and put it on top. For example, ask yourself, is the style more important than safety, if the answer is,” No” then safety goes over style. Do this for each of the values you look for in making that purchase until you have that hierarchy. Now, if I were the car dealer I would strive to understand your pecking order of values and tailor the conversation to satisfy those values. The way you ascertain the values is through a conversation and asking open-ended questions, and actively listen to the answers. This same value-seeking activity can be used in influencing any situation. Once you’ve created that pyramid with their value on top you have established yourself as someone that understands that individual’s value system and you are becoming that trusted advisor. Once you’ve created that value ranking you can now, again through questions, discover the need. If your product or service isn’t needed, then making a sale with integrity is not going to be a reality and it’s best to tell them that you don’t think you are a fit. However, if you extract the pain, and know the person’s value system, though your conversation you are establishing that needed but elusive emotional connection. The emotional connection should be omnipresent in every interaction, even on the phone. Should they call you your voicemail must have an emotional connection and so should your On-Hold message. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain that emotional connection as well as their marketing and branding messages to their clients and prospects around the nation to enable them to increase their ROI with custom On-Hold-Messages. It affords you the opportunity of up-selling and cross-selling current clients and exposing prospects to your business philosophy. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

8/03/2020 Marketing
Without marketing, most businesses fail so, what is marketing and why? Basically, marketing tells the world what you do. By definition, marketing is the activity, set of institutions, and processes for creating, communicating, delivering, and exchanging offerings that have value for customers, clients, partners, and society at large. Understanding who you are trying to reach is key therefore one of the areas that marketing excels is in research. This research links the consumer, customer, and public to the product or service through information, information used to identify and define opportunities and problems; generate, refine, and evaluate actions; monitor performance; and improve the understanding of marketing as a process. This research is specific with the information that is required to address issues, plus it designs the method for collecting information, manages and implements the data collection process, analyzes the results, and communicates the findings and, what they all mean. It’s been said that there are four P’s in marketing. First is the product and what it offers to the public at large; second is the price, what does it cost? Third, is the place; where are the products or services available? Last but not least is the promotion. How are you going to promote it, what are the tactics that encourage short-term purchase, influence trial and quantity of purchase, and are very measurable in volume, share, and profit? In other words where and how are you going to advertise this? It’s also been said, “Good marketing makes the company look smart. Great marketing makes the customer feel smart.” Remember, with every touchpoint with a client you are always marketing. You should be marketing when: 1. you call and leave a voice mail; 2. With every email; 3. Any and all printed material; 4. Even when a caller is placed On-Hold. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain that emotional connection as well as their marketing and branding messages to their clients and prospects around the nation to enable them to increase their ROI with custom On-Hold-Messages. It affords you the opportunity of up-selling and cross-selling current clients and exposing prospects to your business philosophy. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line

7/30/2020 Advertising
You are in business. You have a great product to offer to the public. You have done both your marketing and branding diligently and now it’s time to advertise. So, what is advertising? By definition, advertising is the process by which businesses or individuals showcase their products or services to the public. The goal of advertising is to sell products, increase brand awareness, or promote an idea. There are three purposes of advertising: to inform, to remind and to persuade. Now, where do you advertise? If you choose to print, you have your choice between newspapers, magazines, directories, catalogs, direct mail, and posters. Broadcasting affords you a choice between radio, television, public service announcements and infomercials. Billboards, buses, taxies, and trucks fall under the category of outdoor advertising. Then there is on-line social media advertising that includes; videos, app ads, search ads, display ads, carousel ads, sponsored posts, video ads, stories, banner ads, native ads, display ads and pop-ups and last but not least email advertising that includes newsletters, new product announcements, customer testimonials, and sales reminders. What to do? So many choices. You must match up your advertising vehicle with your audience. For example, if you want to reach the youth market a classical music station might not be a great choice, although you listen all day long. You need to identify your audience. Look at past sales and market research to determine your audience’s age, ethnicity, gender, and socioeconomic status. Get professional help from people who direct advertising campaigns. Install cookies on your website to target online ads to site visitors who have not yet purchased your products. When available use free advertising methods like social media or web content when you start advertising. Most web hosting platforms or social media sites provide some data regarding the people who interact with your posts, so you can see which advertisements received the most engagement. Use that information to determine which advertising methods would be profitable when you allocate your advertising budget. Always, track your success. Get involved with local chambers and networking groups where you can meet other business professionals or host a charity event for a local cause. Charitable events allow you to support your local fire station, food bank or schools while also spreading awareness about your business. Another cost-effective and efficient way is with the hold button on your telephone. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain that emotional connection as well as their marketing and branding messages to their clients and prospects around the nation to enable them to increase their ROI with custom On-Hold-Messages. It affords you the opportunity of up-selling and cross-selling current clients and exposing prospects to your business philosophy. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

7/29/2020 Branding
Branding and marketing are not the same. Marketing is what you do and branding is who you are. A brand is a promise you make to your audiences. Strong brands are valuable assets because when the promise is fulfilled, it creates an emotional connection. Remember, facts tell but emotions sell. Strong brands can create a preference or command a premium and assure a future stream of revenue. The name and visual expression of that promise are called a brand identity because it gives you a way to identify with the promise being made. When you are branding your business or yourself, it’s about positioning the brand to fill a need, meet expectations, build trust, and develop relationships. It’s about keeping your promise separated, germane, engrossing, and verifiable. Basically, branding is making, communicating, and delivering a promise. Branding is a long-term commitment. Marketing is defined as finding and connecting with the audiences who will most benefit from that promise. Once again always keep your brand message alive with every communication with the public or the individual buyer. One cost-effective and efficient way that statistics show that there is a 2 1/2% to 5% increase in sales when your hold button has a custom message playing on your phone. Statistics show on average, 70% of all incoming calls are being placed On-Hold, then, it just makes sense to continue your marketing and branding message to that captive audience. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain that emotional connection as well as their marketing and branding messages to their clients and prospects around the nation to enable them to increase their ROI with custom On-Hold-Messages. It affords you the opportunity of up-selling and cross-selling current clients and exposing prospects to your business philosophy. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

7/28/2020 Marketing
Without marketing, most businesses fail so, what is marketing and why? Basically, marketing tells the world what you do. By definition, marketing is the activity, set of institutions, and processes for creating, communicating, delivering, and exchanging offerings that have value for customers, clients, partners, and society at large. Understanding who you are trying to reach is key therefore one of the areas that marketing excels is in research. This research links the consumer, customer, and public to the product or service through information, information used to identify and define opportunities and problems; generate, refine, and evaluate actions; monitor performance; and improve the understanding of marketing as a process. This research is specific with the information that is required to address issues, plus it designs the method for collecting information, manages and implements the data collection process, analyzes the results, and communicates the findings and, what they all mean. It’s been said that there are four P’s in marketing. First is the product and what it offers to the public at large; second is the price, what does it cost? Third, is the place; where are the products or services available? Last but not least is the promotion. How are you going to promote it, what are the tactics that encourage short-term purchase, influence trial and quantity of purchase, and are very measurable in volume, share and profit? In other words where and how are you going to advertise this? It’s been said, “Good marketing makes the company look smart. Great marketing makes the customer feel smart.” Remember, with every touch point with a client you are always marketing. You should be marketing when: 1. you call and leave a voice mail; 2. With every email; 3. Any and all printed material; 4. Even when a caller is placed On-Hold. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain that emotional connection as well as their marketing and branding messages to their clients and prospects around the nation to enable them to increase their ROI with custom On-Hold-Messages. It affords you the opportunity of up-selling and cross-selling current clients and exposing prospects to your business philosophy. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

7/27/2020 Value Propositions
In the business world, we hear a lot about “Value Propositions”. What are they and how do you create one is the subject of today’s blog. However, a ‘value proposition’ works on many levels. The obvious is when selling a product or a service to a customer it’s a strong assist in closing the sale. A different ‘value proposition’ works when hiring new employees and still a different kind works in your personal life. Once you understand what it is and how it works, you will see how it can be adopted to every aspect of life. A value proposition isn't just the product or service you agree to deliver to the customer, it's the ingredient of your business that solves problem competitors can't. Your value proposition is your unique identifier. Without it, people don't have a reason to work with you over somebody else. Value propositions are not tag lines, slogan, logos, mission statements or even how you position yourself in the market place. Those types of copy are important accessories to your brand, but your potential customers and employees don't choose one business over the other based on a high-level mission statement. Your value proposition takes a deep dive deep into the problems you solve for people, and, what makes you the right one for the job. Almost 70% of B2B business entities have created a value proposition. When the buyer is motivated to buy he or she will consider the perceived benefits less the cost. If you drive traffic to their website, a value proposition is one the most important conversion factors that should be seen by every visitors, yet statistic tell us that only 54% of companies do little to nothing to enhance their value proposition. When creating a value proposition remember it must explain how your product or service eliminates challenges and improves situations. It tells the reader what specific benefits they can expect and why they should chose you over the competition. All value propositions should have the following elements; 1. A headline describing the benefit you are offering, 2. A sub-headline or paragraph detailing an clarification of what you have to offer to whom and why. 3. If you chose to add a list of benefits and features and 4. Here’s your opportunity to show a visual or image that enables you to enhance the message. A good value proposition is easy to understand, communicates specific results the buyer will get, and it should also explain why it is different and better. Your value proposition needs to expressed in all types of communication from websites to one-sheets to brochures and emails and even on your phone’s On-Hold feature. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain that emotional connection as well as their marketing and branding messages to their clients and prospects around the nation to enable them to increase their ROI with custom On-Hold-Messages. It affords you the opportunity of up-selling and cross-selling current clients and exposing prospects to your business philosophy. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line

7/24/2020 Higher Standards
Being a salesperson, in my opinion, is like playing golf; you compete against a standard. In golf the standards are set by others and are called par; in sales, the standards are set by the salesperson or sales manager and are called budgets or goals. When you are in sales, you can regulate your income by raising your goals and you do that by raising your standards. Observing many people over the years it seems people meet their standards, so, the question is; what are yours? If you want to grow your business, set goals that reflect higher standards. Whether you own a business or are part of the sales team you must get emotional over your paradigms. Emotions are the fuel that drives the mission. It is said that emotion starts with motion. Mike Norton (White Mountain) said, “The true measure of a man is not what he dreams, but what he aspires to be; a dream is nothing without action. Whether one fails or succeeds is irrelevant; all that matters is that there was motion in his life. That alone affects the world.” If you raise your standards and neglect to take action those new standards will never be seen. One simple and both cost-effective and efficient action are having a custom On-Hold message from HoldMasters on your phone. It keeps the emotional connection alive with all callers while keeping them engaged with you. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain that emotional connection as well as their marketing and branding messages to their clients and prospects around the nation to enable them to increase their ROI with custom On-Hold-Messages. It affords you the opportunity of up-selling and cross-selling current clients and exposing prospects to your business philosophy. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

7/23/2020 Failure In SaleFailure In Sales
Regardless of what your business is, you must market it, and in some way sell your product or service. No business can survive without sales and the wheels of any and all business grow with sales. Sales drive profit, growth, and success. Like any engine, your sales team needs to be maintained and looked after in order to keep it humming along nicely. But as any mechanic can tell you - even the best-maintained engine can break down due to the unexpected failure of individual parts. Whether you are the owner, sales manager, or self-employed salesperson your job is to make sure you or your individual team members hit their goals. Statistics show that around one-third of all salespeople fail to hit their quotas either permanently, or from time to time and you are self-employed, you know when you aren’t performing at your best. Failure in anything is inevitable but you must stay clear of any fear that might accompany it. The great baseball player Ted Williams had a lifetime batting average of over 400 which means he fails to get a hit around 60% of the time. Failure should be a learning tool for salespeople. In my opinion, everyone in your business is part of the marketing and sales team. From the owner to the janitor, they all must be kept motivated. That motivation should start with whoever answers the phone, to the gatekeeper, sales, and sales manager, boss, and your custom On-Hold message. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain that emotional connection as well as their marketing and branding messages to their clients and prospects around the nation to enable them to increase their ROI with custom On-Hold-Messages. It affords you the opportunity of up-selling and cross-selling current clients and exposing prospects to your business philosophy. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

7/22/2020 Closing The Sale
If you are still using those old traditional ‘sales closing techniques’ you know, the now or never, the summary close, a sharp angle close then I would suggest you come into the 21 century. I’m sure you’ve given up the beeper and the flip phone for a smartphone then why not evolve your selling technique. These canned closing techniques probably seem a little old-fashioned. Perhaps they strike you as a little too "salesy," particularly in light of the rise of inbound sales. The idea of closing itself needs to encompass any and all incremental agreements you secure throughout a sales process -- not just the moment of final purchase. Therefore, you need a process that starts with hello and ends with thank you for your business. The process should find out what that customer needs, his or her challenges at the moment. The salesperson should, in his her own mind, decide if their product or service can do the job. If it can’t, tell the client that you are not a fit; they will appreciate it and will remember you for the future and they will refer you. However, if you effectively communicate how your specific products or services offer an affordable and satisfactory solution to those challenges if these two requirements are properly achieved, then there should be no barrier to closure. The closing question can be asked directly at that point. It's imperative that reps ask prospects probing open-ended questions, then, actively listen to the answer. Effective salespeople focus on closing a sale as soon as a conversation with a prospect begins. Through a series of open-ended questions, they develop a desire in the client and eliminate every objection to purchasing. Draw on the power of positive thinking, the ‘Assumptive Close’. If you believe, from the first phone call or piece of email outreach, you will close this deal, it can have an incredible effect on the rest of the sales process. The questions you asked along the way helped both you and the customer determine what challenges are front and center that allows you to ask the question, “Does this sound like something that would be valuable to your company? Does this meet a specific need or pain point?" The ‘soft close’ is a way to show your prospect the benefit of your product and then ask a low-impact question to ascertain whether they'd be open to learning more. Ask a question like, “If I could show you a way to add a 2 1/2% to 5% increase is sales would that be something your business could benefit from?” This removes their need to commit to you in the slightest and gives you more time to learn about their business needs. One area where you can help in closing the sale is with your On-Hold message. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain that emotional connection as well as their marketing and branding messages to their clients and prospects around the nation to enable them to increase their ROI with custom On-Hold-Messages. It affords you the opportunity of up-selling and cross-selling current clients and exposing prospects to your business philosophy. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

7/21/2020 Number One Sales Challenge
If you ask most sales-people what their top enemy in selling is, most will say, ‘No Decision’. Buyers spend many hours reading documents and hire consultants to make sure they are making the right decision. They will also conduct lengthy product evaluations and talk to existing users of the products to ensure they work as advertised. All these steps are taken in an effort to eliminate their fears, reduce their uncertainties, and satisfy their doubts. With all that, prospects and clients are never 100 percent sure they are purchasing the right product and there are always naysayers in the organization who are against moving forward. As a result, customers frequently won’t make a purchase even after an exhaustive evaluation. Buyers are more cautious than ever and moving the buyer to the point where they will make a purchase is a formidable undertaking. In some cases, the excitement generated by the salesperson’s initial 30,000-foot sales pitch to senior executives didn’t motivate meaningful follow-up from the lower level personnel of the customer’s organization. At other accounts, prospective buyers weren’t experienced with purchasing products. They didn’t understand how to sell their project internally and were unable to garner senior executive sponsorship. During lengthy sales cycles, evaluators frequently become reoriented toward other emergencies and the decision-makers disappeared. Increasingly, purchasing has more say over decisions that were previously made solely by business areas. Procurement can be introduced very late during a sales cycle and reopen the process long after the salesperson thinks he has already won the deal. Getting a positive decision starts with the very first contact whether in person or on-line. How you look, the questions you ask all contribute to creating a positive feeling. Creating points of major business discomfort are key. By showing an understanding of that pain, and through a nurturing mindset how you can solve the cause, as a doctor through treatments eliminates the problem, you build trust and trust can be a major ingredient to a yes than no-decision. Every opportunity to reach the buyer on an emotional level is a step to a decision as opposed to no-decision. Your emails and voice mail along with any of your printed material need to create an emotional tie between you and the prospect. Even when the client or prospect calls you, make sure you have a custom On-Hold message that keeps that emotional connection alive. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain that emotional connection as well as their marketing and branding messages to their clients and prospects around the nation to enable them to increase their ROI with custom On-Hold-Messages. It affords you the opportunity of up-selling and cross-selling current clients and exposing prospects to your business philosophy. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

7/20/2020 Value Proposition
When, in any business, when your products or services are not moving, this can be caused by many reasons. One reason is that your company’s representative or website never created a need. Both, the website or the representative’s number one job is to create a “Value Proposition.” In a nutshell, a value proposition is a clear statement that offers three things: 1. Relevancy, explain how your product solves customers’ problems or improves their situation.2. quantified value, and deliver specific benefits. and 3. differentiation, tell the ideal customer why they should buy from you and not from the competition. On your website, a ‘’Value Proposition’ is also the #1 thing that determines whether people will bother reading more about your product or hit the back button on your site. Your value proposition is the main thing you need to test—if you get it right, it will be a huge boost. Remember, the less known your company is, the better your value proposition needs to be. Your value proposition needs to be in the language of the industry or customer. It should join the conversation that’s already going on in the customer’s mind. To do that, you need to know the language your customers use to describe your offering and how they benefit from it. This is done through research and this is especially needed for in-person sales calls. You cannot guess what the right language is. The way you speak about your services is often very different from how your customers describe them. By speaking or writing in the same language as the client, you are starting to create rapport, a key to any successful transaction. The best value proposition is clear: What is it? For whom? How is it useful? If those questions are answered, you’re on the right path. Always strive for clarity first. Your ‘Value Proposition’ should be carried forward in every touch-point with the client from email to voice mail, from one-sheets to brochures and website, and should that client call you and be placed On-Hold make sure in your custom On-Hold message carries that message. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain that emotional connection as well as their marketing and branding messages to their clients and prospects around the nation to enable them to increase their ROI with custom On-Hold-Messages. It affords you the opportunity of up-selling and cross-selling current clients and exposing prospects to your business philosophy. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

7/17/2020 Some Rules for Life
Life has many rules. Here I’d like to share some of the one Rules of Life that I feel are helpful in both your personal and professional life. Never ruin a good day by thinking of a bad yesterday, let it go. Yesterday is a canceled check, it’s history and unless you want to fabricate it, let it go. Live a life that is empowering to you by not listening to people that are negative and try to bring you down, ignore them. Time is a great healer so give it time to heal. Try not to compare yourself to anyone just try to improve on the person you were yesterday. Don’t fret if you don’t have everything figured out now, in time it will come to you so, be calm. You are in charge of your happiness therefore remember, life is short you might as well enjoy it while you have it and remember to smile. One rule for your business life is never to break the emotional connection you’ve made with your client or prospect. You must keep that rapport going and building to enable you to maintain the client or create a new one. One cost-effective and efficient way is with a custom On-Hold message should that client or prospect call you and is captive to what they hear while holding. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain that emotional connection as well as their marketing and branding messages to their clients and prospects around the nation to enable them to increase their ROI with custom On-Hold-Messages. It affords you the opportunity of up-selling and cross-selling current clients and exposing prospects to your business philosophy. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

7/16/2020 Be Your Own Coach
Smart and talented people like professional athletes, actors, and musicians all have coaches. Tom Brady, Tiger Woods, Wynton Marsalis all have coaches; why not you? The drive to improve yourself in whatever you do should be paramount to your highway to success. You can start growing as a person and business person with self-coaching. Stop the self-talk that you are not good at X, think of practicing so you can get better. Skilled musicians practice every day, pro golfers are on the links practicing daily, football, baseball, and basketball players practice consistently. Self-Coaching may take some time but your victory is worth it. Each and every failure is a learning tool to drive you closer to accomplishing your goals. In today’s world, there is an abundance of places where you are able to get the tools needed for your growth. There are books in the library and there is a plethora of videos on YouTube to teach whatever skill you desire. Remember, you can always improve so never settle. Make sure that everything you do is your best work and always tell yourself you can do better. Once you have finished a project don’t be satisfied with your result, see if you can improve. How would you coach someone else? What would you say? What would you tell them? What kind of talk would you give; encouraging hopefully. Then coach yourself the same way. Make your self-coaching carry over to let your clients and prospects know you are consistently improving in order to give them better products and services. One way you can do this is through having a cost effect and efficient custom On-Hold message on your phone so while your callers are captive they are staying emotionally connected to your business. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain that emotional connection as well as their marketing and branding messages to their clients and prospects around the nation to enable them to increase their ROI with custom On-Hold-Messages. It affords you the opportunity of up-selling and cross-selling current clients and exposing prospects to your business philosophy. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

7/15/2020 Self-Talk
How you talk to yourself, and we all do it, can have a positive or negative result on your performance in every aspect of your life. As an example when you make a mistake do you think, “Whoops, I made a mistake” or do you think, “Boy, I’m so dumb”. Can you see the difference in thinking? Do you like yourself or think, “No one likes me”? Can you see how self-defeating that can be? Remember, if you do something bad, that doesn’t make you a bad person. When something is hard, positive self-talk like, “This is really hard, but I’m going to keep trying” is a lot better then “I give up. I’ll never be able to do this.” If you think that you never get anything right change that thinking to, “I haven’t figured it out…yet.” Your self-talk can keep you on the path to success. Never think that you are not good enough. Remember you are enough and you are worthy too. Once you replace negative thoughts with positive ones, you'll start having positive results. Positive talk not only works on yourself, but it also works very well on others. It works well with family, friends, clients, and prospects. In business it helps to create a rapport that is so important, not only to get new business but to keep the old. One place that you can keep the beneficial effects of positive talk in your relationship with clients and prospects in with the hold button on your phone. A custom message is both cost-efficient and effective. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain that emotional connection as well as their marketing and branding messages to their clients and prospects around the nation to enable them to increase their ROI with custom On-Hold-Messages. It affords you the opportunity of up-selling and cross-selling current clients and exposing prospects to your business philosophy. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

7/14/2020 Mindsets
What is your mindset? Is it fixed or growth? Do you think that you’ll stick to what you know whether you are good at it or not, or, do you think that you want to learn new things and are willing to take some risks? Do you believe your skills at what you do are fine and that there’s nothing to change, or, in your mind, you ask yourself,” Is this my best work, and what else can I do to improve? Does your mindset say that certain things are a waste of your time because there’s a lot to figure out, or, do you think growing can be helpful although it may be difficult? If there are setbacks, do you think of giving up because you don’t believe you are smart, or, do these setbacks teach you to try something else? Remember, as an inventor Thomas Alva Edison made 1,000 unsuccessful attempts at making the light bulb and thought, “I now know 1,000 ways NOT to make a light bulb” and he kept going. One ‘Fixed Mindset’ in my business world are people who say that they never put anyone On-Hold. Most decision-makers don’t know the number of people that have been placed On-Hold nor the number of callers that abandoned the call because of what they were listening to while holding. That call could have been worth ROI from their marketing and advertising efforts, but now, gone. Having an On-Hold message is both cost-effective and efficient. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain that emotional connection as well as their marketing and branding messages to their clients and prospects around the nation to enable them to increase their ROI with custom On-Hold-Messages. It affords you the opportunity of up-selling and cross-selling current clients and exposing prospects to your business philosophy. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

7/13/2020 Influencing, Not Selling
Do you tell people what to do or, do you influence them? Getting someone to do what they are told, can have less of a positive effect than the person who buys in. In any situation, under almost every circumstance, influencing a person to buy in usually ends up in success; if it doesn’t, then you try or do, something else. By definition, influence is the capacity to have an effect on the character, development, or behavior of someone or something, or the effect itself. So, how does one influence another? A good start is always with questions. Asking questions usually opens up avenues of communication and understanding. The parent influencing the child to do, or not do, something. By asking questions the child’s answers set a direction of that child’s thinking and create a clue, if you are listening, of how to influence that child. The more questions, the more clues. Through your questions and the answers you receive, the child will start to buy into whatever it is you need him or her to do. Once the buy-in, it becomes the child’s idea not yours. The same with the professions. The doctor, lawyer, or accountant asks you questions, and based on your answers you start buying into their solutions. In business when the boss tells you what to do, in many cases, there is resentment and pushback. Very few people like to be told what to do, however, if it’s positioned properly, there is usually a buy-in and a team effort to reach the goal. The schoolteacher who gets the students to buy into the learning of the subject, makes life much easier for the teacher because the students want to learn; wasn’t it their idea? All of these examples are examples of one person influencing others. Influencing is another word for selling products, services, or ideas. You influence friends on what restaurant to dine in, or, what movie to see. Remember, influence starts with questions and your job is to actively listen for the answers. In sales, once you influence the client or prospect, you are not selling, he or she is buying. In today’s world, people like to buy and not be sold. In business you are able to keep that influence going should you receive a call from the client or prospect, and, they are placed On-Hold, and, according to AT&T 70% of all incoming calls are placed On-Hold. You keep a positive emotional connection and influence alive with a cost-effective and efficient On-Hold message. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain that emotional connection as well as their marketing and branding messages to their clients and prospects around the nation to enable them to increase their ROI with custom On-Hold-Messages. It affords you the opportunity of up-selling and cross-selling current clients and exposing prospects to your business philosophy. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

7/10/2020 Selling The Sizzle
Too often many salespeople try to sell the steak, that’s a Bozo no no; sell the sizzle. I mean by that when you are presenting, do it with panache. You want your presentation to be vibrant, persuasive and memorable although you don’t have to be a professional entertainer. When presenting, the words you use need to create mental pictures in the prospects mind. Think of old time radio, before television, when there were productions and we, the audience, had to see in our minds eye the pictures. When you read a novel, don’t you picture the action? What I’m speaking about are the words you use in your presentation, make them vivid so that the buyer can see him or herself using the product or service. And you want to communicate that you’re saving them time and effort, increasing their profits–whatever the appropriate benefit as you eradicate the challenge(s) they are facing. The key to developing a solid presentation style is to recognize your strengths and build on them. If you’re a born storyteller, incorporate more stories into your presentation. If you’re not, use fewer stories. Compelling delivery comes with practice and experience. Be yourself, be passionate and most important, be real. That’s all your customers want and expect. Never forget when that customer calls you, have a custom On-Hold message from Holdmasters that continues both your marketing and branding story when your business is on the line. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain that emotional connection as well as their marketing and branding messages to their clients and prospects, around the nation to enable them to increase their ROI with custom On-Hold-Messages. It enables you to up-sell and cross sell; it makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

7/09/2020 Selling Steps To Success
Many people believe that to be a good salesperson, they must become manipulative and pressure others into doing something they don’t want to do. That's not the case. A salesperson’s job is to build rapport, identify a need, turn product features into benefits for a customer and then simply ask that individual to take the next step. If you follow a system you never have to hard sell or push. A sales system can transform a business. There are key steps in selling any product or service that should be followed. Step one in any selling situation (and remember we all sell something) is establishing trust and rapport. Step two is the agenda, both yours and the client’s. Step three is asking question to find the pain you can alleviate. Spend ample time in step three because this is where you win or lose the sale most of the time. Step four, determine a budget because if you don’t know budgets, how can you suggest a solution for the pain. Step five, re-affirm with the client or prospect his or her belief that your product or service will alleviate the pain. If you tell them, it might be true, if they tell you, you can count on it. Step six, do a post sell to make sure there is no buyer’s remorse. Since all sales are emotional these six steps will keep the emotional connection alive. You can keep it alive when you receive incoming calls with a custom On-Hold message. Having an On-Hold message on your business phone keeps that brand message alive and it continues your marketing message enabling you to keep the caller engaged. It also assists in up selling and cross selling your product or service. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain that emotional connection as well as their marketing and branding messages to their clients and prospects, around the nation to enable them to increase their ROI with custom On-Hold-Messages. It enables you to up-sell and cross sell; it makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

7/08/2020 Limiting Beliefs
What are your limiting beliefs? Are they holding you back from reaching your goals and dreams? Limiting beliefs are poison to success they are limiting inner mantras that almost everybody carries with them. Your limiting decisions have shaped everything you do. They have prevented you from seeing opportunities and maybe even discouraged you from trying at all. Time to bring them out of hiding! Once you do that, you have a choice. Anything you say to yourself to justify why it isn’t working out for you is a limiting belief. Our belief system starts when we are born, then we move through life creating experiences to match those beliefs. Your limiting decisions are hiding out in the areas where you’re producing results that you don’t want. Know this, they are only beliefs, not truths. Here are just a few limiting beliefs that I had (note I said HAD); I don’t have enough money; I’m not tech savvy; I’m not smart enough; I don’t/wouldn’t know where to start; I can’t because I have kids; I can’t because I (fill in the blank); People won’t take me seriously because I’m (female, male, young, old, fat, thin); Other people can do it better than me. Feel free to add yours to this partial list. If you’re wondering how to overcome limiting beliefs, it’s simple. Gain awareness; because you can’t fix a problem you don’t know exists. After you’ve gained awareness of your limiting beliefs, you can start defying them. That’s what we just did by starting this list. Acknowledge these beliefs you hold with you. And when they crop up, beat them down. Prove them wrong. Flip them around. Henry Ford has said, “whether you think you can, or you think you can’t–you’re right.” Limiting beliefs are those which constrain us in some way. Just by believing them, we do not think, do or say the things that they inhibit. And in doing so we impoverish our lives. Limiting beliefs are often about ourselves and our self-identity. If you avoid taking any steps based on your new belief, you will just feed your old limiting belief. Taking action, even the smallest step, will help solidify your new un-limiting decision. Your first steps don’t have to be perfect, just headed in the right direction. And be sure to acknowledge yourself when you’ve taken that step. In business, don’t limit yourself whether you are the top brass or a worker bee. Reach out to those you serve with your product or service every way you can. One cost effective and efficient way is with a custom On-Hold message. Having an On-Hold message on your business phone keeps that brand message alive and it continues your marketing enabling you to keep the caller engaged. It also assists in up selling and cross selling your product or service. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain that emotional connection as well as their marketing and branding messages to their clients and prospects, around the nation to enable them to increase their ROI with custom On-Hold-Messages. It enables you to up-sell and cross sell; it makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

7/08/2020 Limiting Beliefs
What are your limiting beliefs? Are they holding you back from reaching your goals and dreams? Limiting beliefs are poison to success they are limiting inner mantras that almost everybody carries with them. Your limiting decisions have shaped everything you do. They have prevented you from seeing opportunities and maybe even discouraged you from trying at all. Time to bring them out of hiding! Once you do that, you have choice. Anything you say to yourself to justify why it isn’t working out for you is a limiting belief. Our belief system starts when we are born, then we move through life creating experiences to match those beliefs. Your limiting decisions are hiding out in the areas where you’re producing results that you don’t want. Know this, they are only beliefs, not truths. Here are just a few limiting beliefs that I had (note I said HAD); I don’t have enough money; I’m not tech savvy; I’m not smart enough; I don’t/wouldn’t know where to start; I can’t because I have kids; I can’t because I (fill in the blank); People won’t take me seriously because I’m (female, male, young, old, fat, thin); Other people can do it better than me. Feel free to add yours to this partial list. If you’re wondering how to overcome limiting beliefs, it’s simple. Gain awareness; because you can’t fix a problem you don’t know exists. After you’ve gained awareness of your limiting beliefs, you can start defying them. That’s what we just did by starting this list. Acknowledge these beliefs you hold with you. And when they crop up, beat them down. Prove them wrong. Flip them around. Henry Ford has said, “whether you think you can, or you think you can’t–you’re right.” Limiting beliefs are those which constrain us in some way. Just by believing them, we do not think, do or say the things that they inhibit. And in doing so we impoverish our lives. Limiting beliefs are often about ourselves and our self-identity. If you avoid taking any steps based on your new belief, you will just feed your old limiting belief. Taking action, even the smallest step, will help solidify your new un-limiting decision. Your first steps don’t have to be perfect, just headed in the right direction. And be sure to acknowledge yourself when you’ve taken that step. In business, don’t limit yourself whether you are the top brass or a worker bee. Reach out to those you serve with your product or service every way you can. One cost effective and efficient way is with a custom On-Hold message. Having an On-Hold message on your business phone keeps that brand message alive and it continues your marketing enabling you to keep the caller engaged. It also assists in up selling and cross selling your product or service. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain that emotional connection as well as their marketing and branding messages to their clients and prospects, around the nation to enable them to increase their ROI with custom On-Hold-Messages. It enables you to up-sell and cross sell; it makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

7/07/2020 Selling During a Pandemic
A short time ago I was cranking out calls, traveling to meet clients, going to networking meetings, and shaking hands, not bumping elbows, with clients and prospects. Thanks to COVID-19 we are facing dramatic changes that we have never experienced before. Part of our job in sales has always been putting ourselves in the buyer’s shoes, empathy, transparency, and vulnerability are more important than ever, and this is still true now. Ask yourself, how have your prospect’s priorities change since Covid-19 came into our lives? Are they facing more risk or a sudden opportunity? Your content most likely references a value proposition or “why buy now” statements that won’t resonate with your prospects today. The value you provided yesterday might be irrelevant or how you message your value might need to be tweaked. Before you change anything, think critically about how your value proposition and patterns need to be changed. Now that you’ve thought about the value your solution provides in a COVID-19 world and updated your customer’s, it’s time to update your pattern. The good news is that it’s simple to update and share your content so that you are sending the right message beginning now. Some things to keep in mind when updating your pattern. You might change your communication channel to LinkedIn remembering many people are working remotely from home and are not utilizing their sophisticated phone systems where they get email and voice mail. It’s mission critical that you don’t let content that references irrelevant value continue to be used. Remember to always focused on your customers, and right now, keeping a meeting might not be their biggest priority; respect that. Stop selling and start collaborating, since that prospect’s attention may be more divided than ever. Your mission is to install confidence so that the solution you provide is essential. Your open communication and transparency is critical enabling you to have a conversation with your prospects. To make meaningful connections, acknowledge the setting that we are all in, and that means talking about it with the prospect. It should never be treated as business as usual. How you set the stage that first meeting with your prospects sets the tone for the entire deal. You need to be laser-focused on the critical value your solution provides, and show the customer how you can meet the needs of their business. Doing asking the buyer how he or she would want to proceed, enables you to let the buyer drive the deal. Remember buyers like to buy and not be sold. Now, more than ever, staying connected to your current customers is key to your bottom line. One way you can accomplish this is with a custom On-Hold message that is both cost effective and efficient. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain that emotional connection as well as their marketing and branding messages to their clients and prospects, around the nation to enable them to increase their ROI with custom On-Hold-Messages. It enables you to up-sell and cross sell; it makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

7/06/2020 Active Listening
Listening is one of the most important skills you can have. We listen to obtain information, to understand, for enjoyment and we listen to learn. How well you listen has a major impact on your job effectiveness, and on the quality of your relationships both personal and professional. We should have the skill of listening down to a science since we listen all the time. However, research tells us that we remember only between 25 to fifty percent of what we hear. What that means whether you are speaking with your spouse, colleagues, prospective clients or your boss, they are paying attention,at best, to half of your conversation. Clearly, listening is a skill that we can all benefit by improving. By becoming a better listener, you can improve your productivity, as well as your ability to influence, persuade and negotiate. What's more, you'll avoid conflict and misunderstandings. All of these are necessary for workplace success. To improve your listening skills you must make a conscious effort to hear more than the words; you actively must listen to the message. To enhance your listening skills, you need to let the other person know that you are listening to what he or she is saying, and could be as simple as a head nod and your body language that tells the other person you are not only hearing what is being said, you also understand. Active listening is what needs to happen, by making a conscious effort, in order for you to understand the complete message. To become an active listener here are a few tips. Start by paying attention and look at the speaker directly. Put aside all distracting thoughts and do not mentally be thinking of a rebuttal. Finally, keep focus on the speaker and do not let outside factors ,like a side conversation, distract you and always tune in to the speakers body language. Show that you are listening through your body language which provides feedback. Try never to judge what the speaker is saying. Always allow them to finish their thought and then you can respond properly. It takes a lot of concentration and determination to be an active listener. Old habits are hard to break, and if your listening skills are as bad as many peoples are, then you'll need to do a lot of work to break these bad habits. With active listening you create an emotional connection with the speaker. Active listening must carry over to any phone conversation and, should they call you, be sure to have a custom On-Hold message in order to keep that emotional connection alive. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain that emotional connection as well as their marketing and branding messages to their clients and prospects, around the nation to enable them to increase their ROI with custom On-Hold-Messages. It enables you to up-sell and cross sell; it makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

7/03/2020 Happy Birthday America
Tomorrow is July 4th so, Happy Birthday America. When John Hancock, the first to sign The Declaration of Independence, and the other 55 signatories, penned their names, a new nation was born. Our country, as a nation, has been built on the goals and dreams of “We The People”. We the citizens of this great country still have these aspirations and ambitions and each day we march toward those desires. We all have an emotional connection, the driving force that fuels our journey. Just like gas for your car or food for your body, we must always fuel our spirit with emotions. That same attitude must constantly be there when inspiring ourselves and others. We must use every tool at our disposal to engage others as we influence them as well as ourselves. Keep your mind focused on that goal; never waver. If one thing doesn’t work, try something else. Use every resource and be resourceful. As the saying goes, “If you want to take the Island, burn the boats.” Our country affords each one of us the opportunity to catch the brass ring. Be part of what our founders thought, a place where anyone and everyone can make a dream a reality. One resource available to many business owners is the On-Hold button on their phone. According to AT&T, on average, 70% of the incoming calls, are placed On-Hold and 12% will take action on something they heard adding to your ROI. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home based businesses, maintain that emotional connection as well as their marketing and branding messages to their clients and prospects around the nation to enable them to increase their ROI with custom On-Hold-Messages. It affords you the opportunity of up-selling and cross-selling current clients and exposing prospects to your business philosophy. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line. Happy Birthday America

7/02/2020 Are You Planning To Fail?
Are you planning to fail? Then you better have a plan. If you research high successes in any field, you’ll find that they have clearly defined goals that they are persistently motivated to reach. What’s more, they don’t sit back and rest once a goal has been met; instead, it motivates them to go on and make the next goal that much more exciting. You should not only set goals, you should write them down. Goals that are not written down aren’t worth the paper they are printed on. Write them down so you can take the daily actions necessary to reach them. You need both short-term goals, like making a particular number of calls each day, and long-term goals, like reaching a particular dollar amount of sales or breaking into a specific number of large accounts within a year. There are reasons for setting clear goals: first of all, a goal helps us focus, they drive us forward and reaching a goal, and second of all, they increases our confidence for reaching the next goal. Third, every step you take toward achieving your goal teaches you a valuable lesson you can apply toward your next goal. A cost efficient and effective way of reaching your goals is to have On Hold advertising on your phone’s HOLD button. This is advertising to someone who has called you, and, continues both your marketing and branding story to a captive and engaged listener. It also offers the opportunity to up sell and cross sell current clients. AT&T research tells us that custom On Hold advertising gets a 12% response from the callers and additional research says that a business with On Hold messages shows a 2½% to 5% increase in sales. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home based businesses, maintain that emotional connection as well as their marketing and branding messages to their clients and prospects around the nation to enable them to increase their ROI with custom On-Hold-Messages. It affords you the opportunity of up-selling and cross-selling current clients and exposing prospects to your business philosophy. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

7/01/2020 Transactional Analysis In Sales
In Transactional Analysis or TA, the theory states that humans all have three ego states --- "parent," "adult" and "child." In any person-to-person communication, as in a sales call, the customer responds to the salesperson using one of those three states. For successful communications to endure for the foreseeable future, dialogs must be matching. That is, the exchange must go back from the receiving state to the primary sending state, (ie: parent-to-child and then child-to-parent). The most successful selling tactics involve adult-to-adult transactions. The exchange continues because each side -- the salesperson and customer -- replies applicably and as anticipated by the other. The salesperson must use an adaptive system that identifies in which of the three ego states the customer acts. He or she can then answer back in a matching manner for communications to persist. Before the conversation starts, the salesperson can plan from which ego state she'll send his or her message. This permits the salesperson to sway the reply of the customer or at least be equipped to alter the customer's ego state using a fitting response (ie: the salesperson can invite the customer back to the "adult" ego by asking the customer for his opinion or by stating a few facts). There are different ‘MODES’ or modes of the TA analysis theory that helps to understand effective sales communications. This model lists ten different "modes," four effectual and six ineffectual. For example, in the effective supporting mode you communicate in a gentle, encouraging and respectful manner. Ineffective modes include the thoughtless or condemning mode, both of which send negative messages. A salesperson interested in keeping the sales conversation going must start a conversation from one of the effective modes so that it's more likely a customer will respond in one of these same effective modes. Also, the salesperson must always operate mindfully to foresee the type of response he needs to furnish to a customer, subject on the customer's response. Another way to keep this TA model in action is with your phone system. The HOLD button allows you to have a custom message that carries both your branding and marketing messages forward while engaging the caller and affords you the opportunity to upsell or cross sell your product or service to your current clients. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home based businesses, maintain that emotional connection as well as their marketing and branding messages to their clients and prospects around the nation to enable them to increase their ROI with custom On-Hold-Messages. It affords you the opportunity of exposing prospects to your business philosophy. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

6/30/2020 Being S.M.A.R.T.
Mario Andretti race car driver said, “Desire is the key to motivation, but it's determination and commitment to an unrelenting pursuit of your goal - a commitment to excellence - that will enable you to attain the success you seek.” That commitment starts with focus, what you focus on is what you’ll find. The more laser you are in your quest they sooner the result. Remember, you must state your goal clearly and they must be S.M.A.R.T. (Specific, Measureable, Achievable, Realistic, Time-bound) goals. Specific means a precise target you are aiming for. Measurable helps you quantify or at least suggest an indicator of your progress. Assignable specifies who is responsible along the way for the various parts of this goal. Being realistic maintains what results can believably be achieved, given available resources along with your ingenuity and Time-related – indicates when the result(s) can be accomplished. Remember, to write down your goals and have a copy in your car to enable you to imprint that goal(s) in your subconscious throughout the day. I would suggest that you create goals with every prospect or client in your data base. What is it you want to accomplish and how that achievement will enhance that client or prospect. One way to keep that prospect or client at the center of your thoughts is with an On-Hold message on your phone. On–Hold advertising keeps that emotional connection alive by maintain both your marketing and branding message. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home based businesses, maintain that emotional connection as well as their marketing and branding messages to their clients and prospects around the nation to enable them to increase their ROI with custom On-Hold-Messages. It affords you the opportunity of up-selling and cross-selling current clients and exposing prospects to your business philosophy. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

6/29/2020 What Is Your Blueprint
What is your “Blueprint” for your life? What have you always thought about being and doing in both your personal as well as professional life? How is it working out? If it’s not, change; you have the ability to make new and different choices. The one thing that every human being has is the power of choice for how our lives will be directed. Often times we make poor choices and we fail. Remember, it’s only failure if you didn’t learn something. Using a sports analogy, a world class baseball player, Ted Williams, had a batting average in one season of .406; 60 percent of the time he failed. We must always remember that failure is the part of life that is a learning tool. So, as you learn, you make changes to that blueprint, you alter the course, you make the detours as you move closer to your goals. You can change direction, you are not a tree. If one thing doesn’t work, try something else. What makes things work is your emotional connection to them, the more emotion the better the result. Keeping an emotional connection is key in everything and in business the emotional connection is king. Once you’ve tied your clients or prospects to your business emotionally they will stay with you; break that link they will leave. One way to keep that passionate relationship alive in the business world is with your hold button on your phone. On-Hold advertising help keep the bond strong by engaging and inspiring the callers by the sharing of both your marketing (what you do) and branding (who you are) plans. You up-sell and cross sell present clients and reassure prospects they are making the right choice. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home based businesses, maintain that emotional connection as well as their marketing and branding messages to their clients and prospects around the nation to enable them to increase their ROI with custom On-Hold-Messages. It affords you the opportunity of up-selling and cross-selling current clients and exposing prospects to your business philosophy. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

6/26/2020 Focus On Your Attitude
Your attitude will determine your altitude. Before you focus on your product or service, make sure your attitude is positive and before you see that current client or prospective one be sure your attitude is positive. Here are some helpful suggestions that could help you have that positive attitude: First, visualize the deal initially. You have to see the customer taking ownership of your product or service before they do. Remember, the sale starts with you, not with them. Second, find out what the buyer has done in the past. This will always result in understanding how your prospect is as a buyer. You do this by asking questions. And third, consider every customer a million-dollar sale. Treat people like millionaires and they will act like millionaires. Do this regardless of how the customer acts, irrespective of the size of the order. That small customer today could be your most important client tomorrow. Have an On-Hold message on your phone system so when that client, or any client or prospect, calls, and is placed On-Hold, they will be treated to a custom On-Hold message that carries your marketing and branding message forward. Your attitude will be on display even when you aren’t on the phone. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain that emotional connection as well as their marketing and branding messages to their clients and prospects, around the nation to enable them to increase their ROI with custom On-Hold-Messages. It enables you to up-sell and cross sell; it makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

6/25/2020 Rapport Is Key
It is said that getting into rapport is key to creating great business relationships. Anyone doing any kind of business; doctors, lawyers, accounts, manufactures, store clerks, and sales people should all get into rapport from the start of a new relationship and keep it going throughout. Remember, people like to do business with people who are like them. Rapport building starts from the first “Hello” and never stops. One key to getting into rapport for business is active listening. Make sure whomever you are interacting with knows you hear them. This is accomplished by paraphrasing what they said throughout the conversation. Also, mirror them with words, voice tonality, posture and style. Ask pointed questions that gets that other person speaking about themselves, their favorite subject. Empathize with them, connect on an emotional level; be real, and authentic. People can sense insincerity as well as sincerity. Keep the rapport going should they call you and are placed On-Hold with a custom crafted On-Hold message from HoldMasters. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain that emotional connection as well as their marketing and branding messages to their clients and prospects, around the nation to enable them to increase their ROI with custom On-Hold-Messages. It enables you to up-sell and cross sell; it makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

6/24/2020 Emotion The Key to Sales
Emotion is the key to sales. It is very rare that a sale is made on features and benefits alone. Think about your own buying habits, most people get an emotional feeling first, then, justify that feeling with the features and benefits. The saying that says, “Facts tell emotions sell” is the difference between a winning sales strategy or a salesperson with a skinny family. By definition emotion is a natural state of mind deriving from one’s circumstance, mood or relationship with others. Emotions start with motion. Anything you sell the decision is always made as the result of a change in the buyer's emotional state. All buying decisions stem from the interplay of the following six emotions: 1. Greed, "If I make a decision now, I will be rewarded." 2. Fear, "If I don't make a decision now, I'm toast." 3. Altruism, "If I make a decision now, I will help others." 4. Envy, "If I don't make a decision now, my competition will win." 5. Pride, "If I make a decision now, I will look smart." And, 6. Shame, "If I don't make a decision now, I will look stupid." Every successful sales approach either creates or augments one or more of these emotional states. When enough of these emotions are present inside the buyer's emotional state, a buying decision becomes inevitable. You are able to keep that emotional state alive when a client or prospect is On-Hold with a custom crafted On-Hold message. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home based businesses, maintain both their marketing and branding messages to their clients and prospects around the nation to enable them to increase their ROI with custom On-Hold-Messages It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

6/23/2020 Selling During A Pandemic
Every American has been touched in some way by Covid-19. If you have not prepared, reacted to, or at least worried about the effects of Covid-19 on the U.S. and world economies, you may be guilty of the ostrich syndrome, sticking your head in the sand. Sales people have a unique experience. The fundamental goal of solving customer problems remains unchanged, however, sales reps techniques and timing will need to adapt. Salespeople must develop remote communication skills and a plan for every customers’ interaction. Remember, your needs are not top of mind; cultivate sensitivity to the impact on customers’ businesses, initiatives, teams and families. When confronted with a potential economic downturn, don’t panic, persevere. Still, patience, empathy and creativity are required to be successful. It’s times like these that define, build and reinforce relationships with clients and prospects. Demonstrating sensitivity and respect positions the sales rep as a trusted advisor will see benefits that extend well beyond the current crisis. You must be even more conscientious about time spent communicating with prospects, buyers and customers. Acknowledge that they’re busy and, like you, they are trying their best to adapt to a new environment. Recognize the impact of current events on their businesses, their initiatives, their teams, and their families. Advance planning for any interaction is critical to ensuring you’re prepared to use those “golden minutes” effectively and efficiently and, make sure you add value with every interaction. You’re probably already using tools for chat, virtual meetings, email, and phone. Now is a good time to polish the skills you use to communicate virtually as it can be challenging to read a customer’s or prospect’s reaction when interacting virtually. Active listening, as always, is a requirement to ensure you understand and address buyer and customer needs. You must remember to leverage all of your remote working tools. Use video whenever possible and appropriate. Research shows that a video call is much more effective in attracting (and keeping!) participants’ attention than a phone call. When you use video dress for success, Working in a bathrobe or pajamas might seem like a luxury, but it sets the wrong tone for both you and your customers. Avoid shaking hands. In the age of coronavirus, doing so is a sign of respect for your customers and shows you care about more than their business — you are also concerned for their personal well-being. Use a slight bow, a tip of the hat, a fist bump or virtual high-five — and add a quick explanation as to why you don’t want to shake his or her hand. We may be entering a very challenging time for both sellers and buyers, but I am confident that business will continue, and customers will still have needs. Recognizing that fact and adapting your selling and communication skills is critical to continued success. Should a customer or prospect call you, you can keep that trust and relationship alive with a custom On-Hold message. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain that emotional connection as well as their marketing and branding messages to their clients and prospects, around the nation to enable them to increase their ROI with custom On-Hold-Messages. It enables you to up-sell and cross sell; it makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

6/22/2020 Leadership
Being a leader is not being a boss telling the team what to do, or else. Dwight D. Eisenhower once said, “Leadership is the art of getting someone else to do something you want done because he or she wants to do it.” The word "leadership" can bring to mind a variety of images. For example: A political leader, pursuing a passionate, personal cause; An explorer, cutting a path through the jungle for the rest of his group to follow; An executive, developing his or her company's strategy to beat the competition. Leaders help themselves and others to do the right things. They set direction, build an inspiring vision, and create something new. Leadership is about mapping out where you need to go to "win" as a team, individual or an organization; and the leader must have a vision that has to be dynamic, exciting, and inspiring. Yet, while leaders set the direction, they must also use management skills to guide their people to the right destination, in a smooth and efficient way. Leadership means different things to different people around the world, and different things in different situations. For example, it could relate to community leadership, religious leadership, political leadership, salesmanship and leadership of campaigning groups. Effective leaders create an inspiring vision of the future, they motivate and inspire people to engage with that vision. Add to that, they manage the delivery of that vision and they coach and build a team to be more effective in achieving that vision. Creating a vision a leader will focus on the organization its strengths and his ability to analyze the current situation then they look at how he or she can shape their business to be more effective and become a leader in their field. Now, a leader must motivate and inspire people; it’s the leaders' ability to motivate and inspire people that helps them deliver that vision. Leaders must ensure that the work needed to deliver the vision is properly managed either by themselves, or by a dedicated manager or team of managers to whom the leader delegates this responsibility – and they need to ensure that their vision is delivered successfully. A leader will then ensure that the team members have the necessary skills and abilities to do their job and achieve the vision. They do this by giving and receiving feedback regularly, and by training and coaching people to improve individual and team performance. Leadership also includes looking for leadership potential in others. By developing leadership skills within your team, you create an environment where you can continue success in the long term. And that's a true measure of great leadership. Leadership is the accomplishment of a goal through the direction of human assistants. The man who successfully marshals his human collaborators to achieve particular ends is a leader. A great leader is one who can do so day after day, and year after year, in a wide variety of circumstances. The truth is, everyone is a leader, if not of a team, but of yourself. As a individual you need a vision where you want to go (goals) and you must inspire yourself and that is done by influencing yourself and your thinking. In sales, if you influence your prospect and inspire him or her you build the foundation for success. When you influence a prospect or client you build trust and an emotional connection that you want to keep. Keeping that connection must be a goal in every interaction, even when he or she calls you. Should they placed On-Hold having a custom On-Hold message will help to keep that connection alive. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain that emotional connection as well as their marketing and branding messages to their clients and prospects, around the nation to enable them to increase their ROI with custom On-Hold-Messages. It enables you to up-sell and cross sell; it makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

6/19/2020 Reasons To Get Advertising–On-Hold
Whether you are a large, small or home-based business an On-Hold Message will help you compete in today’s competitive marketplace. Numerous studies tell us that more than seventy percent of incoming calls are placed On-Hold. Why would you waste that valuable time? According to a leading global communications equipment provider, GobalComm, "With On Hold messages, businesses experience a 20% increase in requests for additional products and services mentioned On-Hold, " Call Center Magazine says, "Surveys show that 15% to 20% of callers make purchases based on information they heard On-Hold," and MaxiMarketing tells us that, "88% of callers prefer On-Hold messages vs dead silence or a radio." So let me summarize the “WHY” for having an On-Hold Message: • it creates a positive customer or prospect experience; •you are able to cross sell products or services; • you are able to high-light special promotions; • you are able to build and keep your Brand awareness; On-Hold Messages motivate callers to take action; these are great clients or callers, they’ve called you; and best of all, you will see an increase in sales revenue. With this scary economy, fewer sales opportunities are in play and with this fierce competition, all businesses are seeking cost-effective ways to attract new customers and increase sales to existing customers. As a very cost-effective way to accomplish this, your On-Hold button on your phone can be your very best friend. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain that emotional connection as well as their marketing and branding messages to their clients and prospects, around the nation to enable them to increase their ROI with custom On-Hold-Messages. It enables you to up-sell and cross sell; it makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

6/18/2020 Building Your Own Brand Loyalty
A very simple way to build your own brand loyalty and prevent hang-ups is by Advertising-On-Hold. By not advertising On-Hold with On-Hold Messages from HoldMasters, you are throwing away money. Think of how much you are spending to have them call you; don’t you think you should spend a few bucks once they’ve called? It’s been researched that seventy percent of callers are placed On-Hold and that the caller will spend up to five minutes On-Hold listening to a Message-On-Hold, where as they will hang up with fifteen to twenty seconds with silence On-Hold and maybe stick around for a minute with music. BTW, there’s a twelve percent increase for additional product information with an On-Hold message. How would that affect your bottom line? On-Hold messages can help your business communicate important information while your caller waits. With an On-Hold Message you will help them stay focused on your products, services, company history and so much more. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain that emotional connection as well as their marketing and branding messages to their clients and prospects, around the nation to enable them to increase their ROI with custom On-Hold-Messages. It enables you to up-sell and cross sell; it makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

6/17/2020 Waste Not, Want Not
Have you heard the expression, “Waste not, want not’? Are you wasting valuable time with your incoming callers when you place them On-Hold? Every business places callers On-Hold at one time or another and it wouldn’t be a bad thing if the time On-Hold were ‘Productive Time On-Hold’ as opposed to ‘Wasted Time’. HoldMasters writes, records, mixes and delivers your On-Hold message production fully customized to your business' marketing needs. You can you entertain, educate, and even up-sell customers who end up On-Hold when they call your firm. Research tells us that companies with On-Hold Messages see a two and a half to five percent upsurge in sales. Effective On-Hold messages cannot only encourage callers to stay on the line, it can also expose new sales opportunities by marketing certain products and services. Our job is to turn your wait times from an encounter into a marketing opportunity. HoldMasters has been helping businesses all over the country enhance their image as well as being an effective marketing tool so when your caller is placed On-Hold you can take advantage by informing, educating and entertaining them. With Silence-On-Hold or a radio station, you could find it hard to keep that caller on the phone, and if you have a Radio-On-Hold that caller might hear a commercial for your competitor. When a caller does not feel compelled to stay on the phone, chances are they will hang up. When they disconnect, typically the next step could be to pick up the phone and call a similar company to yours. If your organization allows this to happen, you have probably lost that customer or new sales opportunity. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain that emotional connection as well as their marketing and branding messages to their clients and prospects, around the nation to enable them to increase their ROI with custom On-Hold-Messages. It enables you to up-sell and cross sell; it makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

6/16/2020 The Ninety-Six to Four Percent Marketing Gaff
Did you ever wonder why most business spend ninety six percent of their marketing dollars on getting people to call them and only four percent is spent when they call? I agree that more needs to be spent getting the calls, but four percent once the call comes in is really ridiculous. Back in the 1980’s I was privileged to be a general manager of one of the top radio stations in our market. I realized then that when the phone rang at the station the person who answered it was the first contact to our listeners who called in, our advertisers who called or any other call that would come to the station. Also, that person who answered the phone was also the first person who would great visitors to the station; again listeners, advertisers or anyone else stopping by. By most standards of the time that was a minimum wage job, around five dollars an hour. A person with all that responsibility getting a minimum wage was not a great idea. I wanted someone who could handle this awesome responsibility of first contact. I found a college graduate with both personality and the smarts needed and that I could trust to deal with those incoming calls and visits. I started her at seven-fifty an hour and within thirty days she was up to ten dollars an hour. I tell you this story to get you to think how your incoming calls are being handled and what happens after the call is answered. Are your callers placed in ‘Auto-Attendant’ hell without being able to speak to a human? When placed On-Hold do they hear silence or some radio station, or are they able to get great information about your company and how you do business? Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain that emotional connection as well as their marketing and branding messages to their clients and prospects, around the nation to enable them to increase their ROI with custom On-Hold-Messages. It enables you to up-sell and cross sell; it makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

6/15/2020 Selling An Intangible
If your business provide a service, rather than a physical product you probably understand the challenges of getting prospects to see the value in what you offer. It’s not easy to explain the features and benefits of something that the prospect can’t see or touch. The key to selling services is to focus on demonstrating that you understand your prospect’s problems. You also need to demonstrate that you know how to solve them. Selling a service isn’t as difficult as you might think it is if you use the right methods you can get your prospects to see the value in what you offer. Since you don’t have an actual product that the customer can see and touch you can’t really show them how it works. Its features and benefits aren’t as easy to see. This means that you need to be able to paint a picture that can get the prospect to see how your service will benefit them. The first sale that has to be made is selling you, you are the product just as much as the service you offer. If you want prospects to become clients, you have to get them to view you as someone who is reliable and trustworthy. You need to get them to like you. Remember, people buy from those they know, like, and trust. It’s important that you work hard to build a strong connection with your prospects. Before trying to sell, you should develop a relationship first. Build some rapport. Let them get to know you. The better you are at building rapport, the more you will increase your chances of closing more deals. Because you are the product, you have to know how to position yourself the right way. This means getting your customer to see you as their resource. You need them to see that you’re the one who can solve their problems. And, if you’re going to solve their problems, you have to demonstrate that you understand what their problems are. You have to ask effective questions that allow you to get to know them as well as you can. The great benefit of asking exceptional questions is that it doesn’t just allow you to get to know your prospect, it also helps you form a better connection. As your prospect tells you about him or herself, he or she will start to trust you more. It’s because you’re taking a genuine interest in her needs and wants. Remember that prospect doesn’t really care about your service (or product) all they care about is, “what’s in it for me”. They care about how it’s going to help them. They care about what’s going to happen after they hire you. Therefore, you need to focus on outcomes. Focus on feelings because emotion is what fuels most of our decision making. We tend to make our decisions based on how we feel. If you can appeal to the emotions, you will earn a commission. This goes for any type of influence, personal or professional, in order to get people to take action, you have to get them to feel something. And, in order to appeal to their emotions, you need to know what they want to feel. You need to know what they are passionate about. And you need to bring it up in the conversation and don’t be afraid to also show emotion. Since you’re selling something that can’t be seen or touched, you need to find other ways to get your prospect to see the value in your offering. You must prove to them that you are worth the investment. You need social proof. If your prospect knows that a lot of other people have taken it as well. If you can show your prospect that others have used your services and gained a benefit because of it, you will greatly increase your chances of earning their business. Have a few stories about how you’ve helped other client’s similar to your prospect. Building your company’s brand is significant to the success of any company, but it’s especially important to service-based companies. Again, since your prospect can’t actually see your offering, they need something to connect to on a deeper level. Successful branding is about perspective. It’s how your USP is going to make you stand out from the crowd. Find out what your unique brand perspective is, and work hard to communicate it to your prospect. It’ll give you a way to connect with those you want to serve. Selling intangible products doesn’t have to be too difficult. As you can see, most of it is about selling who you are. The great thing about this is that you’re already unique. There’s nobody else who is exactly like you. When you are not there and the prospect calls you make sure you have custom On-Hold message that continues both the emotional connection and your brand message. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain that emotional connection as well as their marketing and branding messages to their clients and prospects, around the nation to enable them to increase their ROI with custom On-Hold-Messages. It enables you to up-sell and cross sell; it makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

6/12/2020 Price vs Cost
What to buy, the lowest price or the lowest cost? If you are a price only buyer do you think of the cost over time? Downtime for repairs, loss of productivity of your employee while waiting for the repair all should be considered. These thoughts are very important when buying a piece of equipment, but what about a service? I would think those thoughts are paramount as well. Most businesses today have computers and if one goes down production stops as well as the person that works on that computer. What is that costing you? Wouldn't it make sense to have a service that could fix the problem quickly? Every business has invisible costs that subtract from the bottom line and most of them could be erased with cost effective and efficient thinking. In the computer example, there are companies that can remotely fix your computer within minutes saving you both time and money. How much does a business lose every day when callers that were placed On-Hold disappear because they heard some kind of music or nothing while holding? Yet, when a company has On-Hold messages they can win several ways. First, the On-Hold message keeps the caller engaged by continuing both the marketing and branding messages which keeps the emotional connection alive. Secondly, it can up-sell existing clients on products and services. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home based businesses, maintain both their marketing and branding messages to their clients and prospects around the nation to enable them to increase their ROI with custom On-Hold-Messages It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

6/11/2020 Questions Are The Answer
Don’t you learn more by asking questions? Isn’t every decision you make decided by asking yourself questions? If you are in sales (and everyone sells something) wouldn’t you learn more about your prospects and client’s challenges and needs by asking questions? Have you noticed that when you ask questions, and actively listen for the answers, you know how your product or service can help that prospect/client solve his or her challenge(s)? Isn’t it important to find out what is causing the pain? Do you research the client/prospect before you call him or her? Do you have, at least, a basic understanding of their business and business model? Do you agree that knowledge is power or at least potential power? Do you prepare questions in advance? Do you know that you must present both your marketing and brand message every chance you get? Are there passive ways to keep those messages alive and up-sell present clients? Are you aware that On-Hold advertising increases sales on average between 2½% to 5% (AT&T statistic)? Again, from AT&T; did you know on average 70% of all in-coming calls are placed On-Hold? Are you aware that 60% of in-coming calls will abandon the call within 30seconds if there is silence, beeps, or music, causing a loss of potential sales ergo ROI? Did you know that 12% of people On-Hold will take action on something they heard while holding? Did you know that since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain that emotional connection as well as their marketing and branding messages to their clients and prospects, around the nation to enable them to increase their ROI with custom On-Hold-Messages? Are you aware that On-Hold marketing makes a small business sound big and a big business sound friendly? Will you let HoldMasters help you when your business is on the line? BTW, did the questions in this blog get you thinking?

6/10/2020 Sales Problems
First, our list of common sales problems salespeople experience is about a mile long! I’ve chosen what I believe to be the five biggest sales problems and are offering solutions to solve them. First on the list is ‘Head Trash’. Thoughts like, “I’m not prepared, I’m never going to close this deal, I don’t feel like selling today, I’m exhausted, I wish I was at the beach today” get in the way. The solution is to develop a routine that squashes head trash. If you or a team-member struggles with selling confidence, create goals that are actionable, achievable, and encouraging. Also, add a motivational component to your sales meeting. Second, you may have the wrong focus. The problem is that the “all about me” mentality just doesn’t fly in sales. an interesting statistic with me recently. There is a study that tracked interactions between salespeople and prospects. The study revealed that “if the client speaks more than 70% of the meeting, 100% of the deals that stem from that meeting will close.” Sales people should zip their lips and let the prospect speak. Shift the focus to the client. How does your product or service benefit the client? How does your product or service solve your client’s unique problems? Third, not asking the right questions. Having the wrong focus leads to a number of sales problems, including not asking the right questions to expose what concerns a buyer the most. At the end of the day, if your product or service is not a good fit or will not serve your client properly, you’ve really done a disservice to everyone involved. So, avoid this by asking the right questions. Here is an example here is a sample question; What is your biggest problem and how can I help you solve it?” I suggest you develop a list of questions to expose your clients’ unique problems. Fourth, not having a consistent, powerful process for following up after a meeting. Following up with an email that that is called the DEAL that is based on the four lists of information and actions it contains: Determine requirements, Engage the client, Assume responsibility, and List the desired outcomes. Fifth, not learning from each other and not sharing best-selling practices. We believe in the power of the team and have discovered that sales teams that work together are more successful than those that don’t. I believe in the power of the team and have discovered that sales teams that work together are more successful than those that don’t. Add to this, when those prospects or clients call you make sure you keep the emotional connection alive with a custom On-Hold message which statistically shows companies that use them they usually produce a 2 ½ to 5% increase in sales. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain that emotional connection as well as their marketing and branding messages to their clients and prospects, around the nation to enable them to increase their ROI with custom On-Hold-Messages. It enables you to up-sell and cross sell; it makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

6/09/2020 Entrepreneurial Thinking
ou don’t have to be an entrepreneur to think like one regardless of whether or not you start or run your own business. What this means is to live your life as an entrepreneur does even if you work for someone else. Adopting this attitude will give you many great rewards. What is an entrepreneur? An entrepreneur is a person who organizes and manages any enterprise, especially a business, usually with considerable initiative and some risk. Some of the characteristics of an entrepreneur are: • Pay yourself first and put aside at least 10% for a rainy day. Also try to keep your debt to a minimum, or at zero if you can swing it. • What are your skill sets? They are the most important things you have going for you. Never allow you skills to become stagnant. Always invest in your professional and personal development. For example, every day take time to learn a new skill something that will help you advance your career or prepare you to transition into another line of work. • Know your numbers. No, you don’t have to be a math whiz. Just enough to know what it costs you to exist, to run your business. • Set goals and be very action oriented. You are not going to luck your way into success although some people do, but most don’t. What is your concept for yourself and your plan; write it down. Think of this as your ‘why’ because your ‘why’ is your fuel toward that success goal. • When are you most productive? Those are the times to work on your important tasks. To make the most out of that time, have an action list so you will know what needs to be done, do it, and check it off. Not all actions are created equal so, do the most important first. • Give you absolute best is serving your customers. Whether you are in business for yourself or in sales always bring your best to work and customer service should be on the top of the list. • Don’t put all your eggs in one basket. Even if you do everything right, some customer will move on so, it is incumbent on you to keep your pipe-line full. • Take action when it’s time to pull the trigger. Plan your work and work your plan but, don’t over plan that you don’t move toward your goal. A great asset to every business is the phone. It allows you to keep that emotional connection you’ve built with your customers and you never want to lose that. One sure way is with a custom On-Hold message from HoldMasters. It keeps the emotional connection alive. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain that emotional connection as well as their marketing and branding messages to their clients and prospects, around the nation to enable them to increase their ROI with custom On-Hold-Messages. It enables you to up-sell and cross sell; it makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

6/08/2020 Communication
We live in a world where communication is imperative in both your personal life as well as your professional life and everyone has a favorite style of communicating. How you communicate can be the difference between success and failure. Think of all the places communication plays role in life, as a parent speaking to your children, speaking to a spouse or friends, a co-worker or if you are the boss, to an employee. If you are in sales how you communicate to prospects and clients can be the difference between success and skinny children. Communication is the process of sending and receiving messages through verbal or nonverbal means, including speech, or oral writing and graphical representations (such as infographics, maps, and charts); and signs, signals, and behavior. More simply, communication is said to be "the creation and exchange of meaning. It’s been said that, “communication is the response you get”. However, remember that words are 7% of communication and 93% is non-verbal. If you were offering or being offered a million dollars in Mandarin and you only spoke English your bank account would not change one dollar. However, you could communicate with body language that includes facial expressions and the tonality of your voice. All creatures on earth have developed means in which to convey their emotions and thoughts to one another. However, it's the ability of humans to use words and language to transfer specific meanings that sets them apart from the animal kingdom. To break it down, in any communication there is a sender and a receiver, a message, and interpretations of meaning on both ends. The receiver gives feedback to the sender of the message, both during the message's conveyance and afterward. Feedback signals can be verbal or nonverbal, such as nodding in agreement or looking away and sighing or other myriad gestures. Even over the telephone, although you can’t see the body language, you can hear the tonality, volume, words used and pacing of the voice that can give you many non-verbal cues to the success or failure of the communication. Over the phone, as well as in person, non-verbal cues are essential to listen for. Even when someone calls you and is placed On-Hold what they hear or don’t hear can be determining factor with the success or failure or that communication. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain that emotional connection as well as their marketing and branding messages to their clients and prospects, around the nation to enable them to increase their ROI with custom On-Hold-Messages. It enables you to up-sell and cross sell; it makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

6/05/2020 Turning A Negative Into A Positive
Turning a negative into a positive, is not magic, it’s good business. The negative is putting your callers On-Hold when they call your business; the positive is having an On-Hold-Message that’s both informing and entertaining. No caller likes being placed On-Hold, however, that is almost an impossibility. Every business, at times, will place a caller On-Hold, so the challenge is; what do you want that caller to hear? I really don’t think you want to be rude and leave that caller in ‘phone call limbo’ hearing nothing but silence. A national study published by THE NORTH AMERICAN TELECOMMUNICATIONS ASSOCIATION reports: phone callers with SILENCE-ON-HOLD will abandon their phone calls in less than one minute; 90% hang up within 40 seconds. Phone callers with just Music-On-Hold will stay on the line 30 seconds longer than with only silence. However, if you have a Commercial-On-Hold, for your business, not a radio station that may be playing a commercial for your competitor’s business, a commercial that both entertains and informs your odds increase of keeping that caller Holding-On and buying more. These callers will stay On-Hold up to five minutes. Research tells us that having a Message-On-Hold will up your sales volume by two and a half to five percent. According to ‘Telemarketing Magazine’ "Surveys show that 15% to 20% of phone callers make purchases based on information they heard On-Hold." Now is that a positive or a negative? Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain that emotional connection as well as their marketing and branding messages to their clients and prospects, around the nation to enable them to increase their ROI with custom On-Hold-Messages. It enables you to up-sell and cross sell; it makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

6/04/2020 On-Hold Messages Are Essential, Not Extravagant
If you think an On-Hold message is an extravagance think again. Since research tells us that on average, seven out of ten callers are placed ON-Hold, and that a Commercial On-Hold can reduce hang ups by almost seventy-nine percent, having an On-Hold Message drops it out of the “extravagance” category and into the “essential” region. For your information the average On-Hold time is about thirty seconds and there’s a good chance that you will spend around sixty hours a year On-Hold. That means that people calling you might be spending a good deal of time On-Hold too, waiting to speak with someone from your company. How will you treat them? Hopefully not with silence or some radio station. How about information about your business? You can keep your company’s brand alive with your message. You can also up-sell that caller with information about that they might not have known. It’s like owning your own private radio station with that one listener (the caller) captive to your advertisement. If you owned your own radio station wouldn’t you advertise on it? Again research tells us that people will stay On-Hold twenty-five percent longer when listening to Advertising-On-Hold. Here’s a statistic that may shock you; most companies will spend about ninety-four percent of their marketing budget inviting people to call, but only about six percent once they call. Another statistic tells us that there is a two and a half to five percent increase is sales when there’s a Message-On-Hold. So here’s the question: What would that increase mean to you? Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain that emotional connection as well as their marketing and branding messages to their clients and prospects, around the nation to enable them to increase their ROI with custom On-Hold-Messages. It enables you to up-sell and cross sell; it makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

6/03/2020 Loosing Business?
Raise your hand if you want to lose business. My guess is that nobody raised his or her hand. However, how many businesses do things, unintentionally, that lose business for them every day. Let’s just take one thing as an example, the telephone. This one instrument, that everyone in business uses, is so misused that it helps lose business, therefore, profits are lost on a daily basis. For example when your phone rings, how is it answered? Are you using the auto attend feature? Does it send you into a maze of press this press that? Are the directions clear? Can the caller ever get to a live person? May I suggest that whoever is the BIG CHEESE call your own company and see how you like what you hear, if not, better change it for that could be a cause for slow or no growth in sales. When answered, does your phone reflect what you to believe is your companies image, your brand? If not change it, for that could be another reason for slow or no sales growth. Customer service in today’s economy is paramount. Good customer service gets people talking about you in a very positive way, and poor service gets just the opposite reaction. One other thing to consider is having a great On-Hold message for when people are placed On-Hold (this is a plug for what I do). It’s been researched that when placed On-Hold if people hear silence, they hang up within 15 to 30 seconds, with music from a radio station or CD, you might keep them for about a minute, however, with a HoldMasters On-Hold Message, sharing information about your business in an entertaining fashion will keep the caller’s attention close to five minutes and it’s really considered great customer service. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain that emotional connection as well as their marketing and branding messages to their clients and prospects, around the nation to enable them to increase their ROI with custom On-Hold-Messages. It enables you to up-sell and cross sell; it makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

6/02/2020 Self-Motivation For Success
Self-motivation like meditation isn’t just ‘New Age’ phyco-babble it is, according to the dictionary, the initiative to undertake or continue a task or activity without another’s prodding or supervision. It’s the thing that makes you get out of bed in the morning. It’s the thing that pushes you to make another call after the office closes down. Without self-motivation chances are you will fail It is imperative that you become masters of your own fate. Depending on anyone for anything in life breeds opportunities for others to let you down. Now, that may sound a bit pessimistic, but it’s not. It’s a reality that if you put the responsibility of your own success, happiness, financial well-being or anything else in the hands of someone else, you no longer control your destiny. Find a song that pumps you up. That song will impose on you what is called “Classical Conditioning.” Pick a song that helps you clearly envision success, and play that song before every big call or after a horrible one. Condition yourself to associate it with success and never play or listen to it other than when you need it, or else it’ll begin to become associated with a variety of other random things. What is it you want to accomplish both personally and professionally and write them down; these are called your goals. Look at them every day, post them on your mirror where you dress, on the dash board of your car and where you can see them in the office. Visualize yourself achieving those goals and fake it until you make it. Then watch how you progress toward them Remember, if you don’t know where you’re going, how will you know when you get there. Eating healthier will lead to more energy and will put you in a better mood. Eating that greasy hamburger and fries for lunch, or that candy bar, which spikes your sugar levels then crashes you like freight train, only slows you down. It’ll make you more tired. And, if you’re tired, you’re making it harder for yourself to become, and maintain, any significant level of self-motivation. Should you find yourself in a slump do something that makes you happy. Have a list of things that make you happy like ten push-ups, listening to music or a podcast, anything that interrupts your mood then get back to work. Self-motivation isn’t overrated. Having inspiring your quotes on your computer monitor or in your cubicle isn’t for dummies. It’s for people who understand the power of self-motivation and will do absolutely everything in their power to achieve a state of it and stay there for as long as possible. You might even have some motivational verbiage in your On-Hold message so when your callers are placed On-Hold you are inspiring them. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain that emotional connection as well as their marketing and branding messages to their clients and prospects, around the nation to enable them to increase their ROI with custom On-Hold-Messages. It enables you to up-sell and cross sell; it makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

6/01/2020 The Emotional Connection
People use your goods or service because of an emotional connection and they justify it with the features and benefits. Part of being human is seeking, experiencing and communicating emotions. Take any product and you can boil down the reason someone made a purchase to moving toward (or preventing from losing) one of those three cornerstone motivational emotions. That’s why feature selling is ineffective. As a business owner or sales rep, if you don’t know how to evoke powerful emotions in the selling process, you’ll struggle to get even mediocre results. What you are really selling is affluence or status, reassurance, time or convenience, pleasure or personal empowerment. With affluence, remember, people want other people to know that they have money and are high status, thereby making them feel good about themselves through validation and that plays directly into the motivation. Using affluence as a motivator focus on personal benefits, specific ROI, case studies that demonstrate the exact benefit your prospect is looking for, plus remember to use words like reward, valuable, exclusive, distinguishing, profitable, and gain, can help you paint the picture. Peace of mind is priceless in playing to the power motivation. People want to have control over their lives. You can’t put a price on feeling safe and protected. Reassurance is the business that all insurance salespeople and financial planners are in. Here are some ideas how you can use reassurance to sell product or services. Get your prospect or customer in the mindset of not worrying about this one thing and focus on running their business. In other words, describe what your product will allow them to do. Have you received any awards or recognition in your industry? Do you have any additional training or certifications that will make your prospect more at ease? By sharing this you build trust to your advantage. If you’ve done you homework on both the industry and business, share that knowledge; this usually brings a feeling of trust, the prospect believes that this person really knowns my business. Share your testimonials that shows others have already put their trust in you. And remember to use emotional words like guarantee, results, improve, satisfaction, leader in, secure, safe, trusted and reliable can help you win trust. If your customer is a working professional, busy parent, or anyone else with extremely limited time or energy, then selling convenience is a piece of cake, and this especially popular in the technical industry right now. You may suggest the value for them in the terms of time either lost or gained, remind them how much energy their current solution is costing them. What else they could/should be doing. What would they rather be doing? What are the more important things they could be doing with their time? How much more effective would they be at their job if they could get this one area under control? And, use words like productivity, effectiveness, simple, quick, “plug and play”, and “done for you” will help them realize how much time they could be saving. We all move toward pleasure and away from pain. We humans will pay almost any amount to enjoy a little more pleasure in our lives. Though B2B selling isn’t usually about selling pleasure, many companies buy products for the office that give them pleasure. You need to translate the value of pleasure for your prospect and make using your product enjoyable. Have them visualize a brighter future and remember to use words like s fun, please, imagine, enjoy, satisfy, you, delight and opportunity play to the pleasure emotions. Personal empowerment is a key to a successful meeting. If you can help them become a better person and reach their dreams, you’ve hit the jackpot. This includes everything from fitness to finance to emotional health, and so much more. Have any of your customers made headlines after utilizing your product? Do you have pictures of your customer receiving their accolades? Offer to highlight your prospect if they go with you. Does your prospect need publicity that you can offer? Would they make a good case study? And here use words like image, respect, powerful, reputation, prominence, influence and prestige. These word will evoke emotions. You must keep that emotional connection alive at all times, even when they call you and are placed On-Hold. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain that emotional connection as well as their marketing and branding messages to their clients and prospects, around the nation to enable them to increase their ROI with custom On-Hold-Messages. It enables you to up-sell and cross sell; it makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

5/29/2020 The Pain/Pleasure Dance Part 5
The best lead you can get is a referral from a client who has benefited from your product or service, and that’s the time to ask. Remember every client you’ve sold had some pain you have alleviated. They are a great source for referral. According to the Harvard Business Review “nine out of ten buying decisions are made through peer recommendations.” If you take the time to build a referral process, you can automate all or part of it, so you get all the benefits of referrals without needing to put manual effort in after each sale. Because you’ve built a relationship and, as the relationship evolves, they’ll begin to trust you and learn what you’re capable of. It’s at this point you can comfortably ask for a referral. You must keep that relationship alive and thriving and one way you can do it, that is both efficient and effective, is with a custom On-Hold message from HoldMasters. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain that emotional connection as well as their marketing and branding messages to their clients and prospects, around the nation to enable them to increase their ROI with custom On-Hold-Messages. It enables you to up-sell and cross sell; it makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

5/27/2020 The Pain/Pleasure Part 4
In my opinion one of the most gratifying results in sales is cold calling. The reason , for me, it makes me feel that I accomplished something without help from anyone and a little success eases the pain and moves me closer to pleasure. The following are some suggestions to help improve your cold calling success. First of all focus all of your questions on the client, not on yourself. This should relax the prospect. Also, do your homework about the industry, the specific business, and, if possible on the prospect him or herself that way you can plain all your questions in advance. Secondly, DO NOT make this call a sales call in any way. And, through your questioning, find out what pain your prospect is in in order to make them a client. Even when cold calling one of your goals is to build a25 relationship. So, ask questions like: What would you call your three biggest problems? What one or two things would you change to make your business situation ideal? Always try and be personal therefore do not use a cold calling script ever. Should the client call you keep that personal touch and emotional connection alive with a custom On-Hold message nfrom HoldMasters. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain that emotional connection as well as their marketing and branding messages to their clients and prospects, around the nation to enable them to increase their ROI with custom On-Hold-Messages. It enables you to up-sell and cross sell; it makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

5/26/2020 The Pain/Pleasure Dance Part 2
This week I’ve been blogging about pain and pleasure. In order to get out of pain and into pleasure is you must get your business to grow. If your business is stagnant, that’s pain. I covered marketing yesterday, today it’s advertising. As an entrepreneur you’ve invested either assets or borrowed capital to open your business. You’ve bought the best value for your dollar. You’ve designed your office or factory to be very user friendly but the one thing you neglected were customers. Okay, you did the marketing tips we wrote about yesterday now we need to advertise. What can advertising do for you? For brick and mortar businesses, advertising in newspapers, magazines, television and radio can get more customers in the door. If you are a B2B business it can generate leads that help build your sales funnel. You can introduce new products or services or make people aware of improvements, Advertising can generate traffic to your web page along with keeping your business top of mind with the public as well as existing clients. And with existing clients it might up-sell and cross-sell your products or service. For retail it can promote a sale or special promotion and it can drive on-line sales. Advertising also carries your brand message and stands you out from your competition. If you are working with a limited budget, TV, radio, print or on line advertising may be too expensive. the good news is that there are lots of free ways to advertise. You can use Google My Business to optimize for a local search to write an article for LinkedIn. You can send out email news letters or speak at an event. How about creating some You Tube videos or you can ask satisfied clients to give some on line reviews. In short, advertising can help grow your business therefore get you from pain to pleasure. These were just a few ideas to help you advertise your business. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain that emotional connection as well as their marketing and branding messages to their clients and prospects, around the nation to enable them to increase their ROI with custom On-Hold-Messages. It enables you to up-sell and cross sell; it makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

5/25/2020 The Pain/Pleasure Dance Part 1
It’s been said that people will do almost anything to get out of pain to gain pleasure. The question is then; What is pleasure? Money isn’t pleasure, it’s what you can do with the money that brings pleasure. If you were on a island, by yourself, with $100,000,000 and no way to spend it; what pleasure has it brought you? In the business world pain is present when challenges exist; and this goes for any business whether you deal with products or services. For example, you decide to manufacture widgets. You invest your capital. Capital is the money or wealth needed to produce goods and services. In the most basic terms, it is money all businesses must have in order to purchase assets and maintain their operations. Business capital comes in two main forms: debt and equity. If debt, you owe it to some institution or person, If equity, you pulled the money from your own account. Now, you start to manufacture your widgets. You make the best widget ever made and your warehouse is stocked to the ceiling with these wonderful widgets. Your pain is no one is buying them because you don’t have a sales team. You invested or borrowed dollars to start the business and forgot a very important asset, sales. Sales are created through marketing, branding, advertising, networking, cold calling and referrals. Remember, marketing is what you do, branding is who you are, your promise to your audience. Your logo is not your brand. Advertising invites people to use your product or service. Networking gives you the opportunity to meet people that could use what you have to offer, cold calling has your team looking and calling of potential users and referrals are warm introductions from satisfied clients. Every business, even the professions, have to market their products or services to the public if they want to grow their organization. Lack of growth is a cause for pain; growing is pleasure. For this blog, marketing for pleasure will be my focus. As a small business, you may think it's impossible to get the word out about what you do. That's no excuse. And you don't need fads or gimmicks. Follow the proven, timeless tips and techniques of many entrepreneurs to help get the word out about your business and watch it grow. First, you can give your product or service away. Once they see and use your product or service, either they will be hooked or, chances are you wouldn’t have gained them as a client. Second, go to networking events. Become friends with the members and what usually happens these people become referral sources for you. Third, volunteer to lead an organization. The secret to get the most out of a group is to lead. Fourth, start a blog or a podcast. A blog affords you the opportunity to share your knowledge while a podcast gives you the ability to interview other business owners. They will appreciate the publicity and will think of you in an appreciative light. Fifth, always be helpful. If you can help another owner, even a competitor, do it; it builds your reputation as one of the “good guys”. Sixth, once a week or once a month send out an email or news-letter. Weekly send some motivational quote and monthly some industry news or praise for someone in your industry. Seventh, support a cause. If your product or service is a good fit with their members, you will get exposure every time that organization sends out an e-mail and a mention every time they meet. Attendees always remember and appreciate companies who sponsor their favorite organizations. Eighth, give your clients and prospects some promotional product that they will keep as a reminder of you, even when you are not there. These were just a few ideas to help you market your business. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain that emotional connection as well as their marketing and branding messages to their clients and prospects, around the nation to enable them to increase their ROI with custom On-Hold-Messages. It enables you to up-sell and cross sell; it makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

5/22/2020 Effective Listening
In sales we speak about “Active Listening” as a skill that helps to close sales. Listening is hard work! Effective listening is more than just skill; it's also a matter of attitude. To be an effective listener, you must accept people for who and what they are, not what you want them to be. When you judge people you usually distort your ability to hear what they are saying and in a sales situation, this can be the difference between getting a new client or keeping an established client. Active listening requires you to really listen, not to be thinking of a retort or interrupting that person or finishing their sentence. To be a good active listener, pay attention, listen for “hot buttons”, recognize emotional messages, stop other tasks and don’t allow interruptions. Since you are asking questions and actively listening for answers, it’s a good idea to paraphrase so that your prospect/client knows that you understand and are listening. All of this adds to your marketing and branding efforts. It lets that prospect/client know you are there for them emotionally bonding with them. Another area of your business that continues your marketing and branding efforts is on your phones. When a prospect or client calls and is placed On-Hold do you continue with your marketing and branding? HoldMasters, The On-Hold Message System, creates custom On-Hold advertising that carries your marketing and branding messages to all callers so that when placed On-Hold there is more than a series of beeps, a radio or silence greeting the caller. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain that emotional connection as well as their marketing and branding messages to their clients and prospects around the nation to enable them to increase their ROI with custom On-Hold-Messages It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

5/21/2020 Decisions, Decisions, Decisions
Decisions, Decisions, Decisions, we make them every day. The question is, how do we decide? A decision is a conclusion or resolution reached after consideration. How do we go about making that decision and what do we think will be the end result? What will we learn or gain from making this decision? Or what will we lose if we decide to sit on the couch and eat a bag of potato chips instead? If you are in sales and remember everyone is selling something, it’s important to consider how and why we make decisions. On any given day, we have to decide: 1. to call this potential customer, not that one; 2. to pick up the phone or email a current client.; 3. to spend time generating leads or serving existing customers; or 4. to read an article related to your work or scroll through your social feeds. A decision is not a casual thing that you may or may not do. A decision is powerful and should not be taken lightly. As the old saying goes, “If you want to take the Island, burn the boats.” Your decisions plot your life. Think about some of the ones you’ve made in the past and how they affected your life. Would you make them again? In business, any business, we must make decisions every day remembering the who, what, where and why we are doing them. One decision every kind of business must do in order to be successful is how to market and brand their product and or service. You are the CEO of ‘Me, Inc., and must decide how you will emotionally connect with your present client or customer base as well as your prospective ones, and how you will keep that emotional connection alive. One cost efficient and effective way with On-Hold messages on your phones. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain that emotional connection as well as their marketing and branding messages to their clients and prospects around the nation to enable them to increase their ROI with custom On-Hold-Messages It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

5/20/2020 Nothing Has Meaning
Nothing has any meaning until you give it meaning. How you respond to events reflects the meaning you give it. Too often we humans blame everything from the weather to our fellow humans for the negative events that come into our lives. My thoughts are, in many cases, it’s the meaning we placed on those events not the events themselves. A sales representative may see the rain as a deterrent to sales while another may see that same rain an asset. Different events give us different emotional connections and we all seem to function on emotion first, facts and reason second. How often have you thought of something that happened to or around you in one way, then saw it another way and changed your feelings? What I believe is you changed the meaning you gave it initially with a change of your emotional stance. If you run a business what meaning do you give customer service? It should be on the top of your list; if you want to grow, I think it should be a priority; that’s the meaning I give it. To me customer service starts with the first interaction and never stops. From sales call to phone call customer service must reign supreme. One area that doesn’t get the attention it deserves is when a caller is placed On-Hold. Here you have a captive listener. If a new caller you could have the opportunity to continue both your marketing and branding message keeping that emotional connection alive. With a current client, it’s your chance to up-sell your products and/or service. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain that emotional connection as well as their marketing and branding messages to their clients and prospects around the nation to enable them to increase their ROI with custom On-Hold-Messages It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

5/19/2020 Selling During Covid-19 -2
Our job in sales has always been putting ourselves in the buyer’s shoes. This become of greater importance during a pandemic when everyone one is trying to do business in extremely difficult times. Can you imagine how that prospects or present client’s priorities and marketing objectives have changed? Do they see today as a risk or opportunity? It also means that how you would have advised pre-COVID-19 also must change. Think, would how you did things before the pandemic still work? If not, put on your thinking cap and come up with some fresh ideas for your value proposition. How does your prospect’s or customer’s business need to deal with the change? By knowing their industry and business your ideas must transmit a salient message. Never discount an industry. For example, selling into restaurants sounds unilaterally difficult now, right? Not quite. Well how about take-out, delivery, and in some states limited seating. Doctors can offer telemedicine. We as sales people must think of ideas that will help that client or prospect advance their business making us trusted advisors today and when this pandemic is over, they in most cases, keep looking to you for that advise We must all to adjust our strategies to reflect the changes--some seismic--that COVID-19 has had on business. Every business is experiencing some degree of change right now, and the degree of change varies by their role, industry, size, and geography. It is our job to design extremely relevant and valuable engagement tactics custom for that specific business and with slight variations could be used for other organizations in the same industry. What are the changes pre-Covid-19 and now? What are the top 2 critical issues preventing leaders from achieving adjusted priorities and the risk of not fixing them? Sales people must show empathy, transparency, and vulnerability which are more important now than ever. Think about where your prospect or customer is located, the market(s) they serve, and the industry they are in before reaching out and remember the buyer is probably pretty preoccupied supporting his own customers. It may be the best thing “not” to contact someone immediately. So take the time now to slow down and research your prospects before you initiate contact. Since many people are suddenly working from home, some may or may not have set up call forwarding from their business phone to their personal cell phones. Others may have a sophisticated phone setup and may still be getting emails when you leave a voicemail, so keep at it. If you’re worried that your team will just be calling into corporate 1-800 numbers, maybe limit call steps for now. And, if you can’t sell now work on building up your pipeline for the future. Should your hard work bare fruit and they call you make sure you have a cost effective and efficient On-Hold message Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain that emotional connection as well as their marketing and branding messages to their clients and prospects, around the nation to enable them to increase their ROI with custom On-Hold-Messages. It enables you to up-sell and cross sell; it makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

5/18/2020 Selling During Covid-19 -1
We are all dealing with COVID-19 and we still have to keep working and selling our products or services. At times like this patience, empathy and creativity is required to be successful as well as a new way to market your service. As a sales person you must demonstrate sensitivity and respect positions of the prospect. You truly need to become the “Trusted Advisor” and that will help you long after this crisis is over. May I suggest a few tips that just might help you navigate your sales at this time. With every interaction with a customer or prospect add value. Be empathetic. Remember, they are trying to keep their business moving forward (just like you) and trying to adapt to a new way of doing business, even if it is for a short period of time. Therefore, you must be prepared with a great thirty second attention getter. That means you have to do your homework and understand their industry and business whether it’s a phone call or email. With email your subject line must be killer in order to get them to open it. Your opening message are the most important ones. Those are the ones that get you into a extended phone call or, if possible, a Zoom meeting. Now is the time to polish your remote tools (phone-email-zoom). When using the phone all you can hear, other than the words used, is the tonality, email is very sterile avoiding any body language. Zoom gives you the opportunity to hear and see the person that enables you observe that body language. Both with the phone and Zoom you must put your active listening skills in high gear. Studies show that a video call is much more effective in attracting (and keeping!) participants’ attention than a phone call. If there are more attendees make sure you engage all of them during the meeting. Make sure you are dressed in you regular work cloths. When you dress for your job, you dress for success even if you can ware PJ’s, you will feel better about yourself. These are just a few suggestions. Another suggestion, if you created enough rapport and they call you back and, if placed On-Hold, have a great custom cost effective and efficient On-Hold message. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain that emotional connection as well as their marketing and branding messages to their clients and prospects, around the nation to enable them to increase their ROI with custom On-Hold-Messages. It enables you to up-sell and cross sell; it makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

5/15/2020 Outcome Is Number One
In sales (and all business is driven by sales) the word “Outcome” is number one. Doctors want new patients, lawyers and accountants want new clients, and those of us that deal with other kinds of products or services want new customers. Of course, we want to keep the existing patients, clients and customers and we do that through great service; that said, we always want to keep our pipeline flowing with prospective new patients, clients and customers. Getting the “New” requires a plan and the key to a good plan is consistency. To me, prospecting is opening up new relationships and those are opened through many different methods. There is email marketing, inbound marketing, networking, trade shows and conferences, direct mail, social networking, and referrals; use those that fit both your business and your personality. If you are able, use them all. If all you can do is attend one networking event a month have in mind what outcome you want then, just do it. Plan what time of the day, week or month you will do this prospecting and stay with that plan. Get rid of any and all distractions. For me I have committed to making two contacts via the phone daily. I have been doing that for the past year. I find that I usually make more than two calls. I also plan on going to networking meetings on a daily basis. At these meetings, I pick out the person(s) with whom I feel a connection, I ask for their card and permission to contact them. I seldom if ever get refused. Should these new contacts call me I have an On-Hold message that continues my marketing and branding message. You might think that everyone would have one since 70% of incoming calls are placed On-Hold and 60% will abandon the call within 30 seconds if there’s nothing but beeps, a radio or silence; but will stay On-Hold for four or more minutes with an On-Hold message. BTW, these statistics are from AT&T and one more statistic there is a 2 1/2% to 5% increase in sales when an On-Hold message is employed. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain that emotional connection as well as their marketing and branding messages to their clients and prospects, around the nation to enable them to increase their ROI with custom On-Hold-Messages. It enables you to up-sell and cross sell; it makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

5/14/2020 Leverage Your Losses
How can you leverage your losses? At the end of your sales day it’s a good idea to think about your calls; those that worked and you got the deal and those that didn’t work and you lost the deal. Use the “No Deal” as a learning tool. If you lost to a competitor, use this opportunity to find out what your competitor did better or differently to win the deal. Get feedback so that you will garner knowledge so you won’t lose next time or maybe you’ll be able to resurrect the opportunity. Maybe you lost because one of the decision makers put the kibosh on the deal however, usually the person that brought you in wanted to move forward, so ask him or her for referrals. One way you can never lose is by having a cost efficient and effective On-Hold message on your phone system to both educate and inform all incoming callers. No one likes to place a caller On-Hold, but 70% of the time it’s inevitable. Therefore, don’t subject that caller to a series of beeps, a radio station or worst of all, silence; you will lose 60% of them within thirty seconds. With an On-Hold message they will stay On-Hold for four or more minutes and history tells us that 12% will take some action to something heard while On-Hold. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain that emotional connection as well as their marketing and branding messages to their clients and prospects, around the nation to enable them to increase their ROI with custom On-Hold-Messages. It enables you to up-sell and cross sell; it makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

5/13/2020 Focus Is Key
What we focus on drives the direction we follow. If we focus on only the good, that’s the path we take; the converse is true as well. We all have the ability to choose what we focus on. If you can picture your mind as a camera, your lens will only take in so much. To say focus is the key to success might be overstating it, however, it is, for sure, one of the major keys. What we focus on is a choice. Once we focus on something like a goal then we must take action and start moving toward that goal. Should we hit some bumps and detours, if our focus and action are powerful enough, we will continue toward that goal. The question to ask ourselves is that goal a ‘must’ or a ‘should’? If it’s a must, most people get their must’s; if it’s a should, people tend to move away. The questions to ask yourself are; what are my musts? What am I going to focus on? What action am I going to take? It has been suggested by many to picture yourself already at that goal. When you do that what will you look like? How will you feel? One thing that all businesses must focus on is building and keeping a customer/client base. Getting that base requires getting those customers/clients or prospects emotionally attracted to you. People buy into the emotional connection and a good rule to follow is never break it. One way to keep that emotional connection alive when someone calls your office is with On-Hold messages. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain that emotional connection as well as their marketing and branding messages to their clients and prospects, around the nation to enable them to increase their ROI with custom On-Hold-Messages. It enables you to up-sell and cross sell; it makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

5/12/2020 Five Ways To Create Value
Since your customers, clients or patients are the lifeblood of your business, and are the source of current profits along with being the foundation of future growth, these steps will help you find more ways to grow your business by better serving your best customers by showing them value in doing business with you. There are two aspects to value for your prospect or customer; desired value and perceived value. Desired value refers to what customers’ desire in a product or service. Perceived value is the benefit that a customer believes he or she received from a product/service after it was purchased. Value creation must be the primary aim of any business entity if they plan on lasting. Therefore, creating value for your current base or prospects must be job number one. Step one; Understand what drives value for your customers. You need to talk to them, survey them, and watch their actions and reactions. In short, actively listen and capture information to understand what is important to your customers and how your product/service serves that importance. Step two; the customer, client or patient needs to understand your value proposition. In other words what value do they receive minus the costs does your product/service create for them? Step three; different customers will have changeable opinions of your value relative to your competitors, based on location, for example, or a product/service characteristic that one sector may find especially alluring. Step four; Set a cost that makes it clear that customers are getting value but also capitalize on your “take.” Happy customers that perceive a lot of value in your offer are usually willing to pay more, while disappointed customers will leave, even at a low price. Step five; Always earmark your sales force, marketing dollars, and R&D investments toward the customers and segments that you can best serve and will provide the maximum value in return. Additionally, apportion your development funds toward new products and solutions that serve your best customers or can attract more customers that are like your best customers. Once you’ve accomplished these five steps you must keep that emotional connection alive every time you touch that client, even on the phone when placed On-Hold. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain that emotional connection as well as their marketing and branding messages to their clients and prospects, around the nation to enable them to increase their ROI with custom On-Hold-Messages. It enables you to up-sell and cross sell; it makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

5/11/2020 Getting Past The Gatekeeper
More than likely you've tried to call someone important and you've been redirected to his or her secretary or assistant. This person is also known as the “gatekeeper,” and it is their job to filter the sales calls placed to the executive or VIP from unwanted salespersons or phone calls and to know whom to allow through that gate. For some, the gatekeeper can be frightening, but if you know how to treat this person, he or she can be your best ally. Here are a few ways to make a good impression with the gatekeeper. First of all, treat the gatekeeper with consideration and civility. Most gatekeepers are highly respected within the firm. Never brush off their efforts or treat them as anything less than the angel who is going to open the gates to your fortune. Be sure to express your appreciation for any help they provide, both with them and their boss. Then, remember to keep your cool, the gatekeeper is just doing their job, so resentment or anger will not get you in the door. On the contrary, a negative attitude may put you at the end of the line, forever. Next, speak with conviction, remember, the gatekeeper is an expert at ferreting out unwanted callers. Be aware of the tone of your voice. Speak with a relaxed and steady voice, talk courteously, and smile while you’re conversing. Act with confidence, not anxiety and be friendly but don’t get too personal or waste the gatekeeper's time with idle chatter. Maintain the professional boundaries. It’s okay to engage in a little small talk. For example, ask how their day is going or if you’ve met them before, mention something you talked about during your last conversation. You never know, sometimes the gatekeeper has the authority to hire you or your services so it’s important to be polite. The sweetest sound to anyone’s ear is his or her own name. Use the VIP’s first name whenever possible. For example: “Hello Mary this is John Smith. May I speak to Robert please?” Always be honest. One method to opening the door is to introduce yourself to the executive or VIP via email. Then when you make your follow up call, you can honestly tell the gatekeeper you are following up on information you previously sent. Never sell to the gate keeper. Many gatekeepers ask, “What is this regarding?” Prepare an answer that does not sound like a sales pitch. Say something that mentions some previous correspondence you’ve had with the executive like “I’m with The Four Season’s Hotel and I’m following up on an email I sent last week regarding your company’s upcoming marketing retreat.” One effective way to avoid the gatekeeper is to call the executive before or following normal work hours. Executives often arrive early or stay late, and you may catch them at this time answering their own phones. Keep in mind that the gatekeeper is the person closest to the executive you are trying to reach, so treat them with genuine respect in each and every contact. This includes your exit, whether on the phone or in person. Thank the gatekeeper for their assistance, and leave them with a smile on their face. When that executive returns your call, and put On-Hold, make sure you have a custom On-Hold message that both markets and brands your company along with sharing your company’s philosophy. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain that emotional connection as well as their marketing and branding messages to their clients and prospects, around the nation to enable them to increase their ROI with custom On-Hold-Messages. It enables you to up-sell and cross sell; it makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

5/08/2020 Why Use Social Media Selling
Recent reports suggest that over 70% of decision makers use social media sources to obtain information prior to making decisions about purchasing products or services resulting in big changes in sales activity specifically cold calling and inbound lead generation, networking and other means of obtaining new business leads. Although seasoned sales professionals still use the tried and true, however, thanks to social media those methods are enhanced. Today’s social media channels allow you, as a sales rep, to develop your own professional brand through various digital channels. By using your networks on LinkedIn, Facebook and other social channels, you are able to identify potential prospects, gain information into their needs and challenges, and then utilize this knowledge, to provide your prospects/clients with valuable insights that relate to their specific needs. This valuable exchange of information can enable you to engage them in conversation in order to stimulate their interest and get their agreement to call, email, or meet with them face-to-face or now, with COVID-19 around, Zoom meetings. Social selling affords you with a better way to expose and launch new opportunities, and to cultivate existing and growing business connections. Bottom line, all of this activity is targeted to get your phone to ring. How you handle that can be the catalyst to a successful sale. One thing that is a must is to give that caller, when placed On-Hold, information that carries both your brand and marketing messages forward. One very cost efficient and effective way is with an On-Hold Message from HoldMasters. The On-Hold message shows the client/prospect that you care enough to keep that trust bond alive as well as your marketing and branding message. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain that emotional connection as well as their marketing and branding messages to their clients and prospects around the nation to enable them to increase their ROI. With custom On-Hold-Messages you can both up-sell and cross-sell your present clients. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

5/07/2020 Selling Is An Art Not A Science
Sales are not about what you sell it’s about making friends (A/K/A relationships). If you make enough friends the sales will follow. Sales are the most important function of any business for without a sale, zero business is done; this includes the professions as well. Remember, you can only sell well if you are convinced that your product or service is valuable. When conversing about your product or service keep it simple and be clear and direct. Pressure is an art and may work if you are able to create fear, uncertainty and doubt. One caveat; don’t rub it in to where you anger the prospect. No one is ever angered into a sale. As I’ve stated in previous blogs know your clients, do your homework on the industry, the company and the person. Make sure your presentation flows, however, know it well enough to shift gears if the energy changes. You, the salesperson, must show passion and excitement for these two qualities are contagious. When asked questions don’t guess, be honest. Humor is a great gift and is a wonderful lubricator. Sales is an art not a science meaning you can always improve. You can improve on the way incoming calls are handled by having a custom On-Hold message by HoldMasters, The On-Hold Message System. Don’t put your business On-Hold with a radio station, a series of beeps or silence when someone calls you and is placed On-Hold. Inform and entertain them with a cost efficient and effective On-Hold Message. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain that emotional connection as well as their marketing and branding messages to their clients and prospects around the nation to enable them to increase their ROI. With custom On-Hold-Messages you can both up-sell and cross-sell your present clients. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

5/06/2020 Prospecting, The key To Sales
The old expression, “Finding a needle in a haystack” is a lot like prospecting for sales, yet prospecting is the lifeblood of all sales. In direct marketing, they speak of a formula “AIDA” (Attention, Interest, Desire, and Action), so think of prospecting as the process of creating attention and interest, enough interest to win a conversation, to explore the subject area more deeply. I believe the goal of prospecting is to create interest and convert that interest into a conversation. When prospecting if you are only looking for prospects that are in the “Desire Phase” (someone interested in solving a particular problem or purchasing a known type of product or service) or the “Action Phase” (someone already in the process of searching for a solution to the problem), but if your approach is only to look for these people, then you’re in for a number of rude awakenings. The prospect that is in the desire phase in all probability has someone in mind and the chance it’s you is, remote. To prospect successfully you need to target the decision makers. Make yourself valuable to the prospect by stating how your product or service can improve their lives. Always work with the highest of integrity there is no need to use tricks or bend the truth. Remember it takes many contacts before you reach the right person, therefore never stop. Many sales are made after the twelfth call and many a salesperson doesn’t follow up after two calls. Cold calling works well with both snail mail and email, so use them. Remember should that prospect call you and is placed On-Hold it’s imperative to be professional there as well. Don’t subject the caller to a radio, a series of beeps or silence when for s few dollars you may have HoldMasters, The On-Hold Message system, deliver informative and entertaining custom On-Hold message. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain that emotional connection as well as their marketing and branding messages to their clients and prospects around the nation to enable them to increase their ROI. With custom On-Hold-Messages you can both up-sell and cross-sell your present clients. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

5/05/2020 A Winning Strategy
To get a winning strategy, you must have a compelling goal. Like it’s been said many times before, “If you don’t know where you’re going, how will you know when you get there?” Once you have that goal you must keep it in focus. Keep it in your vision. Think about it when you’re lying in bed. In other words, keep your eye on the prize; your goal. You control how you focus on that prize. You get to decide how much intensity you want to employ. Just don’t run on instinct too often those who run on instinct lose in the end. Test things out and see what works, then you can employ the ammunition in your arsenal to the greatest effect. Stand up to bullies, if you stand up to them, they’ll fold. Be intense. People sense weakness. If you’re not willing to hang it all out, you won’t win in the end. One of the most effective games to play is to lull your opponent into thinking nothing’s wrong. Along the lines of keeping your enemies even closer than your friends. When people let their guard down they reveal weaknesses that can be used against them. There are three tests that can be used to gauge the advantages of one strategy over another and to estimate how good a strategy is. A good strategy is well in step to the company's situation - both internal and external factors and its own qualifications and objectives. A good strategy leads to a justifiable viable advantage. The bigger the competitive edge that a strategy helps build, the more potent and valuable it is. A good strategy enhances the company’s execution. Two kinds of performance improvements are the most informative: gains in effectiveness and gains in the company's long-term business muscle and ready for action position. I would suggest that modeling how a successful business creates a strategy would work for you and your business. Most successful businesses also use the ‘Hold’ button on their phones to educate and inform potential clients as well as up-selling and cross-selling present clients. Using On-Hold time is a winning strategy to increase the ROI. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain that emotional connection as well as their marketing and branding messages to their clients and prospects around the nation to enable them to increase their ROI. With custom On-Hold-Messages you can both up-sell and cross-sell your present clients. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

5/04/2020 Bad Habits Interrupt Your Life
Bad habits interrupt your life and prevent you from accomplishing your goals. They jeopardize your health — both mentally and physically. And they waste your time and energy. So why do we still do them? And most importantly, is there anything you can do about it? The first question is; what usually causes them? And the second question; how do I alter them? Most of the time, bad habits are simply a way of handling stress and boredom. Everything from biting your nails to overspending on a shopping spree to drinking every weekend to wasting time on the internet can be a simple response to stress and boredom. Often stress and boredom are just surface issues and the cause goes way deeper. Do you have some deep seeded beliefs or reasons behind those bad habits? Is it an impending event or some limiting belief? To overcome this negative habit step one, identify it. Remember, you don’t jettison a bad habit, you exchange it for a good one. All of the habits that you have right now — good or bad — are in your life for a reason. In some way, these activities provide a value to you, even if they are bad for you in other ways. Smoking, as an example, for many it reduces stress and so does some form of exercise; which one would you think is smarter? Don’t fool yourself and think that cutting out a bad habit without replacing it works; it doesn’t. Step two think about a substitute for that bad habit. In other words, plan ahead. Step three, eliminate the triggers. Your environment makes your bad habit easier and good habits harder. Change your environment and you can change the outcome. Step four, pair up with someone. The two of you can hold each other responsible and applaud your wins together. Knowing that someone else demands you to be better is a formidable inspiration. Step five, and most important, see yourself succeeding. A good habit in business is to never ignore your client, patient, customer or prospect, even when they call you. One way to keep connected is with an On-Hold message. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain that emotional connection as well as their marketing and branding messages to their clients and prospects around the nation to enable them to increase their ROI. With custom On-Hold-Messages you can both up-sell and cross-sell your present clients. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line

5/01/2020 Keys to Successful Selling
What are the keys to being successful in sales? In simple terms selling is simply decision making, anddecisions are usually made via the emotions. As a sales person, your job is to be the travel agent taking your client/prospect on an emotional trip. To get someone to hand over his or her cash to you requires the emotional connect. If that client/prospect doesn’t have that emotional buy-in for your product or service chance are they will never sign on the dotted line. Remember people buy on feelings not facts; facts justify the feelings however the feelings drive the boat. Another key to successful selling is “Trust”. Your job as a salesperson is to get that client/prospect trusting you and you do this by building rapport. Rapport is getting other to like you. I remember reading that “people like people who are like them”, and that is rapport. There are also a set of logical requirements that go into every deal, although the final outcome will rest on how they feel. I believe that every buyer has a checklist of things they want and if your product or service can deliver on these wants, both you and the buyer are happy campers. This rapport must continue in all phases of the relationship. You never want to break that emotional connection and too often it is broken when the client/prospect calls you and is placed On-Hold. If he or she is greeted with a radio, a series of beeps or silence, that emotional connection may be broken. You don’t need to let that happen. Let HoldMasters, The On-Hold Message System create a custom On-Hold message that keeps that emotional bond alive by continuing both your marketing and branding efforts. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain that emotional connection as well as their marketing and branding messages to their clients and prospects, around the nation to enable them to increase their ROI with custom On-Hold-Messages. It gives the business the opportunity to up-sell and cross-sell their products or services. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line

4/30/2020 Fear Of Rejection Be Gone
Many salespeople dread using the phone to call clients and prospects for fear of rejection. I once read a book “Feel The Fear and Do It Anyway” for when you overcome that fear the rewards will put a smile on your face and jingle in your pockets. Your attitude will determine your future. I don’t think of rejection as a failure and I don’t believe in failure. I substitute the word “Failure” with the word “Learning” therefore, I never fail, I learn. Anytime you get rejected, take a minute and replay what happened. Use that rejection as a learning tool. Once you fine-tune your phone approach you will see far better reception to your calls, that in turn will add to your success. When making business calls consider making a professional greeting never jump into your sales story. You might consider being more formal by saying something like, “Good morning (afternoon) Mr., Ms.,” as opposed to a common “Hello”. Introduce yourself and your company without getting too specific. Know what the goal of your call is, are you looking to sell your product or service or are you selling the idea of an appointment? Always thank the person for the time for taking your call and state the purpose of your call. I always like to have a face-to-face meeting even if it’s a Zoom Meeting, so see if you can schedule one. Always give a choice of time rather then ask, “When Can we meet?” By giving them a choice you are taking control. Constantly thank them for their time and for your upcoming appointment. And, follow up with a “Thank You” note and a conformation of the time. Should they need to call you keep that professionalism alive with an On-Hold message from HoldMasters, The On-Hold Message System. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain that emotional connection as well as their marketing and branding messages to their clients and prospects, around the nation to enable them to increase their ROI with custom On-Hold-Messages. It gives the business the opportunity to up-sell and cross-sell their products or services. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line

4/29/2020 Tangible vs. Intangible
What’s the difference between selling a tangible vs. and intangible? Both require effective communication and the ability to match that customer’s need(s). That said, selling a product is different than selling a service and understanding the techniques that you need to use to be able to show the benefit(s) to the customer. In selling a tangible product you must ask questions that enable you to understand that customer/prospects need(s) and then you match your product to fill that need(s). With tangibles, you promote the key features and attributes that point to the benefits. Often times with a tangible you have the opportunity to do a demonstration that in most cases is the best tool in your sales kit. With a service, you have a little tougher sell for here you need to build a strong trust bond since that customer has nothing to see, hear, smell or taste. You need to convince him or her that the service's quality and your experience and personal dependability are worth paying for. One thing that can help ramp up the sales is testimonials since you haven’t a product to show. Testimonials are also very helpful in tangible sales as well however in- service sales they are paramount. In either case follow up is always a must and so is an On-Hold message. The On-Hold message shows the client/prospect that you care enough to keep that trust bond alive and that marketing and branding message moving forward when they call in and are placed On-Hold. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain that emotional connection as well as their marketing and branding messages to their clients and prospects, around the nation to enable them to increase their ROI with custom On-Hold-Messages. It gives the business the opportunity to up-sell and cross-sell their products or services. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line

4/28/2020 Building A Trust Bond
A recent CBS News/New York Times poll asked, “What percent of people in general are trustworthy?” The answer was stunning, only 30%. That’s pretty dismal. When the same poll asked the question, but change the question to “How many people do you know are trustworthy?” The answer changed dramatically to 70%. This shows me that when people get to know you and like you they then begin to trust you. Trust is a key word when selling anything and that trust takes you away from being just another “Sales Rep” to being a trusted “Advisor”. In order to build trust, when you don’t have the solution for that client’s best interest, tell them, don’t sell them something that you know will not deliver the outcome that prospect/client wants. Always give the unvarnished truth and let the prospect/client choose. Never misrepresent the FAB (features/advantages/benefits) of your product and/or service. Don’t over promise and under deliver. This prospect/client can refer you to others and I always feel that getting a referral is far better than “Cold Calling”. You can keep that “Trust Bond” going even when you are not face to face with that prospect/client by having a custom On-Hold message on your phone system that carries both your marketing message (what you do) and your branding message (who you are). Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain that emotional connection as well as their marketing and branding messages to their clients and prospects, around the nation to enable them to increase their ROI with custom On-Hold-Messages. It gives the business the opportunity to up-sell and cross-sell their products or services. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line

4/27/2020 Stop Closing The Sale
Stop closing the sale and start opening relationships. For years’ sales trainers and sales managers have been coaching sales people on “How to Close” a sale. Remembering that everyone is a sales person, we as a species are always selling. Parents sell their children ideas to assist in the child’s personal development, husband and wives sell each other on family matters, religious leaders sell their congregations on scriptures, owners of business and CEO’s sell ideas to the employees, the media (TV, radio, social media) sells products and services to viewers and listeners, and sales people sell to products and services to potential buyers and current customers. No one likes to be sold. People buy for different reasons and when you break it down to the lowest common denominator, it’s due to an emotional connection and it relieves some kind of pain. Creating relationships should be the goal of everyone. Once a relationship is created trust is established and without trust, there can be no relationship. Keeping that trust bond alive is the grease to sales. One way to keep it alive is with a very cost effective and efficient On-Hold message on your phone. Nothing can break an emotional connection more than ignoring callers and beeps, music or silence on the phone are examples that can be fixed easily. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain that emotional connection as well as their marketing and branding messages to their clients and prospects, around the nation to enable them to increase their ROI with custom On-Hold-Messages. It gives the business the opportunity to up-sell and cross-sell their products or services It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line

4/24/2020 Selling Over The Phone
There are many ways to sell products and services to consumers today, and, thanks to the development of the internet and the scope of digital technology, many companies turn to the web to reach potential customers. However, in reality, there’s a tried and true — and powerful — sales channel that many people are overlooking: the phone. While phone sales might seem like a thing of the past, they’re actually a very effective way for your team to reach the people they want to sell to, and to improve sales techniques as your company grows. Here are some of the benefits of selling over the phone and why your company should consider doing it as an effective sales strategy. Selling over the phone is that it’s extremely efficient. Salespeople who sell over the phone can reach more people and have more in an hour than those who sell in person or those who send emails and have to wait for a response. When you use phone calls as a sales technique, you can easily track your performance data, then tweak your strategy based on what’s working and what’s not. By analyzing things like call length, call time, conversion rates and more, you can alter your phone sales strategy to make sure it works. Refining your strategy for sales calls is easier than perfecting, say, an ad campaign, which can be affected by a huge slew of factors that are difficult to pinpoint. Selling over the phone allows salespeople to inject a personal touch into their sales process. Having a conversation with their voice allows salespeople to inject their personality into selling via topic choice, tone and more — this helps create a more human, likable feel for prospects, which forges a stronger bond with the sales rep and makes people more likely to buy. When you use the phone for sales, you can be in control of when prospects get information about what you’re selling — and ensure they’re not distracted. When you send an email to an inbox, your prospect might read that email at work or when doing something else. You can time sales calls in the afternoons and evenings when people are not at work, so there’s less of a chance that they’re absorbed in something else. And, should they call you make sure you have a custom On-Hold message. Since 1987 HoldMasters, the On-Hold Message Company, has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain both their marketing and branding messages to their clients and prospects. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

4/23/2020 B2B Sales Strategies to Win More Customers
B2B sales has changed. What used to work is no longer possible as the B2B buyer is firmly in control. Here are some thoughts you need to know about the modern day sales process. What are the buying habits and traits of a modern B2B buyer? How can you use research to connect, build relationships with them and eventually, sell your product or service to them? It’s no secret, selling to B2B customers is hard. At times, it can feel almost impossible. Of course, selling was never easy. But, the days when a salesperson was in charge of the buying process are long gone. • Today’s buyers prefer to conduct the research and select what to buy on their own, without any influence from the salesperson. • Only 29%of people want to talk to a salesperson to learn more about a product • 57% of buyers decisions are made before buyers even pick up a phone to speak to a supplier • 34% of salespeople admit that closing deals is getting harder That doesn’t mean that the days of reaching you sales quotas, are gone, , you first need to understand the dynamics of modern B2B sales. Then, you need learn the sales strategies that will help you achieve it. At one time B2B sales were a lot easier. If a person needed a product or solution, they’d reach out to a potential vendor and deal with a sales person, make a presentation and if the buyer like the product and the terms, they’d buy. And if they were happy with what they heard, they would make a purchase. Simple, right? It was a relatively straight forward process, in which marketing was responsible for filling up the sales funnel with leads, and then for sales teams, they were responsible for getting those leads into a sales and moving them down the funnel and into a sale. Now, compare that with he buying process B2B buyers go through today: A person identifies a problem, 1. They research it online, then, 2. They also conduct further research to discover all potential solutions, 3. They reach out to friends for recommendations, and check what others say about a particular solution on social media, forums, and other online sources, 4. They Google this particular solution and read online reviews, 5. During the sales process they might also click an ad offering a solution, finally, 6. Based on all information make a buying decision, and only then 7. They might reach out to the company to complete the sale.Now that’s a big change. 8. So, instead of the predictable nature that sales used to be, it’s now more like this: 9. hey now base a buying decision on internal research, which includes anything from Google search, friend recommendations, and scouting many other web sources. Today, buyers can research a product digitally through websites, forums, social media, and free trails. In fact, buyers can go as much as 60-70% of their decision process without ever having to engage with a salesperson. In the B2B Industry many younger professionals, between ages 18 and 35, now occupy positions that give them the decision making power in the buying process and these younger professionals are prone to using digital technologies in the buying process, in turn revolutionizing how they purchase products or services. According to research, 59% of these younger buyers prefer to do research online instead of interacting with a sales rep because the rep pushes a sales agenda rather than helps solve a problem. At the same time, salespeople continue to focus on selling, rather than helping prospects . It’s also no surprise that sales teams who incorporate social selling into their strategies tend to perform better than those that don’t. The younger buyers want to feel confident that they’ve made the right decision, and try to do as much as possible to mitigate post-purchase dissatisfaction during the sales process. One thing every business can do to keep the relationship and the emotional connection alive is to have a custom On-Hold message. Since 1987 HoldMasters, the On-Hold Message Company, has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain both their marketing and branding messages to their clients and prospects. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

4/22/2020 Ideas To Help You Close More Sales
How many of you have no problem getting into an account, but, get stuck after submitting a proposal? How many of you have sent your prospect all your marketing materials and even sent them a demo. They seem interested at the time, then, after they get your proposal, nothing.? If that’s what happens to you, you are not alone. Despite what you think, it's not the real problem. Your inability to close is a symptom. What it really means is that your prospect does not think it's worth making a change right now. In short, it's nice to know about your offering, but not necessary. Here are a few ideas to help you do a better job at closing sales. Know your impact. Make sure you're clearly able to articulate the business value of your offering. You should ensure that you're talking about key business drivers such as reduced operating costs, increase sales conversation rates or improved efficient. Adding metrics makes your message even more impactful. Be a storyteller. Share examples of how you've helped other customer improve. Be able to explain how they were doing things before, the challenges they faced, and the results they've achieved since working with you. Slow down. You may be moving things along much too fast. You're showing your stuff, sending collateral and giving pricing. It's highly likely that they don't feel like you're focused on their success. Take time to build the relationship so that they truly feel that you're a credible resource, not a self-serving sales guy. Connect the dots. It's imperative to engage your prospect in a discussion. This helps you/them determine if your offering makes sense for them. Here are some good ones to start with:  How are you currently handling your needs in this area?  What are your objectives relevant to the business drivers this product/service addresses?  What initiatives do you already have in place to get there?  If you achieved results similar to our other customers, what would this mean for your organization? If your prospects aren't making the connections between what you sell and the value they could get from it, it's because you're leaving it to happenstance. Plan your questions ahead of time. They are your greatest tools in getting to a yes. Stop trying to close. Instead, focus on helping your prospect determine if it makes good business sense to change. If it does, they'll say yes. If not, they'll stay with what they've got. Today's prospects are too savvy to fall prey to any closing techniques. The more you try to do it, the less they want to do business with you. Instead, put your emphasis on the front end of the sales cycle. Before you know it, your prospects will be saying, "How soon can we get going on this?" Carry the idea of educating them to your product or service with a custom On- Hold message. Since 1987 HoldMasters, the On-Hold Message Company, has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain both their marketing and branding messages to their clients and prospects. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

4/21/2020 Techniques That Create Value
Studies show that at least 60 percent of deals in the pipeline are lost to “no decision” rather than to competitors. That’s because of something called Status Quo Bias —your prospect’s natural aversion to doing something different than what they’re doing today. It’s only by interrupting their format (pattern) their status quo that you can persuade your prospects that their current situation is unsafe and unworkable Keep in mind, however, that this part of today’s blog is about why your buyer needs to change. It’s not about introducing your solutions’ features and benefits. At this point, focus on creating the urgency to change by establishing that your prospect’s status quo situation, and pain, is preventing them from reaching their most important business goals. 1. Introduce Uncalculated Needs Too often, salespeople base their messaging on the needs prospects tell you they have. When you do that, you’re then inclined to connect those identified needs to the specific capabilities that respond to those needs—in the standard “solution selling” fashion. The problem is, you end up delivering commodity messages that won’t differentiate you from your competitors—because they’re likely constructing a similar value message in response to the same set of inputs. And because every option sounds the same, your prospects become indecisive. To create the urgency to change and overcome Status Quo Bias, you need to introduce prospects to Unconsidered Needs—unmet, underappreciated, or yet unknown problems or missed opportunities that are holding back their business. In fact, research conducted by Corporate Visions found that a provocative messaging approach that begins by introducing an Unconsidered Need enhances your persuasive impact by 10 percent. 2. Find Your Value Wedge When you present your value proposition to prospects, how much overlap is there between what you can provide and what your competition can provide? Most B2B salespeople admit that overlap is 70 percent or higher. So rather than competing within that “value parity area,” focus on what you can do for the customer that’s different from what the competition can do. This is called your Value Wedge. Your Value Wedge must meet three important criteria: A. It’s unique to you. This is a message that’s completely different than your competitors. B. It’s important to the customer. Provide value by highlighting gaps in the way your prospect is doing things today, and how your approach will resolve those issues. C. It’s defensible. Document proof points of time when other companies overcame similar challenges by adopting your proposed solution. And when you create something that meets those three criteria, you have a value proposition that sets your solution apart from the competition and communicates real value to your prospect. When you connect your prospect’s Unconsidered Needs to your differentiated strengths, you break free from value parity and commodity messaging to create the urgency and differentiation needed to overcome your prospect’s Status Quo Bias. 3. Tell Compelling Visual Stories “Death by PowerPoint” is a common way to describe the mind-numbing experience of sitting through a long slide presentation filled with bullet points and clip art. Yet, most sales reps continue to fall back on this tired and unoriginal method of pitching. But research proves that effective sales presentations need to go beyond just a list of bullets. A research study on using visuals in B2B sales revealed that simple, concrete, hand-drawn visuals on a whiteboard outperformed two types of PowerPoint presentations in the areas of recall, engagement, presentation quality, credibility, and persuasion. Sales presentations should be a compelling visual narrative designed to showcase your products and services and how they deliver unique value. And regardless of whether you use a whiteboard, a flip chart, the back of an envelope, or a tablet, using visual stories is a powerful differentiator in competitive and complex selling environments. Should that client or prospect call you make sure you have a custom On-Hold message that continues both your marketing and branding message. Since 1987 HoldMasters, the On-Hold Message Company, has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain both their marketing and branding messages to their clients and prospects. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

4/20/2020 Sales Prospecting Techniques
Grabbing your buyer’s attention and opening the door to more rewarding sales conversations is the key to productive sales prospecting. Use these three sales prospecting course of action to build your pipeline and have more productive dialogue with your prospects. 1. Always make Your Customer/Prospect The Hero There’s a large body of research about the recognition effects of stories for motivating behavior change. And in a selling situation, stories are a impactful way to demonstrate the desirability of your solution to your prospect. Every story needs a hero—someone you relate to as they overcome hurdles on their journey toward happily ever after. But who’s the hero of your story? If it’s your company or your answer, you need to rework your story and make the customer the hero. A typical hero’s journey goes something like this: 1. The hero is a character who struggles with a problem 2. The hero meets a wise mentor who understands their problem 3. This mentor gives the hero new insight, provides a plan, and drives them to action 4. Armed with newfound confidence and a plan, the hero faces their problem 5. The hero overcomes the problem, realizes their potential, and reaches their goal In your story, the customer/prospect is the one who needs to save the day, not you. Your role is that of the consultant. You’re there to help your prospect/customers see what has changed in their world and how they can adapt to better survive and thrive. 2. Don’t Over-Personalize Your Campaigns Most marketers and salespeople believe the more personalized your outreach, the better your results. But you may be surprised to discover that highly personalized outreach isn’t as effective as less time-intensive personalization. In a recent B2B personalization study, that tested the effectiveness of four different email personalization methods with 7000 prospects to determine which treatment worked best. The study used four different personalization conditions—industry only, company only, industry + personal details, and company + personal details. The results? While open rates were higher when using more personal details, the opposite was true for click-throughs. Personalizing by industry (without personal details) returned a 24 percent higher click-through rate than the company + personal details treatment. People may initially open an email that appears to speak directly to them. But they’ll feel let down when they discover it’s only a clever gimmick to grab their attention. On the other hand, when you share a story about how a similar company struggled and solved a common industry concern, your prospect is better able to project themselves into the story. They may even be eager to find out what happened next. Learn more about the most effective approach to B2B marketing personalization in our e-book, It’s Not Business, it’s Personal. 3. Use “You” Phrasing, Not “We” Phrasing It seems well-intentioned and inherently logical: Show your customers you understand their world by positioning yourself as a member of their tribe, hoping to establish a collaborative experience. The word “we” implies the supplier and the buyer are “in it together.” The problem is, when you use this type of we-phrasing, you’re actually hurting your ability to move your prospect to take action. Corporate Visions ran two studies to test the effectiveness of you-phrasing versus we-phrasing. The studies found that you-phrasing is exponentially more effective at moving prospects to take personal responsibility and feel like they must take action. You-phrasing compels your prospect to question their status quo, paints an achievable buying vision, and holds your prospect’s attention in a way that separates your marketing message from the competition. So, the next time you’re talking to a potential buyer, use you-phrasing. It’s a small change. But it makes a big difference. Keep your story alive with an On-Hold message from HoldMasters. By having this message any prospect that calls you and is placed On-Hold gets a continuation of all of the above; Make Your Customer The Hero, Don’t Over-Personalize Your Campaigns and Use “You” Phrasing, Not “We” Phrasing. Since 1987 HoldMasters, the On-Hold Message Company, has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain both their marketing and branding messages to their clients and prospects. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

4/17/2020 Consistency Of Your Brand Is Paramount To Success
Does everything you do, say and have about your business connect or family to one another? Are all of your collateral materials (web, stationery, logo, tagline, mission statement, cards, postcards, brochures, elevator pitch, newsletters, letters, project sheets, resumes, bios, firm description, etc.) coinciding with your brand and marketing messages? If they don’t you are giving your current clients and prospects mixed messages. Consistency of your brand and your brand promise is paramount to success. Create a mission statement that shows your reason for being and the value you provide to your customers as well as a memorable tagline that expresses who you are and what you do. Along with these also let HoldMasters create an On-Hold message that carries your marketing and branding message forward. Statistics from AT&T have shown that by advertising On-Hold most business, either home based or Fortune 500 Companies, show a 2 1/2% to 5% increase in sales and that 12% of the caller will take action on something they heard while On-Hold. Since 1987 HoldMasters, the On-Hold Message Company, has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain both their marketing and branding messages to their clients and prospects. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

4/16/2020 What is Your Brand Message
Many small business owners understand that branding is essential to their business, but a surprisingly high number of them don't really know why. I believe the reason is that they don’t understand what “Branding” means. Some small business owners think a brand is their logo or their name; they are wrong. Branding is your promise. It is a way of defining your business to yourself, your team and your clients/prospects. It’s your business’ ‘identity”, but only on the understanding that it represents the core of what the business is and its values, not just what it looks and sounds like. Consumers of all genera of businesses are so conversant that they can see through most attempts by companies to gloss, spin or charm their way to sales. Remember, marketing is “what you do” branding is “who you are”. Your brand should promote your business, connect with your consumer base on an emotional level and distinguish you in the market. Branding doesn’t stop with the sales call. It continues with every contact. One place that very often is ignored is when a client or prospect calls your company and is placed On-Hold. The emotional connection to your brand can be broken if that caller is treated to silence, a radio station or a series of beeps. Not only are you wasting the caller’s time you are in effect wasting valuable marketing and branding time and could lose that caller and possible business forever. Since 1987 HoldMasters, the On-Hold Message Company, has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain both their marketing and branding messages to their clients and prospects. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

4/16/2020

4/16/2020 What is Your Brand Message
Many small business owners understand that branding is essential to their business, but a surprisingly high number of them don't really know why. I believe the reason is that they don’t understand what “Branding” means. Some small business owners think a brand is their logo or their name; they are wrong. Branding is your promise. It is a way of defining your business to yourself, your team and your clients/prospects. It’s your business’ ‘identity”, but only on the understanding that it represents the core of what the business is and its values, not just what it looks and sounds like. Consumers of all genera of businesses are so conversant that they can see through most attempts by companies to gloss, spin or charm their way to sales. Remember, marketing is “what you do” branding is “who you are”. Your brand should promote your business, connect with your consumer base on an emotional level and distinguish you in the market. Branding doesn’t stop with the sales call. It continues with every contact. One place that very often is ignored is when a client or prospect calls your company and is placed On-Hold. The emotional connection to your brand can be broken if that caller is treated to silence, a radio station or a series of beeps. Not only are you wasting the caller’s time you are in effect wasting valuable marketing and branding time and could lose that caller and possible business forever. Since 1987 HoldMasters, the On-Hold Message Company, has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain both their marketing and branding messages to their clients and prospects. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

4/15/2020 Beliefs Of Excellence
If you think about it, everything happens for a reason and a purpose; and how it serves us. Have you ever noticed that all successful people have the incredible ability to focus on what’s possible in each situation? They think what positive results can come from this? Successful people seem to believe that every adversity contains the seed of an equivalent or greater benefit. Think about it in your own life, how many different ways could you react in any given situation? Remember, that no matter how you feel (emotion) or what you do (action) you are only letting off steam (which has some benefits); however, does it get you any closer to your desired goal or outcome? Probably not. What you must do is discipline yourself to be able to retrace your steps, learn painful lessons, mend fences, and look to new possibilities. In other words, do whatever it takes to get a positive outcome from what seemed negative results. Questions to ask yourself: do I generally expect things to work out well or poorly? Do I expect my best efforts to work out well or do I expect them to be stymied? Do I see the potential in a situation or do I see the roadblocks? Too many people focus on the negative rather than the positive even in goal setting they focus on what they don’t want as opposed to what they do want. Belief in limitations creates limited people. The key is to let go of those limitations and operate from a higher set of resources. See the impossible as possible. For example, you can turn you phone into a cash register by just adding On-Hold Messages to your marketing and branding activity. Since 1987 HoldMasters, the On-Hold Message Company, has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain both their marketing and branding messages to their clients and prospects. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

4/14/2020 Paths To Success
To be successful in any part of life one needs to know what paths to take. First, you need to know the outcome(s) you want. If you don’t know what you want how will you know you’ve gotten it? Second, you must take action. Know what you have to do today, tomorrow, next week, next month, next year. Third, keep tabs on your results. Have mini-goals along the way so that you’ll know you’re on the right path. Fourth, be flexible. If you keep doing the same thing and not getting the outcome(s) you want, change. These same concepts are true of beliefs. Are your belief’s supporting your outcomes? Are they getting you to where you want to go? If your beliefs don’t support your desired outcome(s) get rid of them and try something new. In my world of business many of my prospects didn’t see the value of On-Hold Messages plus they didn’t believe they put callers On-Hold. They discovered that AT&T statistics were correct and on average 70% of all incoming calls are placed On-Hold. If those numbers are correct then AT&T’s other statistics are accurate too; 60% of the callers will abandon the call within thirty seconds if there is silence and another ten seconds if there is music; with On-Hold Messages they stay on the phone four or more minutes), 12% will take action on something they heard while On-Hold (called up-selling), and best of all there is a 2 1/2% to 5% increase in sales with an On-Hold message. Since 1987 HoldMasters, the On-Hold Message Company, has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain both their marketing and branding messages to their clients and prospects. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

4/13/2020 No Pain, No Sale
Pain is the greatest motivator. There are several different kinds that motivates people to take action. There is the obvious, you have a tooth ache and go to the dentist. He asks one question “which tooth is it?” You tell him and he does an x-ray and suggest that the tooth be removed. You’ll do anything to get out of that pain and the dentist made a sale. Then there’s the medical doctor. When you see him or her, they ask you a series of questions until they have a reasonable idea of the cause of that pain. Then, they prescribe a treatment plan or write you a prescription and a sale is made. Every business experiences pain in some form or another. From poor sales and customer service to systems that cause losses in revenue. If you are an employee and see any of these flaws, you speak to the boss and tell him or her you’ve noticed some of these deficiencies. This gives you the opportunity to ask some questions like, “have you noticed them too?” and you are off to the races. If you are a leader, not a boss, and want to sell an idea to your team you ask questions so that they will buy in and that’s far better than dictating. With clients it’s imperative to know and understand their business or industry in general and through your research have a good idea of the problems of that industry, which then will put you in a position of asking very pointed questions. Those questions should trigger pain points and the more questions, the more pain. This opens the prospect to want to hear how you can elevate that pain. Some of these prospects might not know of the areas where the pain starts. Take any business that receives a phone call and the caller is placed on hold, and according to AT&T about 70% will be. If some kind of music, radio station series of beeps or worse yet, silence, greets them, 60% will hang up within 30 seconds, again AT&T statistic. That company just lost the opportunity of a sale, consequently lost revenue. The sad part is no one knows how a message on hold could have saved that customer. So the question to ask is, “what is a customer worth to you?” Even with friends and family by asking questions you can discover what problems they are having, what kind of restaurants they like or movies they enjoy. Pain is the problem questions are the motivation. Since 1987 HoldMasters, the On-Hold Message Company, has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain both their marketing and branding messages to their clients and prospects. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

4/10/2020 Building and Bonding
In previous blogs I have suggested you do your homework on both the industry you are calling on as well as learning as much as possible about the specific company, and, if possible the person you’ll be meeting with; all of this information could be available on the Internet. Now, having this information, you are able to create a list of questions to ask. You are now able to steer the conversation knowing the industry, the specific business and the prospect. Your job is to actively listen, not just speak endlessly about your product or service. If you are listening remember, now your job to build that relationship that bonds the client/prospect to you. The sales process doesn’t end with the sale; it’s just the beginning. You need to ask yourself some questions: How did it go? What worked? What didn’t work? Add to that your opportunity to continue the bonding when that person calls in and is placed On-Hold. Are they treated to additional branding information about your company as well as marketing information or are they greeted by silence, a radio station or a series of beeps. All of the preceding “greeting’s” can cause a disruption in the bond of the emotional connection you worked so hard to build. Having a custom On-Hold message from HoldMasters, The On-Hold Message System, can help eliminate call abandonment. Since 1987 HoldMasters, the On-Hold Message Company, has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain both their marketing and branding messages to their clients and prospects. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

4/09/2020 Sales Strategy
Purchasing decisions are constantly changing, so it's important to continually reevaluate your sales strategy. Whatever you’re selling whether it’s a product or a service you have to find that perfect balance between being persuasive but not arrogant or annoying. This takes work and planning however once that sales strategy is in place you’ll find more deals are closing; and isn’t that the goal? Item number one on your strategy must be that your prospect and/or client must come first. Crucial to any sale is knowing who the decision maker is, for only that person can make the final decision to buy. Once with the prospect or client, always be genuine. Show that person your with that you understand and care about their business, not just closing the sale. Remember, like a Boy Scout, be prepared for any and all questions, just simply don't act like you don't care about the customer's best interests. I love objections because they tell me that there is interest and if you answer the objection(s) to the prospects/clients satisfaction usually you have a sale. Preparation is the key. Learn about the overall industry you’re speaking to as well as that particular company. Keep that sales strategy alive with a custom On-Hold message for when they call your company. Don’t allow that On-Hold time to be wasted with a series of beeps, a radio or worst yet, silence. While the caller is captive, you have the opportunity to solidify your sales strategy with information and courtesy. Since 1987 HoldMasters, the On-Hold Message Company, has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain both their marketing and branding messages to their clients and prospects. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

4/08/2020 Value Selling Value Selling
What do you call value selling? If you thought the most value for the least money’, you are wrong. To me value selling is the financial impact of the purchase compared against the acquisition cost. If the "value" you're selling is extraordinary to your offering and large enough to make it a priority, you will win the business, as long as the customer has dollars to spend and the mental ability to understand. Selling ‘Benefits’ you are essentially describing a product feature–but you tie it in some way that it improves the prospect’s or client’s situation. Remember selling ‘Benefits’ is more effective then selling features, unless, the prospect or client sees the ‘Value.’ The “What’s in it for me” statement” is prime. If you sell the features of your product or service all you are doing is communicating some component of what you are offering. This same scenario of selling value is just as important when your customer or prospect has called you and is placed On-Hold. By having an On-Hold-Message you are able to continue your value selling using that time On-Hold as productive time with your captive listener. AT&T research tells us that 70% of all incoming calls are placed On-Hold and 60% will abandon the call within 30 seconds when greeted by silence, and another 10 seconds with a radio playing; however, with a Message On-Hold, they will stay four or more minutes. Best of all, according to AT&T, a business with On-Hold –Advertising will see on average a 2½% to 5% increase in sales. Since 1987 HoldMasters, the On-Hold Message Company, has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain both their marketing and branding messages to their clients and prospects. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

4/07/2020 Empathy Is The Key
In one word, what would you think is of prime importance in sales? If you said ‘Empathy’ in my opinion you are on the right track. Empathy is the intimate understanding of the feelings, thoughts, and motives of others. Being ‘Empathic’ allows you to put yourself in the shoes of others. It allows you to feel as if you were that prospect or client. Once that client and/or prospect senses you understand their feelings, they will open up more and share their desires and once you know their requirements, you can share a way to serve those requests. In my opinion unless you develop empathy for your customers, until you develop the skill of calling for and getting a favorable agreement that sales people call consummation, you probably won't make it in selling. That prospect and or client should sense that you recognize and care about helping them solve their challenges, not that you are just looking for a sale. Remember, you must truly have confidence in the fact that you can satisfy the client’s/prospect's needs. You must understand the benefits, features, as well as the disadvantages of your product or service from your prospect's point of view; you must evaluate things on the client’s/prospect's measure of standards, not your own; you must realize what is important to the client/prospect. Your client/prospect must always be the feature performer of the show. And the same ‘Empathy’ holds true when the client/prospect calls your company and is placed On-Hold. Here you have the perfect opportunity to continue your marketing and branding message to a captive listener. You never want to break that emotional bond that you’ve created by having that caller listen to a radio, a series of beeps or worst of all, silence. Statistics from AT&T have shown that by advertising On-Hold most business, either home based or Fortune 500 Companies, show a 2½% to 5% increase in sales and that 12% of the caller will take action on something they heard while On-Hold. Since 1987 HoldMasters, the On-Hold Message Company, has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain both their marketing and branding messages to their clients and prospects. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

4/06/2020 Consistency Of Your Brand Is Paramount To Success
Does everything you do, say and have about your business family to one another? Are all of your collateral materials (web, stationery, logo, tagline, mission statement, cards, postcards, brochures, elevator pitch, newsletters, letters, project sheets, resumes, bios, firm description, On-Hold Messages, etc.) coinciding with your brand and marketing messages? If they don’t you are giving your current clients and prospects mixed messages. Consistency of your brand, and your brand promise, is paramount to success. Create a mission statement that shows your reason for being and the value you provide to your customers as well as a memorable tagline that expresses who you are and what you do. Along with these also let HoldMasters create an On-Hold message that carries your marketing and branding message forward. Statistics from AT&T have shown that by advertising On-Hold most business, either home based or Fortune 500 Companies, show a 2½% to 5% increase in sales and that 12% of the caller will take action on something they heard while On-Hold. Since 1987 HoldMasters, the On-Hold Message Company, has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain both their marketing and branding messages to their clients and prospects. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

4/03/2020

4/03/2020 What is Your Brand Message
Many small business owners understand that branding is essential to their business, but a surprisingly high number of them don't really know why. I believe the reason is that they don’t understand what ‘Branding’ means. Some small business owners think a brand is their logo or their name; they are wrong. Branding is your promise. It is a way of defining your business to yourself, your team and your clients/prospects. It’s your business’ “identity”, but only on the understanding that it represents the core of what the business is and its values, not just what it looks and sounds like. Consumers of all genera of businesses are so conversant that they can see through most attempts by companies to gloss, spin or charm their way to sales. Remember, marketing is ‘what you do’ branding is ‘who you are’. Your brand should promote your business, connect with your consumer base on an emotional level and distinguish you in the market. Branding doesn’t stop with the sales call. It continues with every contact. One place that very often is ignored is customer service or when a client or prospect calls your company and is placed On-Hold. The emotional connection to your brand can be broken if that caller is treated to silence, a radio station or a series of beeps. Not only are you wasting the caller’s time you are in effect wasting valuable marketing and branding time and could lose that caller and possible business forever. Since 1987 HoldMasters, the On-Hold Message Company, has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain both their marketing and branding messages to their clients and prospects. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

4/02/2020 Ditch The Social Networking
Suppose the telephone was invented after social media and computers, business people would be trumpeting the great value of this new-fangled invention that makes you proactive as opposed to passive. With email, Facebook, Twittter and LinkedIn you are passive while waiting for a reply. With the phone, you are proactive and you get instant feedback. With the phone you can hear voice tone and can get a feel of the other person’s feelings, something you cannot get from social media. With the phone you don’t waste time and remember, time is something you can’t store. Sure, you can be part of large groups on LinkedIn and Facebook, but ask yourself, “How much business have I gotten”? Networking is a great way of finding new business and I mean networking in person, not over the phone. Now don’t get me wrong, the phone is a great instrument for follow up, making appointments and other business connected needs. It’s also important when that client or prospect calls you. What happens on the phone then? Does that caller continue to get your marketing and branding message with an On-Hold message or are they placed in a void of silence or some perky radio station playing today’s hits? Since 1987 HoldMasters, the On-Hold Message Company, has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain both their marketing and branding messages to their clients and prospects. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

4/01/2020 Get Out Of The Rut
Are you in a sales rut? Are you doing the same thing over and over again? Are you getting the results you desire? Remember the saying, “If you always do, what you’ve always done, you’ll always get, what you’ve always got”. It’s time to experiment with sales and marketing initiatives you've never tried or have avoided. The following are some suggestions you might try. Try to become the focal point of the account. Get to know, not only the buyer, get to know the receptionist, the president, everyone connected. Your relationship should be so strong that to the employees, you’re one of them. Know the industry so that when challenges come up you have a solution. Stop thinking about what you sell; sell what the account sells and learn how they run their business. Who do they sell to? Who's the competition? What's stopping them from growing and succeeding? This kind of sales focus turns you into an asset. If you're certain you can add value to the account, then be persistent. If the value isn't there, tell them that as well. This type of attitude builds and enforces the trust bonds and creates the environment for referrals. With every contact any business must continue to educate the prospect/client. One way is with a custom On-Hold message from HoldMasters, The On Hold Message System. Since 1987 HoldMasters, the On-Hold Message Company, has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain both their marketing and branding messages to their clients and prospects. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

3/31/2020 Communication The Key To Success
Communication isn’t about us feeding information to others or about others pouring their points into our heads. Communication is about relationships, it’s about understanding and expectations. It’s been said that communication is like a chemical reaction in which two elements form an indivisible, interdependent compound. Some people describe communication as a dance that happens between people with every dance and dancer being different. If you think about it everything we do is a form of communication; as a matter of fact, we can’t not communicate. We communicate our thoughts, feelings and desires to ourselves or to others. If you think about it, communication is one of our key tools to achieving results, satisfying our needs, and fulfilling our ambitions. Whether you are good or bad at communication it forms a chief part of our everyday life. In business poor communication can lose your business, lose your goodwill. It can also damage your personal or companies image. It can cause misunderstandings, conflicts and arguments. I don’t believe anyone in business can afford results like this nor can they afford them. One powerful way to keep the positive communication flowing in business is with an On-Hold message. On-Hold messages broadcast to every captive caller information you want communicated in a warm and friendly environment on your phone. On-Hold messages help turn your On-Hold function into a cash producing function. Since 1987 HoldMasters, the On-Hold Message Company, has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain both their marketing and branding messages to their clients and prospects. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

3/30/2020 Action = Results
What action are you taking to increase your results? You do realize that in order to move in any direction action must be present? This is true in business as well. If you always do the same things, can you expect a different result? Our current crop of technical tools must be the same in order to work at peak efficiency, however, human transaction must always be different to grow. We humans, regardless of what we do, in order to do better, must always alter our routines to get better results. I believe that at our core all humans desire to thrive, to grow, to improve. For the sake of this blog I’m referring to work growth. I think that everyone sells something. If you make the word ‘sell’ to mean influence we all influence. When a boss wants something done, isn’t he or she better off influencing the workers and getting them sold on the idea rather than forcing it down their throats? Aren’t sales people better off influencing clients and prospects as well? The way non-commission people work, just by doing an outstanding job, they influence the those in charge to give them a raise. In order to influence I believe we create new routines that reward us with different results. In business we don’t always have to work harder, however, we must always work smarter. For example by having an On-Hold message on your phone, you increase your sales efficiency, since 12% of the people On-Hold take some action from what they heard. And, according to AT&T statistics this results from a 21/2% to 5% increase in sales. Since 1987 HoldMasters, the On-Hold Message Company, has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain both their marketing and branding messages to their clients and prospects. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

3/27/2020 Crerative Selling
Creativity is a trait not often associated with sales professionals. Instead, the sales profession is commonlyassociated with routine activities such as cold calling and hitting increasingly challenging monthly or quarterly quotas. The most effective sales professionals avoid routinizing their approach to sales. They leverage their creativity to gain a leg up on competitors. The payoffs can be enormous. Research from the Aston Business School, one of Europe’s largest business schools, found that sales professionals who were more creative generated higher sales than their less creative counterparts. Far too many salespeople rely on boilerplate sales presentations and product demos. In conversations with prospects, there is a lack of personalization. They highlight the same features and value propositions. The result is cause for concern: 82% of sales professionals are not aligned with the needs of the buyer. Creative sellers resist the temptation to adopt one-size-fits-all selling approaches. Instead, they tackle the challenge of selling with a consultative lens. They take the time to listen to and learn from customers so as to understand their specific needs. Armed with this intel, they craft mental scripts that are relevant to and customized for each individual buyer. This personalized approach is highly effective. According to Infosys, 86% of consumers say personalization plays a role in their purchasing decisions. Customers appreciate sales professionals who are creative problem solvers and take the time to understand how their product or service is uniquely positioned to help each customer achieve his/her business outcomes. In 1909, Henry Ford famously proclaimed, “Any customer can have a car painted any color that he wants, so long as it is black.” While the statement is extreme, far too many B2B sales reps adopt a perilously similar philosophy. Most will offer one product with two or three pricing tiers (a free, premium, and enterprise tier, for example). They won't be flexible in terms of customizing offerings according to the needs of individual customers. By and large, sales offerings lack creativity and are often set in stone. Creative sales professionals are a different bread. They don't conceptualize the sales process as a transaction, but rather as a problem-solving activity. They are flexible. If a prospect or existing customer pushes back with an objection, they'll think creatively about how the problem can be solved. It’s not that creative salespeople are more persistent than their non-creative counterparts. It's that they are naturally inclined to problem solve and customize offerings before dismissing customer objections as lost causes. In doing so, customers view them as valued collaborators. Creative salespeople consistently find ways to surprise and delight prospects and customers. They create “wow” moments. These “wow” experiences are, unfortunately, hard to come by. According to TeleTech, 67% of customers rarely experience wow-worthy customer experiences. After closing a sale, creative salespeople are naturally inclined to continually brainstorm ways to surprise and delight customers--to create “wow” customer experiences. It doesn’t take a lot of heavy lifting to create these "wow" moments, but it does require creativity. The key is to find ways to make each customer feel special. Many creative sales reps will keep abreast of current affairs and monitor events or developments that are relevant to, or may impact, their customers. If a customer wins a coveted award or lands a new marquee customer, for example, creative sales reps may send a note of acknowledgment. Some creative sales reps will even go so far as to connect two or more of their customers via a warm introduction if they see an opportunity for mutual benefit. Creating “wow” moments entails outside-of-the-box thinking. The surprise associated with “wow” moments is one of the most effective sales tactics. Researchers at Emory University and Baylor College of Medicine discovered that the pleasure centers of our brains are more active when we experience surprising positive moments, as compared to positive moments that are expected to unfold. Creativity is one of the most undervalued sales skills: sales people that foster creativity are 3.5 times more likely to outperform their peers in terms of revenue growth. Creativity can be learned and honed. Research indicates that genetics accounts for only a mere 10% of differences in our creative output. Being creative means every touch with a customer or prospect should show creativity for example, with your phone, means having an up-to-date phone system (a smart phone for your business) and a cost effective and efficient On-Hold message. Since 1987 HoldMasters, the On-Hold Message Company, has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain both their marketing and branding messages to their clients and prospects. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

3/26/2020 What Not To Do In Sales
Do you want to get good at sales? Because if you do, there is a lot of money to be made. But before you learn how to sell, first you need to learn what not to do. Before you can sell, you have to find someone to sell to, right? Whether it’s someone coming to you or whether you are finding someone to sell to, the first thing you have to do is qualify your potential customer. If you forget to do the qualifying step, a large percentage of your time will be wasted on potential customers who don’t really need your offering or can’t afford it. Every opportunity isn’t equal. Through qualifying, you’ll get a better understanding of what each customer wants, when he or she wants it by and what his or her budget is. Most importantly, you’ll be able to figure out if you are talking to the person who can actually make the decision. If you aren’t sure how to qualify people, all you have to do is ask them simple questions such as: What are you looking for specifically? What’s your budget? When are you looking to start? Do you know what the biggest sales mistake you can make is? It’s not forgetting to qualify. It’s saying “yes”. When a potential customer makes a request, you naturally want to say “yes”. And once you say yes a few times, you’ll realize that you’re walking down a slippery slope because the customer will keep making requests. Each one of those requests will not only cost you money, but it will also let the customer know that he or she can be demanding and walk all over you. If what a customer wants is profitable to you and you can deliver, say yes. If the request is unreasonable, say no. By setting this precedent early on, you’ll have more happy customers. Don’t offer too much information. The more information you offer to people, the more likely they’ll be confused. When people are confused, they don’t become customers. Learn to get your message out in a quick and concise way as it will be easier to understand. Trying to look smart by using sophisticated language or talking in technical jargon is just dumb. When presenting to customers, make sure you only tell them what they need and want to know. When pitching customers, make sure you only tell them what they need and want to know. Think of sales like dating, if you reek of desperation, no one will be attracted to you. You have to be casual with your sales techniques and act like you don’t care to make the sale. At the end of the day, if your product or service is that good, the person you are selling to should feel privileged to use it. You’re in sales meetings to make sales, right? Of course, you are. So, why would you waste your time chit-chatting about random topics with a potential customer? Never lose sight of your goal. You don’t have people’s undivided attention forever. So, make sure you are keeping track of time to get your message across as quickly as possible. After you close a deal, you need to learn to stop talking. I’ve seen people lose deals countless number of times because they keep talking after the potential customer is ready to become a customer. They do this by saying something stupid, which makes that person think twice. You don’t have to be a good sales person to close a deal. You just have to avoid the mistakes I wrote about above. If you can do that, you’ll start closing more deals and make more money. Should they call you and be placed On-Hold (according to AT&T 70% of all in- coming calls are placed On-Hold) it behooves you to have a cost effective and cost efficient custom On-Hold message knowing that (again according to AT&T) 12% of those callers will take action on something they heard. Since 1987 HoldMasters, the On-Hold Message Company, has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain both their marketing and branding messages to their clients and prospects. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

3/25/2020 Some Psychological Thoughts
Are you outgoing, projecting an air of confidence? Or shy and introspective? Either way, you have an equal chance of doing a great job in sales. That’s right. The conventional wisdom that only more extroverted types can win over customers has been disproved by data and scientific research. No matter what your personality type, you can get leads all the way through your pipeline. These are key steps to help you maximize your mental strengths, minimize weaknesses and become a leader in your sales force. For many people, this is the toughest mental hurdle to overcome, a “need to be liked” is one of the biggest impediments to selling. Insecurity draws your attention away from the customer and onto yourself. Big mistake. Successful salespeople learn all they can about the potential buyer and tailor their presentation to the individual. The need for personal affirmation can also lead to desperation in sales negotiations, a big turnoff for buyers. Research has found that sales reps who feel helpless just try to present the most popular or most expensive product seldom lead the salesforce. Having too much confidence can also be a big turnoff, and can lead you to ignore customers’ needs. Successful salespeople check their egos at the door. “What gets people to buy is a salesperson’s belief in the product. When a salesperson genuinely believes the product it will make a huge difference in the customer’s life, it inspires hope. What gets people to buy is belief in the product. Genuine belief also offers another big benefit: It triggers emotions. Selling isn’t about the product. It’s about the emotional environment. The key is to take the buyer on an emotional journey — but subtly. That means starting off where the customer is emotionally involved. A salesperson needs to have a strategy of leaning back and letting the customer take the floor. Don’t get lost in your head. When potential buyers tell you their concerns, don’t just strategize what words you might use to make a sale. Try to feel what the customer is feeling. Then guide them toward the product as a solution. Even when you try to do everything right, in sales you’re often going to face rejection. The conventional wisdom is that you should remain optimistic. When an effort fails, especially one that looked promising, it stings. People have different ways of explaining it to themselves. Some reflexively believe it was something they did wrong; others are apt to believe it was about the customer. People who blame themselves are more likely to fall into “learned helplessness,” and make mistakes out of desperation. People who blame the customer are more likely to keep going, but might not correct their own mistakes. In reality, when a sale falls apart there’s usually enough blame to go around. Use these times to enact “error management,” and be reflective. The big picture should always be: What is my reputation? Sometimes, believe it or not, a great salesperson has the confidence and psychological fortitude to tell a customer: “You know what? I don’t think this is the right product for you. Let me recommend another company.” When you do that, you’re showing customers that you really do have their best interests in mind. They then see you as someone they can trust. They come recommend you and come back to you to buy later on. Giving up short-term rewards for later successes has proven to lead to bigger sales. Keeping a positive spin on the relationship should that customer or prospect call you and is placed On-Hold it’s just good business to have a cost efficient and effective On- Hold message. Since 1987 HoldMasters, the On-Hold Message Company, has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain both their marketing and branding messages to their clients and prospects. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

3/24/2020 Sales Techniques
Sales techniques will help you make more sales therefore more money. One technique is to start with a bang. One study tried to figure out how to increase room service tips for waiters in hotels. They found there was a super easy thing waiters could do to increase their tips. All they had to do was start with a positive comment. When hotel guests opened their door, waiters said “good morning” and gave a positive weather forecast for the day. Just that one positive comment increased their tips by 27%. How does this help you? Never start a sales meeting or conversation by talking about bad weather, traffic or being busy. Always begin with a positive comment or anecdote. Great weather, fun weekend plans or a favorite sports team winning a game. That gets you off onto the right foot. Never self-sabotage yourself. The biggest self-sabotage mistake is to speak ill of a competitor. Research has found something called STT (Spontaneous Trait Transference). They found that whenever you say bad things about someone else, people tend put those same traits on you. The brain can’t help but associate your gossip with you, even if logically we know you are talking about another person. If you say your competitor is low-quality and unreliable, your potential client can’t help but associate those traits with you. No matter what, when it comes to gossip, always say “no comment”. Why we should always use positive labels with our customers. When you assign someone a positive label, like having high intelligence or being a good person, that actually cues them up to live up to that label. In one study about fundraising, the researchers told average donors that they were in fact among the highest donors. Can you guess what happened? Those donors then did in fact donate above average. We live up to our positive labels. When you are with a client or potential customer give them genuinely good labels—never be fake or manipulative. So be sure to stick to positive truths. You can say, “You are one of our best customers” or “You’re such a pleasure to do business with”. In that way, they will actually want to be one of your best customers and try even harder to be a pleasure to do business with. Body language in selling is king. Study after study shows that you have to use nonverbal communication to be an effective salesperson. In one study, Sales people who used power body language increased their sales numbers by 56% after only one training. Always end a sales call on a high note. In other words, even if it takes a bit longer, ending your meeting on a high note makes someone recall the entire experience better. Before someone leaves your presentation end on a high note. Gift a final perk, offer them a mint, pay them a compliment. It will make the entire time with you even better. Should they call you and be placed On-Hold (according to AT&T 70% of all in- coming calls are placed On-Hold) it behooves you to have a cost effective and cost efficient custom On-Hold message knowing that (again according to AT&T) 12% of those callers will take action on something they heard. Since 1987 HoldMasters, the On-Hold Message Company, has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain both their marketing and branding messages to their clients and prospects. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

3/23/2020 Three Words For Success
There are three words that are the engine to success in business and especially in sales. Those words are TRUST, INTEGRITY and REPUTATION. By definition trust is the firm belief in the reliability, truth, ability, or strength of someone or something. Whether you are the top dog in a business or a worker-bee people around you must trust you. If you are in sales, building sales trust helps you to build business through word of mouth. Customer referral and recommendation is some of the best marketing you can receive and it is entirely built on trust in you and your company. When a potential customer sees a satisfied customer, they are far more likely to do business with you. Trust, particularly sales trust, speaks to your integrity as a person and integrity is defined as the quality of being honest and having strong moral principles; moral uprightness. Your own self-worth is built upon being a person who is trust worthy, believable and honorable. As a sales person, you will look for these traits in your own company and the company will look for you to be dependable and truthful. Groups that have trust in each other tend to work better together and are more likely to offer assistance and direction to help each other succeed. Your reputation is your gold credit card. Reputation is defined as the beliefs or opinions that are generally held about someone or something. The late, great Sam Walton, the founder and CEO of Walmart, had a simple rule about responsiveness: the “Sundown rule.” The Sundown Rule is responding to all requests, whether by customers, co-workers, or suppliers, on the same-day they're received. In today’s world of ubiquitous communication, it has never been easier to answer, reply, or simply acknowledge a request. When you follow the Sundown Rule, you signal to your customers that you value their concerns through your responsiveness. Great customer service is great way to build your reputation. Hopefully everyone in your company is on this same page. Building trust starts with receptionist and goes up and down the line. The simple thing of having an On-Hold message can enable you to maintain that trust bond . Since 1987 HoldMasters, the On-Hold Message Company, has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain both their marketing and branding messages to their clients and prospects. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

3/20/2020 2020 Selling Is A Process
Too many salespeople are myopic and look only at the commission they make, not at the prospects needs. If you want to build trust and referrals as well as long-term relationships, always offer that prospect what is needed, not what makes you the bigger commission. In my opinion, nobody cares about your product, service or solution; all they care about the difference you can make for their company to increase profit. Selling is a process, not a race, so take your time. Setting yourself up as a trusted advisor is far better than looking like a peddler. The price of admission to become an advisor is called ‘Pre-Call Research’. Research helps you capture the attention of the person whom you are calling by knowing something about their industry and their business. It is said that to break through, to reach decision makers, might take up to ten contacts so don’t quit. Use various forms of contact voice mail, email, snail mail, etc. Once you’ve gotten the attention and that prospect calls you, make sure you continue being a trusted advisor by having an informative and entertaining On-Hold message. Since 1987 HoldMasters, the On-Hold Message Company, has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain both their marketing and branding messages to their clients and prospects. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

3/19/2020 Questions To Ask Yourself
What is the purpose of your next sales call? First of all, do you know the prospect? Is he or she familiar with you, your product/service or your company? Will this call be an education for them – or you? These are questions you need to ask yourself before you make that call so that you will be, like a boy scout, prepared. As you know there are many sales methods however, preparation should be number one in each of them. My suggestion always start with education; learning about the industry I’m calling on as well as knowing as much as possible about the organization and if possible the person I’m calling on. I believe this gives me a leg up on the salesperson that just shows up with his sales pitch. Preparation starts the emotional bonding and trust building I want in order to build a business for that long haul. This preparation can change your image from a peddler of products or services to a trusted advisor, a tag you’d love to own. I would suggest that as a business you should never vary from educator. When someone calls into your business and is placed On-Hold (AT&T statistic say 70% of all in-coming calls are placed ON-Hold), use that On-Hold time wisely with a custom On-Hold infomercial about your company and its products or services. Since 1987 HoldMasters, the On-Hold Message Company, has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain both their marketing and branding messages to their clients and prospects. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

3/18/2020 Be Seen As A Resource
How are you perceived? Remember, perception is worth a thousand words. I like to be seen as a resource for my clients, prospects, friends and family. On a business level I always try and learn something new both personal and professional about my client. Many is the time it’s not a sales call, just a keep connected call, checking on how their business is going. The more you learn about that client the better your chance of maintaining that client over the long term and get referrals. What you really are doing is building an emotional bond as well as a trust bond. These bonds are hard to get and easy to erase. As an example, poor customer service can cause a client to change to another vendor. Placing a client that calls in On-Hold and having him or her be subjected to a radio, silence, boring music or a series of beeps can sever that connection. A very cost effective and efficient On-Hold message can assuage and save that call, and that client, as well as possibly up-selling and cross selling some additional products or services. Since 1987 HoldMasters, the On-Hold Message Company, has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain both their marketing and branding messages to their clients and prospects. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

3/17/2020 People Love To Buy
Why people buy has nothing to do with your magical power to sway. No matter how you push, coax or urge, people buy because they want to buy. You have built an emotional connection and they need your product or service. People really love to buy and they love to be sold. I have found most people love to discover wonderful new products or services as well as new understandings. Once you get that emotional connection going, to be successful, you must keep it going with every interaction. One place where you may sever that connection is when placing an incoming phone call On-Hold. If your On-Hold offers nothing but silence, a radio, boring music or a series of beeps, 60% (according to AT&T) of those callers will abandon the call within thirty seconds. This abandonment represents lost opportunities and lost revenue. You can solve that problem with a cost effect and efficient On-Hold message from HoldMasters, The On-Hold Message System. Since 1987 HoldMasters, the On-Hold Message Company, has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain both their marketing and branding messages to their clients and prospects. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

3/16/2020 Keys To Persuasion
Intangible benefits are the keys to persuasion. How often are you moved to action by facts alone? Most people justify buying with facts however the decision is made emotionally. Decisions are usually made on a feeling of need or emotion, not through a rational deliberation process. Most people we meet are egocentric and internally ask the question; “what’s in it for me”? Therefore, it’s the sales person’s task to be able to attach that emotional tie to that client or prospect. On a subconscious level you are asking the question; how does this reach my client and/or prospect on that deeper level? Since both clients and prospects are searching for value, and value isn’t a fixed number but relative to what you are offering, you must demonstrate value that seems to be equal to or greater than the asking price. That emotional tie should never be broken. When that client or prospect calls your office from the way the phone is answered to what happens when placed On-Hold can mean the difference between a sale or call abandonment and no sale. Whether you are home based or a Fortune 500 company On-Hold messages are both cost efficient and effective. Since 1987 HoldMasters, the On-Hold Message Company, has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain both their marketing and branding messages to their clients and prospects. It can up-sell and cross-sell present clients and inform prospects of your business and philosophy. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

3/13/2020 Listen, Diagnose, Prescribe
To be successful in sales there needs to be an emotional relationship between the sales person and the client or prospect on the same level as the relationship between a doctor and patient. When you go in to see your doctor and he or she asks you about your symptoms, you tell the truth. You trust that there will be an analysis of your problem and you will be prescribed the right medication. When the doctor says, "This is what you have. Take these pills," you don’t say, “Let me think about it” or “Can I get 20 percent off?” You take the medication. Being in sales should work the same way; listen, diagnose and prescribe. This is one way of building strong trust bonds with the client or prospect. That emotional connection should never be dropped. Too often when that client or prospect calls, you are in danger of losing that connection. One way to keep that connection omnipresent is with an On-Hold Message from HoldMasters, The On-Hold Message System. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home based businesses, maintain both their marketing and branding messages to their clients and prospects, around the nation. On-Hold messages can both up-sell and cross-sell your present clients to enable them to increase their ROI. A custom On-Hold-Message makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

3/12/2020 86,400 Seconds
Since a day has only 86,400 seconds and you can’t store those seconds on a shelf, it is imperative that you treasure every one of them. Some of those seconds are used for sleeping which is a very important activity, some for family, another significant action. Many of those precious seconds are used to earn you a living or a livelihood. Since they cannot be replaced you must use them wisely. In this blog, I will focus on your income-producing seconds. One of those most important acts you can do each day is prioritize your daily activities. What is most important to do each day should be number one, then go down and list numbers two, three, etc. If you just took five or ten minutes each day to plan, you save time by not moving capriciously through your day. Another waste of time takes place when you receive an incoming call and that person is placed On-Hold. Having a radio playing, a series of beeps, or silence, wastes both your caller’s time as well as yours. You have the perfect environment to inform, entertain and keep your marketing and branding message ongoing with a custom On-Hold message from HoldMasters, The On-Hold Message System. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home based businesses, maintain both their marketing and branding messages to their clients and prospects, around the nation. On-Hold messages can both up-sell and cross-sell your present clients to enable them to increase their ROI. A custom On-Hold-Message makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

3/11/2020 Don’t Be A Boss, Be A Leader
Don’t be a boss be a leader is great advice if you want to be an influence to your employees. A boss tells people what to do, a leader gets people to buy in. When people are told what to do, some will comply because they want to keep their job, others will conform for other reasons. However, when a person is influenced, he or she feels like it’s their goal and idea. That same theory applies to selling; stop selling and start influencing. This same mindset of “Leader” is applicable to everyone even if you are not the person in charge of the company; remember, you are in charge of “ME, INC”. If you strive to attract success to your life then you must be a leader in your own life’s decisions. You influence yourself through creating a personal philosophy. As Jim Rhon once said, “Don’t wish it were easier, wish you were better;” and we get better by creating a winning philosophy through reading books, listening to recordings, finding mentors and attending seminars. Leaders know that to influence, they must connect with others on an emotional level. This emotional connection must be omnipresent even when connecting by text, email and phone. You can even keep that connection alive when you receive a call and your caller is placed On-Hold, Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home based businesses, maintain both their marketing and branding messages to their clients and prospects, around the nation. On-Hold messages can both up-sell and cross-sell your present clients to enable you to increase your ROI. A custom On-Hold-Message makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

3/10/2020 Qualities For Success
Everyone that works regardless of what you do, to be successful, must have certain qualities. First and foremost, in my opinion, you must believe in yourself. Yes, believing in your product and or service is next on the list, however, believing in yourself tops the list. So, the question is how do you create that self-confidence? Knowledge is the key to self-confidence. Find a mentor, read a book, attend a seminar, go on line are four available ways to build. Remember, knowledge is potential power. It becomes real when you use it. . Understand basic human psychology, people’s wants and needs. There are books you can read that open-up the flood-gates to this knowledge. There are people who will be happy to mentor you in a specific area of expertise that you seek. On-line there are many videos that share both motivation and knowledge. Take time to find them, then, watch, listen and learn. Every human on this planet has abilities and we all should hone them and engrain them in our psyche. Next on this list is know your product and or service. This should be something you are passionate about for if you aren’t passionate those you call upon will sense it. So, here again, knowledge is potential power. Self-doubt about yourself or business is a map for disaster. Once you believe in yourself, your business contacts will create an emotional bond with you; and you should never break it. One way that bond may be broken is when a connection of your calls you; how they are treated on the phone is very powerful. Emotional ties can be continued if you have a marketing and branding message available to hear while they wait for you. Having a radio or some electronic music, beeps or silence is very negative to a caller. May I suggest you investigate getting an On-Hold message for some very good reasons. First and foremost, it broadcasts both your marketing and branding philosophy. Second, it gives you the ability to up-sell and cross sell present clients of your product/service. Third, it’s just common courtesy to thank people for calling and letting them know that you care about them enough not to insult them with beeps, some kind of music or just giving them the silent treatment. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home based businesses, maintain both their marketing and branding messages to their clients and prospects, around the nation. On-Hold messages can both up-sell and cross-sell your present clients to enable them to increase their ROI. A custom On-Hold-Message makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

3/09/2020 NLP, A Model For Selling
NLP offers using precise language to modify the central nervous system, attracting to demonstrative answers that lead to closed sales. Regardless of preferred results, NLP philosophy does offer awareness into improving proficiency that may guide salespeople on how to be more cognizant of circumstances and hints that steers to explicit outcomes by understanding body language, words used, tonality and pace of speech as examples. Stephen Covey’s habit of “begin with the end in mind” directs, a sharp image of a path to a victorious sale, looking for visual clues that scrutinize how effective your sales presentation is, or whether your attempts at dialogue are working well or deteriorating wretchedly. Does a prospect distract interest by fiddling, or looking away when you try to guide their thinking towards a yes and a sale? NLP values also emphasis continuing to be adaptable, taking action, and having an acute awareness of cues from customers to overcome concerns and win the hearts, minds, and wallets of prospective buyers. Remember, the past does not equal the future, or more importantly, present behavior, that designing a desirable outcome involves, primarily, shifting one’s perspective. You, the salesperson must adjust as you watch for clues. Your job is to build trust and understanding and relating to others is the key. You can even build that trust over the phone by matching and mirroring words, pace and tonality of the other person. This will help you get emotional involvement because your mind works the same whether you are on the phone or not, Never stop that emotional involvement even when you receive a call and the caller is placed on hold. Let HoldMasters create a custom on hold message for you when your business is on the line. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home based businesses, maintain both their marketing and branding messages to their clients and prospects, around the nation. On-Hold messages can both up-sell and cross-sell your present clients to enable them to increase their ROI. A custom On-Hold-Message makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

3/06/2020 Questions To Ask Yourself
What is the purpose of your next sales call? First of all, do you know the prospect? Is he or she familiar with you, your product/service or your company? Will this call be an education for them or you? These are questions you need to ask yourself before you make that call so that you will be, like a boy scout, prepared. As you know there are many sales methods however, preparation should be number one in each of them. My suggestions always start with education; learning about the industry I’m calling on as well as knowing as much as possible about the organization and if possible the person I’m calling on. I believe this gives me a leg up on the salesperson that just shows up with his sales pitch. Preparation starts the emotional bonding and trust building I want in order to build a business for that long haul. This preparation can change your image from a peddler of products or services to a trusted advisor, a tag you’d love to own. I would suggest that as a business you should never vary from educator. When someone calls into your business and is placed On-Hold (AT&T statistic say 70% of all in coming calls are placed ON-Hold), use that On-Hold time wisely with a custom On-Hold infomercial about your company and its’ products or services. Since 1987, HoldMasters has been serving clients all across the country with custom On-Hold messages. With information from AT&T that tells 12% of those callers will take action on something they heard while On-Hold, and that there is a 21/2% to 5% increase in business with an On-Hold message in place. Whether you are a home-based business or a Fortune 500 company let HoldMasters help you when your business is On-The-Line.

3/05/2020 Action Cures Fear
Fear is something those in business must eliminate. Too often those FEARS are not real, just imagined. It’s also true of salespeople. The old quote. “Feel the fear but do it anyway” comes into play. The best way to cure FEAR is with ACTION; Action Cures Fear. First, you have to understand what is it you fear. I have found most of the time what a person fears is imagined, not real. I would suggest that you take a moment and write down your fears. You don’t have to share them with anyone unless you choose to. Analyze them. What is the worst thing that can happen to you because of the fear(s). Now ask yourself, “What action steps can I take to eliminate that (or those) fear(s). One of the fears that most businesses have, and it’s real, is how to get new business and keeping the old. One step everyone must take is marketing and along with it, branding. Marketing gets new potential clients interested in what you offer and branding creates the trust bond and branding assures the old clients that you are still the company (or person) to work with. Every interaction with current clients and future clients must always market and brand you and your business. One way to do this is with the HOLD BUTTON of your phone system. Since (according to AT&T research) 70% of all incoming calls are placed On-Hold, every business has a great opportunity to continue both their marketing and branding message to a captive audience, the person On-Hold. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home based businesses, around the nation increase their ROI with custom On-Hold-Messages. It can up-sell and cross sell present clients and inform prospects of your business and philosophy and helps keep the emotional connection alive. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

3/04/2020 Basics To Survive
Every business whether offering a product or a service must do two basic things to survive, add clients/customers and maintain current clients/customers. We add clients/customers by advertising, social media, websites and networking. We maintain clients/customers by keeping an emotional bond with them. Growing your base affords you the luxury of cash flow and keeping that base, the bonus of more profit. A rule that I expound is, never break that emotional tie with that client/customer. Too often it is broken when they call into your company and are placed On-Hold. You break that bond if the caller is greeted with silence, a radio or a series of beeps. 60% of the time, according to AT&T, the caller will hang up within thirty seconds moving on to another vendor; abandoning you. For very few dollars you can curtail call abandonment with a Message-On-Hold from HoldMasters, The On Hold Message System. With a custom On-Hold message you are able to inform, entertain and in many cases up-sell and cross sell that caller (AT&T says that 12% of the people purchase something they heard while On-Hold) all the time maintaining that emotional bond you’ve built. Any business home based or Fortune 500, can have a custom On-Hold message from HoldMasters that keeps that emotional bond intact and again, based on AT&T research, can increase sales between 21/2% to 5%. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home based businesses, around the nation increase their ROI with custom On-Hold-Messages. It can up-sell and cross sell present clients and inform prospects of your business and philosophy and helps keep the emotional connection alive. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

3/03/2020 Filling The Pipeline
Being in sales today is kind of like running your own company. You decide the outcome of your success. You sink or swim. You may lose a lot of deals or you seal a lot of deals. Selling today means you must have an unyielding plan that spotlights on assembling your opportunity pipeline and expansion of a top notch prospecting plan. Now, constructing your pipeline is not a one-step activity by any means; it takes some time. Take time to do your research. Use tools that are available to you like Linkedin and Google. Here you will find the right people and companies to contact and identify the decision makers. Have you checked corporate websites? This can be a goldmine of information about the company and those that make decisions. If you are making an email introduction make it short, germane and informal. These emails must blow them away with a powerful reason to have a conversation with you. Let the prospect know that this discussion around your product or service will add merit to their life. As a salesperson, your job is ultimately to sell things and grow revenue. Social networks open up an entirely new game for you to play and it’s a very profitable one. To get leads in that pipeline, you are going to have to make some cold calls or cold emails. In order to qualify one lead you may have to reach out to ten prospects. I have found that usually 10% of your initial list will qualify as valuable prospects. Should they call you make sure you have a custom on hold message that carries both your marketing and branding message while engaging them when they are on hold. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home based businesses, around the nation increase their ROI with custom On-Hold-Messages. It can up-sell and cross sell present clients and inform prospects of your business and philosophy and helps keep the emotional connection alive. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

3/02/2020 Self Talk
We become what we think about is not a new idea. We talk to ourselves all the time. It is what we say that counts. The importance of self - talk is nothing new, and I am sure that you have heard about it before. Know that 90% of those thoughts are unconscious, we don’t even know we are having these “Little Conversations” with ourselves. Self-talk and or self-thought is so influential and influencing it is mindboggling. Most people believe they are speaking to themselves in an encouraging mode, but they are doing the precise reverse. How many of you would let others say to you what you say to yourself? Think about this, what do you say to yourself when no one else but the most important person in your life is listening… YOU? Are you disapproving of the things you do? Do you say you can be better but when the time comes to do it, you retract all the positive things you say you believe? Do you ever say things to yourself that you would never in a million years let others say to you? If you remember the universal law, you become what you think about, and if you are thinking the complete opposite of what we should be thinking, then why are we so surprised when more of the same comes to us? In business people really know what to do to be successful and most business owners and sales people talk to themselves all the time, every day. Do they do what they told themselves? In most cases, no. Does the overweight person watch what they eat and exercise as they tell themselves they should; probably not. Be honest with yourself with your-self talk. Stop living in your past, and get passed it. Really believe in your dreams and be gentle and honest with yourself when you are talking to yourself. That same gentleness and honesty should be omnipresent when speaking with others and if you are in business and sell a product or service, it is a must in order to build relationships. That relationship should never be broken even over the phone. Should you place someone on hold have a communication that continues your marketing and branding message while engaging the caller. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home based businesses, around the nation increase their ROI with custom On-Hold-Messages. It can up-sell and cross sell present clients and inform prospects of your business and philosophy and helps keep the emotional connection alive. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

2/28/2020 Keeping Your Clients & Customers Thinking About You
Keeping your clients/customers thinking about you is your job. There are many ways to do this and here are a few. Know their business by going to the Internet and read about it. Then when you see something that might be of interest to them, send it to them. I would print it out and use the U.S. Mail to deliver it, but in today’s techy world, email could suffice. If they have won an award send them a congratulations note. If you’ve done your job during the sales process you might know of hobbies of your client, here again, if you read something about that hobby you just might share it. What do you know about his or her family? If you see something like a photo of their kid(s) doing something, share it. Birthday cards, Christmas cards, Anniversary cards, Thanksgiving cards, send them out; it puts your name before the client and continues that emotional tie you developed during the sales process. That emotional tie should also be kept when there are incoming phone calls and the callers are placed On-Hold. That tie may be broken if the caller hears nothing but a radio, a series of beeps or worst yet silence. According to AT&T research 70% of all incoming calls are place On-Hold and 60% will abandon the call with thirty seconds if any of the above are in place. The research also says that 12% of the callers take action on something they heard while On-Hold and best new yet, there is a 2½% to 5% increase in sales when an On-Hold Message is in place. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home based businesses, around the nation increase their ROI with custom On-Hold-Messages. It can up-sell and cross sell present clients and inform prospects of your business and philosophy and helps keep the emotional connection alive. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

2/27/2020 Why Some Businesses Fail
Why do some business fail? Too often it’s because they don’t know how to market themselves. As an example, back in the 1980’s I was selling radio advertising. If you remember back then denim jeans were targeted to the 18-24’s maybe to age 34 years of age. If you were to buy radio advertising to reach that demographic you should choose a station that they’d listen to, top 40 or rock n roll. This owner chose a station that played beautiful music attracting the 45 plus listener. His comment to me was, “Radio doesn’t work”. Of course it doesn’t work if you are not targeting your target market. When I was the GM of a CHR (Contemporary Hit Radio) station in the mid 1980’s our target was the 12-24 demographic. We wanted to go on TV and I had a small budget. What TV program reached my demo? SNL was the show and I bought one ad per week within that program, and our rating soared. When we are in business it is of prime importance to see our business from the customers point of view. My business since 1987 has been On-Hold Advertising. The reasons for an On-Hold Message are 1. It almost eliminates call abandonment 100%, 2. It increases the bottom line according to AT&T research 2½% to 5% and that 12% of the callers take action on something they heard while On-Hold, 3. It maintains the emotional tie and the trust bond that was built during the initial sales process. For very few dollars you can curtail call abandonment with a Message-On-Hold from HoldMasters, The On Hold Message System. With a custom On-Hold message you are able to inform, entertain and in many cases sell that caller all the time maintaining that emotional bond you’ve built. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home based businesses, around the nation increase their ROI with custom On-Hold-Messages. It can up-sell and cross sell present clients and inform prospects of your business and philosophy and helps keep the emotional connection alive. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

2/27/2020 Silent Language
It’s been called the invisible or silent language because it operates mostly outside the focus of our conscious mind, it’s called “Body Language”. According to research, we establish, develop and maintain relationships through this silent language. Body language is vital to crystal clear communication; the way we deliver a message accounts for 93% of its meaning. In the ladder of meaning, body language is the top rung, hence, a reason to master this skill. It’s been said that “The eyes are more exact witnesses than the ears.” Research has found that 65 to 90 percent of a conversation is interpreted through body language. Since people react more to what they think we meant rather than to our exact words, it only makes sense to that we augment our communication with others by becoming conscious of our body language and the way we say things. We must make sure that the silent signals we are transmitting are communicating the message we want. Since in communication words are only 7 percent and body language is 55 percent the other 38 percent is your voice. How you use your voice in person or on the phone is a key factor to the success of any interaction. Some voices sing, glow and dance while other maybe rich and resonant and still others are vigorous, vibrant, animated and dynamic how you say the words often matter more than the words themselves. Your tonality is more important than the words themselves. Communication when you are not there in person relies on your voice as well as the message. Keeping callers engaged is key to successful phone sales and, should you place that caller On-Hold, a custom On-Hold message will engross that caller as well as keeping both your marketing and branding message alive. Since 1987 HoldMasters, Your On-Hold Message Company, has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain both their marketing and branding messages to their clients and prospects while engaging and informing the caller. It can up-sell and cross sell present clients and inform prospects of your business and philosophy. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

2/26/2020 Two Basics To Survive
Every business, whether offering a product or a service, must do two basic things to survive, add clients and maintain clients. We add clients by advertising, social media, websites and networking. We maintain clients by keeping an emotional bond with them and great customer service. Growing your base affords you the luxury of cash flow and keeping that base the bonus of more profit. A rule that I expound is never break that emotional tie with that client. Too often it is broken when they call into your company and are placed On-Hold. You break that bond if the caller is greeted with silence, a radio or a series of beeps. 60% of the time, according to AT&T, the caller will hang up within thirty seconds moving on to another vendor; abandoning you. For very few dollars you can curtail call abandonment with a Message-On-Hold from HoldMasters, The On Hold Message System. With a custom On-Hold message you are able to inform, entertain and in many cases sell that caller (AT&T says that 12% of the people purchase something they heard while On-Hold), all the time maintaining that emotional bond you’ve built. Any business can have a custom On-Hold message from HoldMasters that keeps that emotional bond intact and again, based on AT&T research, can increase sales between 2½% to 5%. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home based businesses, around the nation increase their ROI with custom On-Hold-Messages. It can up-sell and cross sell present clients and inform prospects of your business and philosophy and helps keep the emotional connection alive. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

2/25/2020 Don’t Ignore Basic Selling 101
In today’s business environment too often basics of sales 101 is ignored. Just because we have all these toys like computers, smart phones and tablets doesn’t mean we should ignore the basic rules of selling. For example in one of the professions, like medicine, the doctors have a myriad of diagnostic equipment yet it’s that trust bond the he or she builds with you that moves that relationship forward. In medicine it’s called “Bedside Manner”. You, the patient, feel an emotional bond with that doctor and although it doesn’t look like a sale, a sale is made. That same feeling of trust and emotion are present in every sale made. When buying a product what is your thought process? My guess is; does it answer your need? Do you perceive value? Do you feel a trust bond with the salesperson and the company that is offering it to you? Too often I see salespeople that barrage me with facts and never connect with me on an emotional level. They fail to remember that “Facts Tell, Emotions Sell”. I may need the product they are offering, so I’ll buy it, however, although I have a loyalty to the product, there’s no loyalty to that representative or company. Instead of building a list of faithful clients that call for additional services and products those salespeople are always looking for new clients but not growing their income. Once that emotional trust bond is created it is incumbent to keep it alive with every encounter with your company. One-way that emotional bond is broken is when you receive an incoming call and place that person On-Hold and offer the caller one of three things; 1. Silence; 2. a radio station; or 3. a series of beeps. Any of these, according to AT&T research, will cause the caller to abandon the call with thirty seconds. I know that’s not what you’d want, but it’s a fact. A sure fire way to eliminate call abandonment is with a custom On-Hold Message from HoldMasters, The On-Hold Message System. With a custom On-Hold message you are able to inform, entertain and in many cases sell that caller (AT&T says that 12% of the people purchase something they heard while On-Hold), all the time maintaining that emotional bond you’ve built. For very few dollars any business, home based or Fortune 500, can have a custom On-Hold message from HoldMasters that keeps that emotional bond intact and again, based on AT&T research, can increase sales between 2½% to 5%. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home based businesses, around the nation increase their ROI with custom On-Hold-Messages. It can up-sell and cross sell present clients and inform prospects of your business and philosophy and helps keep the emotional connection alive. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

2/24/2020 Product Knowledge Is Not All That Is Needed
Most of the time in sales, many people think that product knowledge is all that’s needed. It’s very important, but that’s not all the salesperson needs to be successful. As a salesperson your top priority is to find the need or the pain of your prospect. Asking probing opened ended questions does this. You learn what kinds of questions to ask by researching both the industry and the client’s business. Then you listen to learn, not just to respond. In most cases that prospect/ will tell you what you need to know to make the sale. Once you understand that need and your prospect knows that you know how your product or service will fulfill that need then your product knowledge comes into play. You, the sales person (and we are all selling ourselves), must create an image of integrity which then creates credibility and from credibility the trust bond is formed and that creates the emotional tie to getting the sale. That emotional tie should never be broken even when that prospect calls your business and may be placed On-Hold. Here is the perfect time to solidify that poignant connection though a custom On-Hold message from HoldMasters, Your On-Hold Message System. With a custom On-Hold message you are able to inform and entertain that caller (AT&T says that 12% of the people purchase something they heard while On-Hold) all the time maintaining that emotional bond you’ve built. For very few dollars any business, home based or Fortune 500, can have a custom On-Hold message from HoldMasters that keeps that emotional bond intact and again, based on AT&T research, can increase sales between 2½% to 5%. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home based businesses, around the nation increase their ROI with custom On-Hold-Messages. It can up-sell and cross sell present clients and inform prospects of your business and philosophy and helps keep the emotional connection alive. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

2/21/2020 Keeping That Elusive Trust Bond
Presenting a professional image, both in person and on the telephone, is very important in any profession. Taking care of your customers/clients or prospects over the telephone and making them feel well informed and appreciated is essential. Many a business will spend both time and money to get the phone to ring. As a representative of a business it’s your job to create that elusive trust bond; getting that emotional connection between you and your prospect and/or client is vital. Once you’ve gained that trust don’t lose it by breaking that emotional tie when they call in. If they are placed on a brief hold, you need to enforce the emotional tie by continuing to inform and educate them about your company and your products/services. A very cost effective and efficient way is with a custom Message-On-Hold System from HoldMasters, The On-Hold-Message Company. For very few dollars any business can have a custom On-Hold message from HoldMasters that keeps that emotional bond intact, and, based on AT&T research, can increase sales between 2½% to 5%. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home based businesses, around the nation increase their ROI with custom On-Hold-Messages. It can up-sell and cross sell present clients and inform prospects of your business and philosophy and helps keep the emotional connection alive. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

2/20/2020 Listen With The Intent To Understand
Stephen R. Covey said, "Most people do not listen with the intent to understand; they listen with the intent to reply." Listening is a skill. It is said that God gave us two ears and one mouth meaning we should listen twice as much as we speak. If you are in sales (and everyone is in sales always needing to sell themselves), listening is the best skill you can develop and the most important. When you are in the speaking mode you are not in learning. When you are in the listening mode with the intent to understand, you are then in learning. If you ask questions you must listen for the answer. In most cases the person with whom you are conversing with will tell what you need to know to answer his or her need. Once you know the need(s) of that person and answer that need, you are not selling you are assisting them in reaching their goals and solving their needs. Once that person calls, you must continue to answer those needs. One-way is when that client or prospect is placed On-Hold (and 70% of all incoming calls are placed On-Hold according to AT&T), if you have a HoldMasters custom On-Hold-Message that will not only educates but also inform that caller. By being a great listener, you’ve created an emotional bond with them; don’t break that bond by offering silence, a radio station, music or a series of beeps when they call you. For very few dollars any business can have a custom On-Hold message from HoldMasters, that keeps that emotional bond intact and based on AT&T research, can increase sales between 2½% to 5%. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home based businesses, around the nation increase their ROI with custom On-Hold-Messages. It can up-sell and cross sell present clients and inform prospects of your business and philosophy and helps keep the emotional connection alive. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

2/19/2020 Keeping In Touch On The Emotional Level
Have you noticed that today’s businesses have lots of electronic gadgets? Computers, smartphones, tablets seem to have taken over every business. Texting has taken over calling; email is now king leaving ‘Snail Mail’ in its dust. Let us stop for a minute and think about what all these electronics do, they help us communicate with each other faster and some might say better. To me I still like the phone. With the phone I can hear voice tone and I can have an instant exchange of Q and A as well as ideas. With a text message I don’t know the tone of the person texting me. Are they smiling or frowning, important to know as to the tone of my response. Also with the phone, new avenues of ideas can spring up making available new opportunities for additional sales. The same is true when a business gets an incoming call. How is that caller treated? Since AT&T tells us that 70% of all incoming calls are placed On-Hold it becomes very important what that caller hears while On-Hold. If all he or she is offered is silence, a radio station, music or a series of beeps, chance are, again according to AT&T research, they will abandon the call within thirty to forty-five seconds and a lost opportunity for a new client/customer . One way to avoid this pitfall is to have a HoldMasters On-Hold message customized for your business. For very few dollars any business can have a custom On-Hold message from HoldMasters that keeps that emotional bond intact and based on AT&T research, can increase sales between 2½% to 5%. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home based businesses, around the nation increase their ROI with custom On-Hold-Messages. It can up-sell and cross sell present clients and inform prospects of your business and philosophy and helps keep the emotional connection alive. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

2/18/2020 Keeping Clients and Gaining New Ones
Back in time in the 1980’s I thought I was hot stuff, I had a beeper. Remember those? Mine allowed the callerto leave about twenty seconds of a voice message, just enough time to say their name and phone number. That beeper gave me the ability to give my clients great service. Then, sometime during the 1990’s I got my first cell phone, the brick. It was huge and heavy and it allowed me to give my client’s great service for they were always able to reach me for any reason at all. Over the years of selling either a product or a service I always felt that giving my customers or clients great service was paramount, and it was, and still is. What I also realized was that due to this great customer service I was establishing emotional bonds with those clients/prospects and by giving them the ability to reach me anytime kept that bond strong. I learned that my competition couldn’t take my customer as long as I kept that emotional bond in tact and that prospects were also attracted to my business and me through this emotional connection. In today’s sales world (and we all are selling something, even if selling ourselves), we should never cut that bond. One way many a business cuts that bond is when they receive incoming calls and place that caller On-Hold where that caller is greeted with either silence, a radio station, music , silence or a string of beeps. For very few dollars any business, home based or Fortune 500, can have a custom On-Hold message from HoldMasters that keeps that emotional bond intact and based on AT&T research, can increase sales between 2½% to 5%. and 12% of the callers will take action on something they heard. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home based businesses, around the nation increase their ROI with custom On-Hold-Messages. It can up-sell and cross sell present clients and inform prospects of your business and philosophy and helps keep the emotional connection alive. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

2/17/2020 Things Come To Those That Hustle
Abraham Lincoln once said, “Things may come to those who wait, but only the things left by those who hustle.” The last part of that is a true statement; not too sure of the first part. I do know that those of us that are in business make every effort to increase it on an on-going basis. We are always marketing our products or services and we not only brand our business, we brand ourselves as well. We are always working on building trust with those with whom we want to do business, or at least that’s what we should be doing. I would hope that the marketing and branding doesn’t stop once the phone rings, after all most of us have worked very hard to get it to ring. Then why would anyone allow that caller to be ignored by placing him or her On-Hold and offer them some local radio station, some type of music or worse yet, silence? Why not continue the marketing and branding with a custom On-Hold message by HoldMasters, The On Hold Message System? Your business is On-The-Line with every call and statistics from AT&T tell us that 12% of those callers take some action with something they heard while On-Hold. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home based businesses, around the nation increase their ROI with custom On-Hold-Messages. It can up-sell and cross sell present clients and inform prospects of your business and philosophy and helps keep the emotional connection alive. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

2/14/2020 Never Put Anyone On-Hold Unless…
“I never put anyone On-Hold” is a comment I get quite often when offering my HoldMasters On-Hold service. And I agree you should never put anyone On-Hold if all you offer the caller is silence, a radio or a series of beeps. However, if you have a custom On-Hold Message that markets your business, informing the caller about additional products or services you offer as well as continuing your branding efforts, On-Hold is a very cost effective and efficient option for every type of business. I have several clients that tell their operator to always place a caller On-Hold. They discovered, based on AT&T research, that 12% of the callers took action on something they heard while On-Hold. This supports AT&T’s research that tells us that a business with an On-Hold message shows anywhere from a 2½% to 5% increase in sales. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home based businesses, around the nation increase their ROI with custom On-Hold-Messages. It can up-sell and cross sell present clients and inform prospects of your business and philosophy and helps keep the emotional connection alive. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

2/13/2020 The Feeling You Get When You Feel Important
When Mary Kay Ash said, “Pretend that every single person you meet has a sign around his or her neck that says, ‘Make me feel important.’ Not only will you succeed in sales, you will succeed in life,” she said something that should drive anyone looking to grow their business. This hold true for any of the professions as well as any Fortune 500 company or your home based business. One way to make someone feel unimportant is to break the emotional bond that you’ve spent both time and money constructing. Here’s a very simplistic scenario; your phone rings and that caller is placed On-Hold and is greeted with either silence, a radio station or an irritating series of beeps. Goodbye to that emotional connection unless you have an On-Hold message that continues your marketing and branding messages. By educating and entertaining that caller, I call it ‘Edutainement’, he or she still feels that level of importance. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home based businesses, around the nation increase their ROI with custom On-Hold-Messages. It can up-sell and cross sell present clients and inform prospects of your business and philosophy and helps keep the emotional connection alive. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

2/12/2020 Success and You
Winston Churchill once said, “Success in not final, failure is not fatal: it’s the courage to continue that counts.” And Coach Don Shula said, “Success is not forever and failure is not fatal”. So what does success mean to you? To me success is a conglomerate, of having money, finding love, having great friends and family, having fun and finding spiritual enlightenment, along with finding that thing called internal contentment and learning to live in the moment. Having those things creates an aura around you that attracts people into your life like a magnet. Although this seems like a personal definition of success it really can carry into your business success attracting prospects to do business with you. Because of all the attributes listed above, the successful business has created a brand image that gets that phone to ring. As a business you want to keep that brand image alive and one sure way it can be done is with an On-Hold Message system from HoldMasters, The On-Hold Message company. For when your business is On-The-Line, you don’t want to break that emotional tie by offering your caller’s silence, a radio station or the irritating beep-beep-beep. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home based businesses, around the nation increase their ROI with custom On-Hold-Messages. It can up-sell and cross sell present clients and inform prospects of your business and philosophy and helps keep the emotional connection alive. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

2/11/2020 Keeping Your Emotional Connection Thriving
Those of us that sell products or services create a bond with our customer or client. We build trust bonds and in many cases become trusted advisors to that client or customer. That buyer and you, the salesperson, should have created and emotional connection. The way you build that trust is by listening and offering your product and service that helps that customer/client build value in his or her business. Your goal should be to act as if their business were yours, thinking about their success, not your commission. As long as you keep that emotional connection alive, that buyer will stay with you even if your cost might be a little higher than your competitions. You never want to lose that emotional connection, however, when that client/customer calls you and is placed On-Hold, that emotional connection may be lost if your friend is placed On-Hold and is greeted with silence or a radio. For very few dollars you can create an On-Hold message that helps keep that connection flourishing and knowing that 12% of the people who are placed On-Hold take action with something they heard (AT&T statistic). Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home based businesses, around the nation increase their ROI with custom On-Hold-Messages. It can up-sell and cross sell present clients and inform prospects of your business and philosophy and helps keep the emotional connection alive. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

2/10/2020 The Success Procession
The procession of success is created via a series of little things. Those little things start with your daily rituals, what you habitually do on a daily basis. The success I’m referring to is anything from your physical success, health success, and personal relationship success to your business success. If you think about it, every area of success revolves around rituals. If you are not at peak condition in any area of your life look to your rituals. If you’re not getting what you want, change them. Obviously if you’re not in peak physical condition look at your exercise regimen. If your health isn’t at its’ pinnacle, look at your diet, your personal relationships with friends and family check your communication skills and for business success, it’s entwined with your basic rituals as well. What new ritual could you institute that will move you forward to all of your goals and dreams? In business I know some business owners are frustrated because although they are marketing and prospecting they are still not getting results. Some others are confused because although they have a great marketing plan, still don’t think their customers and clients understand all that they do. Still others feel that there’s got to be away to generate prospects without working so hard. If any of that sounds like you, I help companies generate more top line income without selling anything to anybody. It’s done with On-Hold Advertising, using your HOLD BUTTON to generate income. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home based businesses, around the nation increase their ROI with custom On-Hold-Messages. It can up-sell and cross sell present clients and inform prospects of your business and philosophy and helps keep the emotional connection alive. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

2/07/2020
Networking is considered to be the best way to build a business. Getting and giving referrals from and to people who trust people is very powerful. Remember, networking is a contact sport and is the art of building relationships with others you like and trust. When networking always think of what you can give rather than what you can get. In short, givers gain. Focus on the person you are speaking to, remember, before you can be interesting you need to be interested therefore you should listen about 70% of the time and speak around 30%. This is accomplished by asking open-ended questions. When networking think long-term not short term. Decide upon a goal when the opportunity to network becomes available. Think strategic alliance with those with whom you meet; are they someone that complements your business and you theirs? One thing that is of prime importance is taking action within forty-eight hours. Set up another meeting in order to cement your relationship. Try to share a referral at that second meeting. Should they call your office make sure you have a professional custom On-Hold message that carries both your marketing and branding message. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home based businesses, around the nation increase their ROI with custom On-Hold-Messages. It can up-sell and cross sell present clients and inform prospects of your business and philosophy and helps keep the emotional connection alive. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

2/06/2020 Winning And Keeping The Client’s Confidence
As salespeople (and everyone is a salesperson), whether selling a product or service, we are always selling ourselves. Winning the client’s confidence and getting the sale is a great feeling. In my opinion, when I know I have done my job is when that client/customer calls either for a re-order or referring me to another potential client. To me, that solidifies my sale of my product or service. As sales people we should never ignore the buyer and we should go out of our way to make them feel special, because they are. One area that seems trite, and it shouldn’t be, is the telephone. When that buyer calls you, how you treat him or her can be the spark for additional business. If they are placed On-Hold having a message promoting your business helps to maintain that emotional connection you have worked hard to established, all the while, advertising all the products or services you provide. Greeting that buyer with silence or a radio breaks the emotional bond you worked so hard to build. Having a message On-Hold continues the branding and marketing that has won for you his or her business. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home based businesses, around the nation increase their ROI with custom On-Hold-Messages. It can up-sell and cross sell present clients and inform prospects of your business and philosophy and helps keep the emotional connection alive. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

2/05/2020 Creating Change
If you are looking for a change in direction in your business you must have a vision of what you really want, not what you are going to get. This vision must be compelling. What is it that you really want to create? Is it something that excites you? Hopefully it is something that pulls you rather than having to be pushed. Push requires will power and will power seldom works. Pull reasons give you the impetus to realize your vision. Whether you're the sales arm of an organization or the CEO, having a vision, and realizing it, is a step to lasting change. Reasons drive you both positive and negative reasons. Think about this, if you don’t do this, this is what it will cost or, if you do it, here is what you’re going to gain. Reasons come first answers come second. For example, having an On-Hold message on your phone system creates a positive response by 1. Keeping the caller emotionally connected, 2. maintaining both your marketing and branding message, 3. giving you the ability to up-sell and cross sell existing customers of additional products or services you offer. Having an On-Hold message creates change in how you are viewed by your new callers and older clients. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home based businesses, around the nation increase their ROI with custom On-Hold-Messages. It can up-sell and cross sell present clients and inform prospects of your business and philosophy and helps keep the emotional connection alive. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

2/04/2020 Belief Systems
What are your belief systems? When did you get them? How can you change them? Your beliefs drive you, both in your personal and professional life. If you truly believe a black cat is bad luck, chances are you will create that bad luck when a black cat is present. Our subconscious minds run us. It keeps our hearts beating so we don’t have to think about it and it brings up our beliefs that were established from the day we were born right up to the present minute. If you believe the world is a dark place where people take advantage of you, you will create that environment; if you believe the opposite you will find that as well. Your self-talk is what drives you. If that talk is negative then that’s the results you’ll find; if it’s positive those results will be there as well. We get our belief system from parents, relatives, friends’, teachers, religious leaders and in today’s connected world from the media, as well as the Internet. When you make the choice to investigate some of those beliefs and find them to be questionable, you have the power of choice to change. In my business, On-Hold Messages, many people believe that they don’t put people On-Hold yet AT&T research tells us that 70% of all incoming calls are placed On-Hold and 60% will abandon (hang up) within 30 seconds if there’s silence or some music or radio, and never call back. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home based businesses, around the nation increase their ROI with custom On-Hold-Messages. It can up-sell and cross sell present clients and inform prospects of your business and philosophy and helps keep the emotional connection alive. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

2/03/2020 Engaging, Informing and Connecting
If you watched the Super Bowl yesterday, I hope you enjoyed the game. The millions of viewers that watched with you, some for the half time show, others for the commercials and still, some for the game. If you were to advertise on Super Sunday you were paying around 7.5 million dollars for a thirty seconds spot plus you would have spent a bunch on producing your advertisement. You wanted that ad to do several things; 1) you wanted it to be engaging to the audience; 2) you wanted it to carry your branding and marketing message; and 3) you wanted it to be memorable. That is asking a lot for thirty seconds to accomplish. However, you can get those same results, engaging your audience, carry your marketing and branding message and be memorable with a custom On-Hold message from HoldMasters The On-Hold Message System. Your Super Bowl ad wouldn’t be thirty seconds of silence nor would you not mention your company’s name or follow it with a series of irritating beeps. It would be emotionally moving to get the viewer to respond because they like and trust you. With the knowledge that 70% of all incoming calls (AT&T Statistic) placed On-Hold, just like the Super Bowl grabbing a captive audience, your On-Hold function of your phone makes that caller captive as well. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home based businesses, around the nation increase their ROI with custom On-Hold-Messages. It can up-sell and cross sell present clients and inform prospects of your business and philosophy and helps keep the emotional connection alive. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

1/31/2020 The Super Bowl
This Sunday, millions of people around the world will be watching the 54th Super Bowl. Some people actually watched to see football while others, the commercials or half-time show. Companies will spend over $4.5 million dollars for just thirty seconds of time trying to get the viewer to like, remember and connect with them on an emotional level knowing that The Super Bowl had a captive audience of over 114 million people last year. So, here’s a self-test; how many of the commercials do you remember the next day, and what was the product? How would you like to have a way of marketing your product or service to captive listeners all the while maintaining your branding message? You can while not spending $4.5 million dollars. Let HoldMasters, The On-Hold Message System, create for you a custom On-Hold message. Since 1987 HoldMasters, Your On-Hold Message Company, has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain both their marketing and branding messages to their clients and prospects while engaging and informing the caller. It can up-sell and cross sell present clients and inform prospects of your business and philosophy. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

1/30/2020 The Telephone One Of Your Best Sales Tools
Even though there are other forms of communication, in 2020, like texting, and email the telephone should still be the number one choice. The phone is the next best thing to a face-to-face meeting. With the phone, you may be able to take care of your business right then and there. With texting or email, you play the waiting game, with the phone you are able to leave a voice mail not constrained to a limited number of characters. It is said that effective communication is 55% body language, 38% voice tone and 7% the words. Some part of body language may come through with the phone such as smiling that can be felt within the conversation. Texting and emails are just words open to the reader’s interpretation without the benefit of voice or body language. Also, the phone becomes a great sales tool when using the On-Hold feature. By having a HoldMasters Message-On-Hold installed on your phone you show your callers respect and courtesy and at the same time inform them about your products or services. AT&T tells us that there is a 2 ½%% to 5% increase in sales with an On-Hold message in place. Whether you are a home-based business or a Fortune 500 company your On-Hold function can be one of the most powerful tools in your marketing, branding and sales tool kit. Since 1987 HoldMasters, Your On-Hold Message Company, has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain both their marketing and branding messages to their clients and prospects while engaging and informing the caller. It can up-sell and cross sell present clients and inform prospects of your business and philosophy. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

1/29/2020 Sales Tools
Sales tools are very important if you want to make sales. Follow up to the sales process is just as important. One of the most important tools is “Patience,” you let customers decide at their own speed. Realize that nobody ever got a plant to grow faster by pulling at the leaves of a seedling. Remember, if you get frustrated because it’s taking too long, the prospect will or may sense your frustration and hesitate to buy. A second tool in your tool-kit needs to be “Commitment” to both your success as well as your prospects. If you give up you might have quit just when the prospect was ready. A third tool is “Learning”. On a daily basis make sure you learn something new about your product or service and the industry you serve. Fourth tool is “Enthusiasm” for it’s contagious. If you are enthusiastic about your product or service your prospect will pick up on it. Five; operate out of “Integrity”. Customers and clients sense honesty. Since the world is always in a constant state of change you must be “Malleable”. You can observe what's working and what's not, and change your approach to match changing circumstances. If you lack flexibility, you'll pursue brittle strategies and tactics long after they've ceased to work. Six, under promise and over deliver. And. as I mentioned, follow-up, when someone calls your business an On-Hold message from HoldMasters keeps the marketing and branding message current. Whether you are a home based business or a Fortune 500 company your On-Hold function can be one of the most powerful tools in your marketing, branding and sales tool kit. Since 1987 HoldMasters, Your On-Hold Message Company, has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain both their marketing and branding messages to their clients and prospects while engaging and informing the caller. It can up-sell and cross sell present clients and inform prospects of your business and philosophy. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

1/28/2020 Building Your Pipeline
Building a pipeline of prospects should be the goal of every business, especially the sales force. How you do it can take many forms. For most businesses, the best lead generation strategy is to focus on getting repeat business and referrals from the customers you've already won. Besides, offering great service, provide loyal clients an added incentive to come back, such as 10 or 20 percent off their next purchase. Similarly, get them to refer their friends, family and colleagues by including a friends and family coupon with their order. And don’t hesitate to ask clients to refer you to their friends, family and colleagues. If you don’t ask, you don’t get. Getting these warm referrals opens many new doors plus, those referrals may also give you a referral. This is a great way to build that pipe line of prospects. Creating useful information through e books or blogs makes potential clients trust your brand. The use of a webinar or live chat also builds audience for your product or service. Here you might target similar businesses that may be facing similar challenges. Another way to attract potential customers or clients is to conduct a Twitter Chat or create a Google Hangout on a topic that connects with the needs of your target audience. Show that audience you understand their needs, and how you approach a solution and the benefits of that solution. Remember when conducting a live Twitter Chat or Google Hangout, it’s also important to respond to questions promptly and provide participants with contact information, where they can get in touch with you or learn more after the Chat or Hangout is over. LinkedIn can be a great way to find potential customers, if you know what, as well as who, to look for. LinkedIn groups are another source of leads. Join groups most relevant to your business, or where you are most likely to find people interested in your product, service or expertise. Then participate in group discussions by being a resource, sharing best practices and knowledge gained from experience. Always follow up with people who’ve made interesting comments on your posts or related posts with personalized emails and schedule a call or coffee to connect and build the relationship. Rather than throwing money at advertising, SEO and other services, invest in valuable, engaging content and distribute it via social media sites, such as Facebook. Having a company Facebook page and providing fun, helpful or informative content of interest to potential and existing customers is a great way for business owners to build credibility, nurture customer relationships and increase marketing ROI.” Video content can be a shot in the arm for email and demand generation strategies, and some studies have shown that simply including the word ‘video’ in an email subject line can increase click-through rates by more than 7 percent. If you are a new business looking for certain types of customers or an existing business launching a new product or service and looking to find potential buyers, buying third-party validated data, also known as lists, can be a good option. Once they call you, how that call is handled can be the measure of success. Does the person answering the phone have knowledge of your product or service? Do they know where to direct the call? Should that caller be placed On-Hold, do you have a custom message that not only engages the caller but continues both your marketing and branding plan. Since 1987 HoldMasters, Your On-Hold Message Company, has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain both their marketing and branding messages to their clients and prospects while engaging and informing the caller. It can up-sell and cross sell present clients and inform prospects of your business and philosophy. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

1/24/2020 The Psychology of Selling
If you want to get results when selling your product or service there are some don’ts you need to be aware of. First of all, drop the enthusiasm. Your prospects hate enthusiasm because it doesn’t seem real. What if I came up to you at a networking event and introduced myself with a huge grin on my face, cheerfully yelling, “Hey there! Alan Rock! How are you doing today?!” You would immediately want to run the other way. You don’t need to be an expert in the psychology of selling to understand why. There is actually a psychological reason that you would want to run the other way. A psychological phenomenon says that anytime we clearly try to forcefully push someone in one direction, they will naturally resist and try to go in the other direction. They’ll push back, or pull back—or just drop everything and run. So stop the enthusiasm, and just be real and genuine instead. Stop pitching. Recent sales data shows that one of the biggest reasons that prospects and buyers don’t ultimately choose to do business with a salesperson is that they felt the salesperson didn’t really understand their needs. This is purely the psychology of selling: prospects are feeling like you don’t understand them due to the way you are speaking and behaving around them. And you don’t even realize it!

This isn’t surprising, since most salespeople jump right into a pitch when they first meet a prospect. They haven’t even done the proper discovery to understand what’s really going on in the prospect’s world. At the end of the day, what your prospects really want is to be engaged in a conversation about what’s important to them. What do their challenges look like? What disruptive changes are they facing in their industry? Once you talk to prospects about the issues they’re currently facing, then you can decide if they’re a fit for what you sell—but not before that.

Once you decide the prospect is a fit, it’s presentation time—not time to pitch your solution. Instead, think of it as a doctor-patient conversation. Diagnose what’s wrong with the prospect and then, once you have a full understanding of their challenges and needs, present only the solution that will solve their problems. Never, ever apply pressure to your prospects in a selling situation. This is Psychology of Selling 101. It’s a huge Bozo no-no and here’s why: Not only is it supremely unhelpful in gaining a prospect’s trust, but it’s also likely to kill the sale completely. We want to remove all pressure from the selling situation. Instead of trying to persuade the prospect to tell us yes, we want to take a step back. When we push someone to do something, they’ll immediately pull back. So don’t push. Remember, it’s all about them, not about you. Prospects listen to one radio station, and that one radio station is WIIFM.” Now, do you know what WIIFM stands for? What’s in it for me. Prospects ask themselves the same two questions in every situation with a salesperson: 1. Is this conversation going to be worth my time? 2. Is this salesperson’s solution going to actually help me solve a problem that I care about? If they can’t answer affirmatively to either or both of those questions, then you’re in trouble. You must t make the conversation about them, understanding their concerns, asking questions about their challenges, and addressing the things they care about. Should that prospect call having a custom On-Hold message continues your sales process. Since 1987 HoldMasters, Your On-Hold Message Company, has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain both their marketing and branding messages to their clients and prospects while engaging and informing the caller. It can up-sell and cross sell present clients and inform prospects of your business and philosophy. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

1/23/2020 Technology And You
Technology is working for you every day. I assume most every business has a computer. Many Americans shop on line and use the Internet to gather information. Digital marketing overtook television advertising for the first time in 2016 — and brands will continue to invest money in digital formats. By the year 2021, TV ad spend will make up less than a third of all marketing budgets. Digital, on the other hand, will account for over half of ad budgets. As TV viewership plummets — millennials, in particular, went from watching around 2 hours and 10 minutes of TV per day during the second quarter of 2016 to around 1 hour and 49 minutes during the second quarter of 2017 — companies are finally changing the channel. The vast majority of Americans – 96% – now own a cellphone of some kind. The share of Americans that own smartphones is now 81%, up from just 35% in Pew Research Center's first survey of smartphone ownership conducted in 2011. A new study released by the 'Pew Research Center's Internet & American Life Project' finds that for the first time, a majority of American, nearly 81% of adults own smartphones (that’s up from 35% in spring of 2011), and for many these devices are a key entry point to the online world. A very small percent have mobile phones that aren't smartphones, with 4% owning no cell phone at all. All of this technology yet many businesses are still put people On-Hold with nothing but silence or a radio to greet them not realizing that 60% of those callers will hang-up within thirty to forty-five seconds (AT&T statistic) to be lost, maybe forever. There is an answer, HoldMasters. HoldMasters creates custom On-Hold Advertising that informs and entertains your callers while On-Hold. Whether you are a home based business or a Fortune 500 company your On-Hold function can be one of the most powerful tools in your marketing, branding and sales tool kit. Since 1987 HoldMasters, Your On-Hold Message Company, has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain both their marketing and branding messages to their clients and prospects while engaging and informing the caller. It can up-sell and cross sell present clients and inform prospects of your business and philosophy. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

1/22/2020 On-Hold Marketing Works, and Here’s Why
Did you know that 94% of all marketing budgets (up from 80%) are spent to induce a customer to call and only 6% is spent when that call is received (Source: The Inbound Telephone Call Center)? And MaxiMarketing shares with us that one in five caller will make a purchase based on an offer they heard while On-Hold and nine out of ten callers prefer On-Hold messages to other options, silence or a radio. According to USA Today, executives wait 68 hours a year On-Hold. Better Business Marketing research shows that On-Hold advertising reduces caller abandonment by almost 90%. With this kind of information why wouldn’t any business want to have an On-Hold message? Whether you are a home based business or a Fortune 500 company your On-Hold function can be one of the most powerful tools in your marketing, branding and sales tool kit. Since 1987 HoldMasters, Your On-Hold Message Company, has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain both their marketing and branding messages to their clients and prospects while engaging and informing the caller. It can up-sell and cross sell present clients and inform prospects of your business and philosophy. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

1/21/2020 Physiology, A Huge Key To Success
Your physiology is the key to your success. The way all parts of your body function determine your physiology. Remember, in communication only 7% are words, 38% voice (tonality) and 55% is body language (breathing, facial expressions, gestures posture), your physiology. When you combine your physiology with focus and self-talk you establish emotions and behaviors that lead to positive results. Your self-talk can create new strategies that enable you to create new rituals and habits. Physiology is nonverbal communication that will guide you to influence others. Peoples physiology is usually very subtle and outside of conscious awareness. When we remember that people tend to like people who are like themselves, we learn that matching and mirroring the most unconscious elements of their behavior leads to better communication and rapport. By matching and mirroring their words, tonality and physiology are the keys to make us more like them. All of us might consider creating an acute awareness about ourselves and our own physiology and the sensitivity to tune into other peoples. If you are astute enough to realize the value of On-Hold Messages, how they enable you to keep the basics marketing and branding of your product and/or service to a captive audience. Since 1987 HoldMasters, Your On-Hold Message Company, has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain both their marketing and branding messages to their clients and prospects while engaging and informing the caller. It can up-sell and cross sell present clients and inform prospects of your business and philosophy. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

1/20/2020 Winning Strategy
Do you have a winning strategy? Your strategy should help you seize the brass ring in whatever you do. A strategy is a special way of organizing your resources in order to get consistently the results you want. Your personal strategy should always be getting you into the best state of mind before you do whatever you do. First of all, try to understand your beliefs. Are they getting you closer to your goals or further away? If they are directing you away, change your story. You believe what you think, so change your thinking. The stories you tell yourself can change with a simple change of habits and rituals. Think for a moment of the rituals and habits you have. I’m sure many benefit you. Now think of those that don’t. What stops you from stopping negative rituals and habits that don’t advance you? To my way of thinking it’s FEAR. Fear to me are; False Emotions Appearing Real. Most of the time those fears are unfounded, fake, bogus; and with a slight shift in your thinking you can start to change your story ergo your beliefs that then becomes your strategy. One belief that many people tell me is that they never put anyone On-Hold, yet research from many sources like AT&T tells us the 70% of all incoming calls are placed On-Hold. If that’s their belief they don’t realize that they are losing business every day, week month and year. AT&T research tells us that there is a 21/2% to 5% increase in sales with On-Hold Messages in place. Since 1987 HoldMasters, Your On-Hold Message Company, has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain both their marketing and branding messages to their clients and prospects while engaging and informing the caller. It can up-sell and cross sell present clients and inform prospects of your business and philosophy. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

1/17/2020 How You Think Determines Your Outcomes
Getting into shape to be your best is the mantra of athletes that are contestants in sporting events. Shouldn’t that be the same mindset in business as well? Whether you are a manufacture of products, writing new code for the digital world, advocates and advisors for health or law, or the sales professional bringing goods and services to the marketplace, you must be at peak performance status. In order to do that one must be not only physically fit but mentally, emotionally and spiritually fit as well. In order to accomplish this, one must create the self-talk that brings you to this peak state. Remember the old saying, “If you think you can or think you can’t, you’re right” plays into your mind-set. How you think determines your outcomes. Several things a person can do are exercise the body daily by taking at least a walk for twenty to thirty minutes. Exercise the mind by reading a book, watch a video or go to a seminar. Professionals in all fields all take continuing education courses; why don’t salespeople? There is so much more to selling then product knowledge and a song and dance around it. Getting into rapport is more than finding areas of commonality. Salespeople, in order to be successful, must understand the psychology of selling in order to get the outcomes they want. One time tested way to keep the rapport going and deal with the psychology of the client is with On-Hold Advertising. Since 1987 HoldMasters, Your On-Hold Message Company, has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain both their marketing and branding messages to their clients and prospects while engaging and informing the caller. It can up-sell and cross sell present clients and inform prospects of your business and philosophy. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

1/16/2020 Emotional Goal Setting
What makes any business move forward? The simple answer is more sales, more patients or more clients. The question really is, how do you acquire them? One sure way is to make sure you set goals with incremental steps to achieving them. One thing that I truly believe about goals is that they have to be emotional. Just saying, “I will make “X” number of calls each day is a start, but what emotion is attached to it. We all purchase things via the emotional trail and we should be selling along that same path. You sell your product or service with emotion (or at least you should be), so why not sell yourself emotionally on the goals you set for yourself? How about a goal of, “I will make “X’ number of calls every day in order to move closer to my goal of my trip to Paris”. If you are emotionally connected to that trip that emotion will drive you toward that goal. When setting your goals always put an emotional charge on it, it’s the fuel to move you. Since 1987 HoldMasters, Your On-Hold Message Company, has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain both their marketing and branding messages to their clients and prospects while engaging and informing the caller. It can up-sell and cross sell present clients and inform prospects of your business and philosophy. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

1/15/2020 Little Things Mean A Lot
If you are old to enough to remember a vocalist named Kitty Kallan, who had big pop hit on the radio back in 1953 with the song, “Little Things Mean A Lot”, how wise were those lyrics and how they mesh with doing business today. If you are in business today, in many cases, buyers know more, or at least as much, about your products and services as your representatives. Therefore, it is incumbent upon you to do the “Little Things” that make that buyer want to work with you. One of those little things is to understand that person’s business. Know what challenges the industry in general faces and with the help of the Internet, that specific company as well. If possible, research the person with whom you are meeting; the more you know, the easier and better the rapport. A little thing like a hand -written note, not email or text, thanking the buyer for his or her time, his or her trust or his or her business goes a long way toward building relationships and sales of any consequence, are built on relationships. Another “Little Thing” is being on time. Never be late. As the great football coach Vince Lombardy use to stress when you’re fifteen minutes early you are right on time. Another “Little Thing” is the ‘Hold’ button on your phone. When people call you, and are placed On-Hold, treat them with respect, courtesy and information, not silence or a radio station playing the latest pop tune. A CNN survey's findings show that 70 percent of callers who are on hold in silence hang up within 30 seconds; of them, 35 percent won't call back. Some callers hearing nothing think they were hung up on, while others become more frustrated by the wait. A North American Telecommunications Association study found that callers who had information to listen to remain on hold up to four minutes or longer. On-Hold messages allow a company to market to the caller while keeping him or her on the line. Since 1987 HoldMasters, Your On-Hold Message Company, has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain both their marketing and branding messages to their clients and prospects while engaging and informing the caller. It can up-sell and cross sell present clients and inform prospects of your business and philosophy. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

1/14/2020 Make Others Feel Good
Did you know that when you focus on others rather than on yourself, you make a positive difference in two lives—yours and the person with whom you interact? Everyone seems to have habits that bug others (yours and mine) and they can have a damaging effect on our reputations. When you do things that make others feel good the results are quite the opposite. In the home, it will bind your family members closer together, turning your house into a happy home. In the workplace, making your co-workers feel good will enhance the work environment, making it more enjoyable; it will also increase your influence with them. In your business, making your clients and customers feel good will draw them closer to you; it will also increase your sales and usually creates long term relationships. When you make others feel good you improve their self-image giving them optimism, drive and belief. In business and in sales you must listen thoughtfully. Focus on listening, not just hearing. When you are a focused listener, people recognize your care and concern and are reassured that their feelings and experiences are confirmed. Always show genuine interest. Ask about something important to them and concentrate on what they have to say. Remembering and commenting on their hobbies, sports, vacations, family or business opportunity at a later date will prove that you have a sincere interest in their lives. A simple smile never goes out of style, so, smile often. Smiles mean different things to different people; for some, it can brighten their day and they will welcome the fact that you made the effort to recognize them. The above involves when you see others in person.; what about when they call you? According to statistics from AT&T there is a 70 percent chance the caller will be placed on hold; what can you do to make that caller feel good? You can have a cost effective and efficient custom message on hold that not only engages the caller, it also carries both your marketing and branding message forward. It both entertains and informs as it reassures the caller that they have made the right choice to do business with you. Since 1987 HoldMasters, Your On-Hold Message Company, has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain both their marketing and branding messages to their clients and prospects while engaging and informing the caller. It can up-sell and cross sell present clients and inform prospects of your business and philosophy. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

1/13/2020 Let’s Get Emotional
All human beings are connected by emotions. Emotions drive us. No matter what background, creed or race we are from, the emotional response under certain situations from a human being will be the same. This lays the underpinning of something very important for a business that markets their product or service. If you, as the marketer, are able to choreograph your efforts in a way to yield an emotional response from the user, you can easily influence their buying behavior. There are four basic types of emotions to explore. Here is how can they impact the user’s behavior. The first emotion is HAPPINESS and proves to be the biggest driver of likes, shares and revenues in business. If we look at the YouTube data from Google, we get to know that for every ‘dislike’, you get 10 ‘likes’ on YouTube. This clearly indicates that if something makes people happy, they tend to share the source of happiness with others. Businesses that have used it get positive results and more sales. The second emotion is SADNESS and is the strongest of all human emotions. Science says that feeling of sadness stimulates the brain to produce oxytocin, which is also called as the stress hormone. Now the good thing about release of oxytocin is that it induces the feelings of responsiveness and connectivity. Therefore, if your marketing campaign is targeted towards stimulating the feeling of sadness, then it can easily work as the first step to get people to connect with your brands. The third emotion is ANGER/INSULT. How can a feeling of anger be used to market your brand? It is not the feeling of anger that makes a campaign successful. It is the response to the feeling of anger that does the job. Most normal people who feel anxious at social biases easily relate themselves with brands that feature those issues in their marketing campaigns. This burst of anger can work positively towards the success of not just your marketing campaign, but for your business provided you can justify how you brand supports the case beyond just an advertisement. FEAR is the fourth of the basic emotions that not only effects all human beings, but all living beings. Bring about the feeling of fear in the consumers first, and then letting them know how your product or service can prevent those serious things from happening to them is a tried and tested emotional marketing attention grabber that has worked for many small as well as large brands. Encouraging the feeling of ‘freedom from fear’ can motivate the client or prospect to not just identify your brand and connect with it, but to take action and become a consistent consumer of your brand as well. You can keep this emotional connection alive should your customer call you with the use of On-Hold advertising. A cost efficient and effective On-Hold message keeps both your branding and marketing message alive all the while engaging the caller while preventing call abandonment. Since 1987 HoldMasters, Your On-Hold Message Company, has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain both their marketing and branding messages to their clients and prospects while engaging and informing the caller. It can up-sell and cross sell present clients and inform prospects of your business and philosophy. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

1/10/2020 Never Waste A Sales Opportunity
No business wants to put a caller On-Hold thinking that the caller will be upset and lose interest. That’s true if you have nothing there to keep that callers interest. However, being On-Hold can be a plus for your business if you inform and entertain that caller with custom On-Hold messages. If you think about it someone has called your business, which, you will agree, should have an interest in what you offer as either a product or service. That caller is placed On-Hold and is captive to what they hear. If it’s silence chances are they will abandon, hang up, within 30 seconds. If a radio is playing they might last an additional 15 seconds, but if they hate the music or get caught up in a commercial break, maybe your competition’s advertisement, adios…bye bye. AT&T tells us that with Advertising-On-Hold they will stay on the line four or more minutes and that 12% will buy something they heard about while On-Hold and over all, there’s a 2½% to 5% increase in sales with On-Hold-Advertising. Whether you are a home based business or a Fortune 500 company your On-Hold function can be one of the most powerful tools in your marketing, branding and sales tool kit. Since 1987 HoldMasters, Your On-Hold Message Company, has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain both their marketing and branding messages to their clients and prospects while engaging and informing the caller. It can up-sell and cross sell present clients and inform prospects of your business and philosophy. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

1/09/2020 What’s In It For Me
“What’s in it for me” is the thought most prospects have when greeted by someone in sales, and everyone is selling something. “What will your product or service do for me” is the question that most prospects or clients have on their minds before they buy. The job of the seller is to show a benefit. Show that prospect or client how the product/service will benefit them. The doctor shows how their service will improve health; the lawyer shares how he or she will protect your rights; the CPA keeps you knowledgeable on how your business is doing and your tax liability. Those of us non-professional sales people show the prospect or client how our product or service will help them make or save money. For example in my business, On-Hold-Messages, we make you money by preventing call abandonment (those people that hang up on you once placed On-Hold due to the fact that there is either silence or a radio playing). These are potential customers who in many cases move on to a competitor because they feel ignored. We also make you money with the message because we maintain your marketing and branding image while that person is Holding-On, informing as well as entertaining them. AT&T’s research supports this by telling us there is a 2½% to 5% increase in sales with a Message-On-Hold. Since 1987 HoldMasters, Your On-Hold Message Company, has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain both their marketing and branding messages to their clients and prospects while engaging and informing the caller. It can up-sell and cross sell present clients and inform prospects of your business and philosophy. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

1/08/2020 Reaching 100% of Your Incoming Calls
Do you know that Advertising-On-Hold is a phenomenal way to reach 100% of your incoming callers? Someone calls to ask a simple question could hear about all the products or services you offer while they are On-Hold and make the decision to do business with your company. That is why AT&T tells us that 12% of the people that call in will buy something they heard while On-Hold, and that over all there is a 2½% to 5% increase in sales when Advertising–On-Hold is employed. Whether you are a home based business or a Fortune 500 company your On-Hold function can be one of the most powerful tools in your marketing, branding and sales tool kit. Since 1987 HoldMasters, Your On-Hold Message Company, has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain both their marketing and branding messages to their clients and prospects while engaging and informing the caller. It can up-sell and cross sell present clients and inform prospects of your business and philosophy. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

1/07/2020 Piquing The Curiosity
Have you piqued the curiosity of your potential client or customer enough to get them to want more information? That’s what your “Elevator Speech” should be designed to do. As a matter of fact, that’s what all your marketing and advertising should do, create additional curiosity. Add to that your ‘Branding’ of you and your business that should be as big as your marketing effort; your marketing tells your audience what you do and your branding tells them who you are. If that potential client or customer doesn’t like you, it’s usually goodbye to the sale. When you are with that prospect you can answer those questions that aroused their interest in the first place but what happens if you are not there when they call you? Does the On-Hold function of your phone continue your marketing and branding efforts or do those efforts stop cold? Thanks to a technology called “On-Hold- Marketing” you can now carry both your marketing and branding information to every incoming caller at a very reasonable cost. Since 70% of all incoming calls are placed On-Hold (AT&T Statistic) it seems like a no brainer to utilize your On-Hold to maintain your marketing and branding endeavors. Whether you are a home based business or a Fortune 500 company your On-Hold function can be one of the most powerful tools in your marketing, branding and sales tool kit. Since 1987 HoldMasters, Your On-Hold Message Company, has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain both their marketing and branding messages to their clients and prospects while engaging and informing the caller. It can up-sell and cross sell present clients and inform prospects of your business and philosophy. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

1/06/2020 Any Plans For The New Year?
What are your plans for this New Year? What are you hoping that 2020 holds for you? Are there any milestones for your business? Are there new technologies that will assist your client base to benefit them to either save money, make more money or both? If you are in one of the professions are you adding new members to your team? Remember this, when people call your place of business they are interested in you and your products or services and want to know about any changes that will affect their bottom line. Patients of any of the medical professions what to know how their health can be altered. Clients of lawyers and CPA’s want to know about changes in laws that will have a direct consequence on them and their business. And any other business category wants to know how doing business with you and your company helps them. One easy way to reach of all your incoming callers is with an On-Hold-Message that is played when they are placed On-Hold. This is your excellent opportunity to extend both your marketing and branding efforts. Using AT&T research, 70% of all incoming calls are placed On-Hold; 60% will abandon (hang up) within 30 to 45 seconds if there is nothing but silence or a radio, however will stay for four minutes or more if there is information. Whether you are a home based business or a Fortune 500 company your On-Hold function can be one of the most powerful tools in your marketing, branding and sales tool kit. Since 1987 HoldMasters, Your On-Hold Message Company, has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain both their marketing and branding messages to their clients and prospects while engaging and informing the caller. It can up-sell and cross sell present clients and inform prospects of your business and philosophy. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

1/03/2020 The Times They Are A Changing
One of those things that seem to always be happening is change. Just think about the changes in technology over the last couple of decades. Now think about the changes that affected your business over the past few years. Some I’d agree are minimal and some are monumental. Too often we as businessmen and women become complacent and think our clientele are knowledgeable about these changes; chances are they are not. So, the question is; how can you keep everyone that calls you up-to-date on any and all of your changes? One cost effective and efficient way is with a Message-On-Hold. Chances are your present customers know just a tad of how your business can help their business. By having an On-Hold message you can keep your current client base informed all the while letting new callers get the information about your products and/or service that will assist them in reaching their goals and dreams. Since1987 HoldMasters, your, On-Hold Message Company, has been helping both Fortune 500 companies, mom and pop businesses, and home based businesses, maintain both their marketing and branding messages to their clients and prospects. It can up-sell and cross sell present clients and inform prospects of your business and philosophy. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

1/02/2020 Everyone Sells Something
Since every business has something to sell whether a product or a service, then learning to sell should be a priority. Sometimes the product is an idea that needs to be imparted within the business. This might look like top management influencing the rank and file of a new idea to add to the corporate culture or a new product or service being offered to clients and prospective clients. Whatever it is, selling comes into the mix. In order to influence someone, you need to know what it is that that motivates them, and, asking open-ended questions does that. These questions will expose challenges that must be assuaged by your product, service or idea. Once the target of your questions understands what you are offering will help eliminate the challenge, they will buy in. It is especially important that everyone within your business culture understands and carries the corporate message with every contact. Even when your business receives incoming calls, having an On-Hold message that carries your philosophy. These messages help maintain the emotional connection with the client or prospective client. Since1987 HoldMasters, your, On-Hold Message Company, has been helping both Fortune 500 companies, mom and pop businesses, and home based businesses, maintain both their marketing and branding messages to their clients and prospects. It can up-sell and cross sell present clients and inform prospects of your business and philosophy. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

1/01/2020 Happy New Year.
May all of your goals and wants come to you,




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