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7/22/2019 Selling That 800 Pound Gorilla
When selling a product or service there is always that 800 pound gorilla that you’d like to land and, for some reason, you don’t even try. Why not? All they can say is,”No”. Almost every industry has an 800-lb. gorilla--an intimidating corporation with a large international customer base, leverage over suppliers, powerful staff strength, and a deafening roar. It can seem impossible to compete, and suicide for a small business to try it. If you think about it, there is really very little to lose when you set your sights on your industry gorilla. You want to be the best in your industry, right? What is it going to take? Build your company and your reputation into one that can credibly compete against the largest incumbent. Going up against the gorilla is just a natural step in your growth, and remember losing is not the end of the world. You will probably earn admiration in your industry just for trying, and other customers and prospects will take notice. When you win, even once in a while, your employees and co-workers will be energized, your competitors will respect you, and your company will never be the same." Go for the whole enchilada and move in ways a gorilla can’t. A small thing you can do, for example, is to show you are very responsive, give clients and prospects your mobile phone number. It will also show how aligned you are with their mission, and that you would address issues immediately. It also shows that you and your company can move faster than the gorilla in many ways, with less bureaucracy and better customer service. Use that to your advantage. Often the gorilla has some negative emotions with the present vendor, some real pain. Even if they are the largest player in your industry, they are going to suffer from complacency and inefficiency. Those are the easiest to go up against because you can show how you can do better. Your confidence matters a great deal to your employees and co-workers. If you give every indication that you personally believe, that you expect to beat the 800 pound gorilla, then everyone will feed off that energy and do the impossible with you. Show them that you are putting into place the people, processes, and products required to compete with the best in your industry. Reinforce that you have the better value proposition. And, just aim at one spot. You may not be able to compete for all of the fruit in the tree, but you can take enough to feed yourself. This doesn’t mean you stop going after the low hanging fruit, the smaller customer is still your bread and butter. Look and sound like you deserve the gorilla’s business. Create professional looking and sounding audio and visual tools. A visual tool might be your web site; don’t cheap out on it. A cost efficient and effective audio tool is an On- Hold message for your phone system. They engage your callers with both your marketing and branding message plus they have the ability to up sell and cross sell present 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 makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

7/19/2019 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 and/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 makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

7/18/2019 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 makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

7/17/2019 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 makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

7/16/2019 Change Your Story, Change Your Life
Change your story, change your life. Your story suggests your personal philosophy and psychology. Those voices in your head, and we all have them, is called thinking, suggesting to us the reasons we travel the road to our goal or live on detour highway. One thing I know for sure, we as human beings don’t just live on instinct alone. We are not like the goose who must fly south in the winter, we have the ability to choose which direction we want to fly. If we don’t like where we are, we can move; we are not trees. Remember, your past does not predict your future. When you drive down your path you must look forward; just think what would happen if you drove your car by looking at the rear-view mirror? Become resourceful, and see and use all the resources available. Know what you want and create a plan that gets you to your goal. Have mini goals so you will see progress along the way. It’s been said that, “Progress is the key to happiness”. I believe we all want to grow both personally and professionally and the story we tell ourselves, and others, is either freeing us or constraining us. One piece of philosophy that works is the giving unto others of yourself. This becomes your personal brand. Your brand tells the world who you are as a person and as a business. 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 makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

7/15/2019 Everyone Sells Something
Everyone is a sales person. We are always selling whether it’s where to go with friends for dinner, to selling your children on values and morals or, selling co-workers or employees on new ideas at work to selling new prospects on your product or service and cross-selling and up-selling present clients. There are two keys to making sales, first, the ability to ask probing questions and second, the ability to actively listen to the answers. To ask probing questions, ¬¬¬A¬¬lways Be Curious (ABC). To actively listen, stop talking. When you stop talking and listen, the person will be telling you how to sell him or her. Ask your friend what kind of food they like before you try and close them on the restaurant. In business, it’s a good idea to do your homework on the company you are calling and the person. The more you know, the better honed your questions can be. Prepare questions in advance that probe for the prospects needs and wants. Your questions will reveal whatever pain the client is in, but only if you listen. Listening builds trust and trust builds relationships, that not only keeps the client, it also gets that client to refer you to others. It creates an emotional bond between you and that client. If you want to grow with that client never break that emotional bond. Should that client call you, keep that emotional bond alive with a custom On-Hold message. Research tells us that callers prefer information On-Hold and will remain On-Hold four or more minutes than with music, radios, beeps or silence. 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.

7/12/2019 Focus
Focus must be the center of interest or activity. Successful people maintain a positive focus in life no matter what is going on around them. They stay focused on their past successes rather than their past failures, and on the next action steps they need to take to get them closer to the fulfillment of their goals rather than all the other distractions that life presents to them. Focus is on the journey, not the destination. Joy is found not in finishing an activity, but, in doing it. Focus is about finding simplicity in this ‘Age of Distraction’. It’s about finding the focus you need to create, to work on what’s important, to reflect, to find peace, By having focus in your life, you develop a simple system for getting things done. Your ability to focus will allow you to create in ways that perhaps you haven’t in years. It’ll allow you to slow down and find peace of mind. It’ll allow you to simplify and focus on less " on the essential things, the things that matter most. Focusing on the LITTLE THINGS will make you more effective and efficient. Failure isn’t one event, it’s a combination of little events that you weren’t focused on nor is success one event, it’s the sum of many little events that you put your focus on. One little thing that is both effective and efficient is using the hold button on your phone to engage callers while they are waiting to speak to you. This is done with a custom on hold message that continues both your marketing and branding message and enables you 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, 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.

7/11/2019 Leadership
Leadership is everybody's business. It is for men, women and children. It is for families, business and communities. It is for you. It’s how you lead yourself. We must influence or lead ourselves without formal authority. Everyone possess the capacity for leadership, and I’d like to encourage you to develop the leader in you to become an active participant in shaping your future and the future of others. When you lead yourself, you attract others to you, hence, you attract success you don’t pursue it. Leaders (and we all are leaders) know the past does not equal the future. The past is, or should be, lessons learned. As leaders of ourselves or others, we must learn to work on the emotional level for with the right emotional connection we can get through to others and ourselves. Remember, “FACTS TELL, EMOTIONS SELL”. LEADERSHIP is that ‘Invisible Must’ that’s an inside job of you being your own leader. You must become the person who gets what you want and know that you can achieve whatever you want. John Quincy Adams said, “If your actions inspire others to dream more, learn more, do more and become more, you are a leader.” It is said, that Management is doing things right; leadership is doing the right things. A leader gets results from maximizing resources. Resources aren’t the problem, resourcefulness is. Emotion is the ultimate resource. Things like creativity, commitment, determination, certainty, flexibility, compassion are areas to grow. One resource that gets results is having an on-hold message on your phone in order to keep your callers engaged while 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 makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

7/10/2019 Up Your Standards
Look at your physical self, it’s a reflection of your standards. If you are in shape, and round is a shape, it is a result of your rituals and rituals become habits. You don’t get results without taking some kind of action. A ritual is something you do consistently. Rituals create momentum, they define us, they become habits which in turn become standards It’s the little things, these rituals, that creates the road to success. Mark Twain once said, "Eat a live frog first thing in the morning, and nothing worse will happen to you the rest of the day." "Eating a frog" is the greatest antidote to procrastination, and the most productive people know the importance of biting into this delicacy first thing in the morning. In other words, spend your morning on something that requires a high level of concentration that you don't want to do, and you'll get it done in short order. Make a habit of eating three frogs before you check your email, because email is a major distraction that enables procrastination and wastes precious mental energy. Let’s not even bring up Facebook. Rituals are what you do every day (do your exercise OR do you stop at Dunkin’ Donuts). To be successful you must have successful rituals. Rituals become habits; what are your rituals? Do something every day, for 21 days, and make a new habit. Choose Habits that help you win. If you have a Vision that is not backed up with rituals, you are wasting your time. Remember, it’s not what we get that makes us happy, it’s who we become by seeing those Visions become a reality. One habit that will pay dividends is using your phone in a proactive manner both for prospecting for new business and how you handle incoming calls. One cost effective and efficient way to get dividends from incoming calls 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 makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

7/09/2019 Progress, The Key To Happiness
Many of us see The New year, January ONE, as fresh start and a chance to make progress in the New Year; progress can start anytime, like right now. I’ve discovered, from reading many books and going to many seminars that progress is the key to happiness and we all want to be happy. Getting things might excite you for the moment but progressing toward your goals whether personal or professional, will make you happy and fulfilled. Lasting happiness comes from growing not just getting. Some people resolve to change in the New Year, don’t worry, change is automatic you don’t have to work on it; progress is not. If you want lasting change you first must have a vision of what you really want, not what you’re not going to get. This vision must be compelling, of what you are going to create, something that really excites you, it must be something that pulls you, not something that you need to push yourself to do. Push requires will power and will power never lasts. Discover your reasons for this change and these reasons will pull you toward the goal or goals. Reasons can be positive or negative; if I don’t do this, this is what I’m going to get or if I do, do this, this is what I’m going to get. Reasons come first, answers come second. Review these reasons every day. In order to make this or these visions a reality remember these three words, “Raise Your Standards”. Make your “Should” list into a “Must” list. When you do this something within us changes. Treat all the people you do business with as you would like to be treated from the first hello, to when you deliver your product or service, to when you call them or they call you. Should they call you having a custom on hold message not only keeps them engaged, it also continues both your marketing (what you do) and branding (who you are) and it affords you 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, 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.

7/08/2019 Integrity in Sales
Honesty and integrity are essential to a Sales Professional. Honesty is maybe the easiest to be clear about; you have to tell the truth and not tell lies. If you tell a lie, even a small one, and you get found out your credibility is gone and any chance of a sale goes with it. Plus, you have to remember what you said. Never promise and under deliver it can compromise your integrity. In addition, chances are you’ll never get more business from that client and never a referral. Remember, most people remember what you did wrong then all the good things you do. When sales people are passionate about their product or service, and enthusiastic to make a sale, it is inviting to embellish or twist the truth a little. For example, to say that their solution meets the needs of a prospect when it doesn’t or that it can be delivered within a time frame or budget that they know is not possible. What integrity is and why it matters in sales. Integrity is about having strong ethical values and sticking to them. For example, not talking negatively about your competition or not sharing confidential information or in our business not working for a customer’s competitor. Helping you maintain that integrity can be as simple as having a message on hold that keeps your marketing (what you do) and branding (who you are) alive when someone calls you 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 makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

7/05/2019 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 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, maintain that emotional connection as well as their marketing and branding messages to their clients and prospects, not only in Central Florida, also 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.

7/04/2019 Happy Birthday America
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 of 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. Happy Birthday America.

7/03/2019 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 makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

7/02/2019 Being S.M.A.R.T.
Mario Andretti race car driver said, “Desire is the key to motivation, but it's determination and commitmen 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 makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

7/02/2019 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 makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

7/01/2019 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 makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

7/01/2019 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 makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

6/28/2019 Focus On Your Altitude
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 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 affords you the opportunity to up sell and cross sell your product or service. And, it makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

6/27/2019 Confidence Builds Success
How high is your confidence level? To reach that next level of success, you must have confidence; not only in yourself and also in the product or service you offer. Confidence in your product or service stems from your passion and your passion is a powerful tool that is felt by those around you. Your confidence stems from your belief in your product or service and that belief builds trust and remember trust is not visible it must be felt. Once you build that trust bond, a sale for your product or service is almost automatic. Your passion will be sensed by the buyer and the circle of belief to passion to confidence continues. You can extend that circle with your Hold button on your phone. By having a custom On-Hold message that echoes your belief and passion along with your marketing and branding message helps keep the emotional connection and trust bond alive. 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 affords you the opportunity to up sell and cross sell your product or service. And, it makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

6/26/2019 Why Have Bad Habits
You are the sum of your habits. When you allow bad habits to take over, they dramatically impede your path to success. The challenge is bad habits are insidious, creeping up on you slowly until you don’t even notice the damage they’re causing. Breaking a bad habit requires you to make a decision. I have never met a person who has never eliminated a bad habit. So, in order to make that change now, remember how you did it in the past and replicate that process. Habits, good and bad ones, stem from rituals therefore, change your rituals for just seven days, and you’ve built the foundation of a new habit. Habits are there to propel you toward your success in life as well as business. Breaking bad habits requires self-control. Research tells us that it is worth the effort. Self-control is like a muscle, to build it you must exercise it. Warren Buffett said, “Chains of habit are too light to be felt until they are too heavy to be broken.” Since everyone sells something, ideas, products or services, developing strong good habits will do more to engage and inspire others and attract that success you seek. A good habit to develop is telephone courtesy. When people call, you match and mirror their tonality listen to the words they use and use them back in the conversation. Should you have to put them On-Hold, make sure you have a custom On-Hold message that keeps that engagement alive and vibrant. 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 affords you the opportunity to up sell and cross sell your product or service. And, it makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

6/25/2019 The Emotional 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 affords you the opportunity to up sell and cross sell your product or service. And, it makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

6/24/2019 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 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 affords you the opportunity to up sell and cross sell your product or service. And, it makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

6/21/2019 Getting To The Top Of The Success Mountain
To get to the top of success mountain it has been said that there are three elements that must work in concert. The first one is finding new ways to find new prospects. This is called, method. Just learning a new way of gaining prospects will not guarantee more business unless you have a strategy for working that new method or an activity. Most important, to my way of thinking, you must believe in your product or service; your outlook and manor must be at one hundred percent. It is said, “Your attitude determines your altitude.” We have all known people that no matter what they do and where they go they excel. The reason is they believe in themselves. Their outlook is almost always positive. How we see ourselves will be the rudder to success or failure. These three legs of the stool all work in concert yet “attitude” is the constant for either success or failure both for an individual or a business. Should one of these prospects or current clients call in and is placed On-Hold your business attitude will be in the spotlight by what that caller hears. If it’s a radio with music and commercials, a series of beeps or just silence there is a 60% chance that caller will abandon the call within thirty seconds. However, should you have made a small investment in a custom On-Hold message from HoldMasters, you should hold the attention of that caller for four or more minutes. 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.

6/20/2019 Are You Busy Or Productive
Never confuse being busy with being productive; they’re not the same. If you think checking off all the boxes on your to-do list qualifies you as being productive; think again. Time is always a great teacher and over time successful salespeople have used a few techniques. Your tool chest should have many sales aids to help you but the one tool you have that is most important is your mind. If you live on the edge, stressed out, tired and lack energy all those you come in contact with will notice, including your prospects or clients. The way you overcome this is a small investment in yourself it’s called exercise. They say, “you are what you eat” so choose a diet that is good for your overall health. You fuel your success by keeping your body and mind running at its peak performance level. Take care of you existing clients and ask them for referrals. If you’ve taken excellent care of them they will be happy to recommend you and research tells us that personal connections will increase sales activity by some 243 percent; not too shabby. Use the power of today’s technology. Work smart and focus your energy on winning the right clients, you can save time and effort wasted on unqualified leads. Even if you don’t see results if that prospect is the kind of person you’d like to turn into a client, stay with him or her; build that relationship. Be diligent and follow up on all leads. When any of these prospects or clients call you, make sure you have a custom On-Hold message that carries both your marketing and branding message forward. 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.

6/19/2019 Selling Over The Phone
Can you effectively sell over the phone? Since sales success is usually based on relationships, how can phone selling be successful? I believe that in-person sales is still the best way to build and anchor those relationships, however, phone sales can really be more efficient. When using the phone you can cover more ground in less time and save expenses on travel and entertainment. Phone-sales meetings are far less time consuming, which affords you, the salesperson, more time to research qualified prospects. Now with Skype and Face Time you can even set up on-line demos. Many of your potential buyers appreciate the time savings phone sales affords them. That said, many buyers still want face to face meetings and because of your initial phone work, you might find those meeting are even more effective and a deeper relationship often is the result. One disadvantage of selling over the phone is your inability to see body language. Often times in phone selling the salesperson has a tendency to talk over the prospect. That can be curtailed by learning to pause for three or four seconds between your prospects speaking and yours. Since you can’t see your prospect you might ask questions along the way to make sure he or she is still engaged. If I had to spotlight one key to phone sales it’s the act of listening. When you listen, you will find that you build amazing connections with your buyers and uncover real challenges that lead to closed deals. Should that prospect call you, remember to have a great On-Hold message that continues 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 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.

6/18/2019 Buying Value
The definition of Value is “the regard that something is held to deserve; the importance, worth, or usefulness of something”. OR, “a person's principles or standards of behavior; one's judgment of what is important in life”. I know that there is a difference between the two definitions, but I don’t see any. What is the difference between something that being held to deserve, the importance of or usefulness or a person’s principals, standards, behavior or judgment? For example if I wanted to sell you an apple and you wanted to buy an apple and I said the cost of this apple was $10; would you buy it? Now, suppose that there was definitive proof that, “An Apple A Day Keeps The Doctor Away”, would you buy it then? I’d like to suggest that with the later you saw VALUE. Suppose you had $50,000 and you had to spend it all on a new car, you didn’t get any change; what automobile would you buy a Yugo or a Cadillac and why? Again, I would suggest you see more value in the Caddy. People in general buy value. People look for the best value within their budget. Now value can be a different standard for different people. Using the car analogy, when buying a car what is most important to you? Looks? Comfort? Resale? Up-keep? Practicability? Performance? Depending on your criterion your value can be different. So, in selling any product or service, it is paramount to understand the value your buyer places on the proposition you present. To sustain value for your product or service, should clients or prospects call you, an On-Hold message is a powerful partner. It keeps the emotional connection alive all the while informing the caller about your product/service by 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 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

6/17/2019 Thoughts On Marketing
The difference between ‘Marketing’ and ‘Branding’ is marketing is what you do, branding is who you are. For the sake of this blog we will focus on “Marketing”. Marketing takes many forms from cold calling to networking, from social media to radio, TV print, and direct mail. The purpose is to get your prospective audience to use your product or service; to get your phone to ring or people using your product or service. Too often in today’s marketing environment most people go On-Line to visit your web page, and that’s a great way to have people learn about your business and, just as often your web page is a maze of press here press there until you find what you are looking for. Add to that, no place on that page is a phone number to reach the company. You have spent money, sometime a lot of money to make this web page and because of the labyrinth of press here, go there, they give up and look in other places for your product or service and, you lost a potential sale, the cost is two-fold, first the cost of building the web page and second the loss of the sale. Your marketing effort did not pay off. Two suggestions; one, although you have a great looking web presence, keep it simple and two, always have a phone number for people to call. This second suggestion means another employee and more expense yet, if the receptionist saves one or two clients from going somewhere else to buy it should be worth it. Suggestion two, since research from AT&T tells us that 70% of all incoming calls are placed On-Hold, get a custom On-Hold message and here are the reasons: • 60% of people On-Hold will abandon the call is there is silence, music or beeps • 12% of the callers will take action on something they heard while On-Hold • AT&T has found that there is a 2 1/2 to 5% increase in sales with an On-Hold message Add to these suggestions you are showing basic courtesy, all the while, engaging the captive listener while keeping the emotional connection alive. 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.

6/14/2019 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 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.

6/13/2019 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 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.

6/12/2019 What Is An On-Hold Message
On-Hold Messages by HoldMasters are the profile-raising messages you hear over the phone when your caller is placed on hold or transferred to another line. All of your messages are scripted by our creative copywriters, voiced by our professional voice-over artists, mixed with licensed background music so that you have zero problem with ASCAP or BMI, and replayed 'down the phone line' to waiting clients or prospects. If your waiting callers are currently listen to the radio where they could hear a commercial for your competitor, chimes, plain music or worst of all " SILENCE " you need a HoldMasters Messages On Hold solution. On-Hold messages not only delight and impress callers; they also help you meet your sales, marketing and customer service goals. It’s been said that within as short a time as fifteen seconds you can turn a casual caller into a red-hot lead. You have a captive caller on the phone, why not market to them? 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.

6/11/2019 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. Since 1987 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. 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. Let HoldMasters help you when your business is on the line.

6/10/2019 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 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.

6/07/2019 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.

6/06/2019 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 21/2% 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?

6/05/2019 Enterprise Selling
Enterprise selling focuses specifically on high-volume or high-dollar sales to business customers, often through long-term contractual relationships. Understanding enterprise selling can open a world of profitable opportunities for your business. To fully understand enterprise selling, it is necessary to understand its polar opposite, transactional selling. Transactional selling is concerned with selling single products and services, or small bundles. Transactional sales models serve a large number of customers with relatively small individual transactions. Marketing and sales promotions drive volume in transactional selling models. Enterprise selling, on the other hand, involves a highly mutual, tailored approach to selling products or services to businesses. Enterprise sales rely on relationship salesmanship to produce a reasonabe small number of high-revenue transactions. Prospecting plays a major role in the success of enterprise sales. While transactional sellers often target the end-users of their products, enterprise sellers target purchasing managers, chief financial officers and business owners, who are generally very busy and can be difficult to reach. Enterprise sellers learn to work their way through the administrative layers of an organization to get in contact with an individual who has the desire, funds and the power to make a purchase decision for the organization. Most enterprise sales transactions involve highly consultative and shared approaches. Enterprise sellers get to know their customers inside and out, performing wide-ranging research, often on their customers' premises, before custom-tailoring a product or service for their client. Time frames for all aspects of the sales process are extended in enterprise sales. The shopping and decision-making process for buyers is more drawn out, as buyers take their time and research numerous options before spending large sums of their companies' money. The relationship between buyers and sellers can be longer for enterprise sales, as well, as sellers get to know buyers' needs and are able to serve them more effectively than challengers in the future. When these prospects call you and are placed On-Hold are you still engaging them? Getting an On-Hold message is very prudent since AT&T tells us that 70% of all in-coming callers are placed On-Hold. It’s not only efficient it is cost 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 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.

6/04/2019 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 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 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.

6/03/2019 Entrepreneurial Thinking
You 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.

5/31/2019 Know Where You’re Going
If you don’t know where you’re going, how will know when you get there? Knowing where you’re going is the definition of Goals and Strategy. The goal is your destination and the strategy is the map. For your messages On-Hold, strategy is everything, it means that you understand your potential customers and existing customer’s needs and wants. What do they need? What are their problems? What’s most important to them? These are their “hot buttons.” Most marketing is filled with clichés that mean nothing, and accomplish it quickly. Marketing strategy has the job of getting your prospect’s attention, educate them about how to make the buying decision, and show them how you have the answers they need. With an On-Hold message you can really help your prospect or client get what they want and know you can give it to 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.

5/30/2019 Never Miss An Opportunity
Smart marketers know that, no matter how hard they try, they put their telephone callers on hold. When they do, they not only lose an opportunity, they annoy their customers and best prospects. However, with a well-crafted Message-On-Hold, putting someone On-Hold turns that annoying wasted time into informative productive time. When creating your On-Hold Message, make sure it is different than your competitors so you don’t sound like them. If you sound like them, your prospect or client might just go to them. Make sure your On-Hold Message is as unique as you are. Today’s customers want more than most businesses are willing to offer. Are you willing to be different? Think about this: you work hard and spend on advertising to get people to call. You generate leads and when people call, you occasionally have to put them on hold. Thanks to all that work, they are right there on the phone, interested in what you offer. They are sitting on hold. You’ve got just a few minutes with them. You’ve earned a shot at winning their business. What are you going to do with that 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.

5/29/2019 Information To Include In Your On-Hold Message
When creating a Message-On-Hold what information might you consider dispensing? Think of what are the most often asked questions about your company by your callers or prospects. What is it that you want everyone to know about your business? If you could impart a feeling about your company, what would it be? What information about your business do you think would inspire confidence? I would suggest that you give them your days and times of operation as well as a location and your company’s slogan, if you have one. I would always include what you are best known for as well as some lesser known areas of your business that you’d like to build. This helps you cross-sell and up-sell your current clients. I might also include something unique about your business. Think in terms of telling some-one in ten or fifteen seconds about what you do to generate their interest and almost force them to ask a follow-up question. I would always include what it is that makes you proud of your company. With your On-Hold message you really can sell your company to the caller and get that bump in sales that every business wants. 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.

5/28/2019 Increasing Your Sale Two and a Half To Five Percent
What would you do if you knew you could, according to research, increase your annual sales two and a half to five percent? Would you listen? Would you investigate? Would you do what was suggested? I know I would however,would you? There are many actions you could take to increase your business. Some of them cost money, some cost time and some cost both. You could advertise in the media, you know, radio, TV or print, direct mail, and social media. they all work; networking works well but only if you work it and it does take time, and advertising on your own phone works really well. As a matter of fact, according to research, On-Hold advertising shows that two and a half to five percent sales increase that I mentioned. Radio, TV, print and direct mail can be costly and can reap excellent returns over time. If you think about it, using your own phone as your medium to tell people about your business is really smart. First of all, they called you; therefore, they are interested in what you have. Plus, you are on a one to one relationship with them on the phone; they are somewhat captive to hearing what is said. Secondly, while On-Hold, they might hear about something they didn’t know you offered as a product or service. The best part about having an On-Hold message is that it works 24/7, 365 days a year, with no vacation time or sick days. With todays digital technology your ROI with Advertising"On-Hold makes it one of the best business investments you could offer. If you have multiple locations it becomes even more 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.

5/27/2019 Humor, a Great Tool
If you are into sales (and we all sell something) humor is a great tool. Too often we use the one-liner however, I have always preferred the story, not only are they funnier but they last longer. Here are some thoughts in telling a good story. This list is important general highlights of telling a good story. They are given in no particular order because each situation and story deserves individual attention. The following are the important ideas: 1.Get your audience involved in the story by using voice dynamics, hand gestures, and facial cues --- the idea is to make your audience visualize that they are in the situation of the story --- oh, and a physical story requires clear physical description (be animated, it's funnier) 2. Use descriptive terms that appeal to the five senses to draw a better 
picture for your audience --- sight, sound, smell, taste, feel 3. Attempt to pace the story in accordance with the "pace" of your 
audience, that is, if your audience is relaxed, then the delivery can afford to be slower. If your audience is hurried, or moving, or has a shorter attention span, speed up the delivery. 4. Some stories might be enhanced if told with an accent or in a dialect 
of some type --- use your judgement with regard to its appropriateness
AND with your ability to deliver a convincing voice 5. Feel free to tailor your story to your style and your audience --- you 
never have to tell it the way it's written or even the same way twice 6. Do not mince words, enunciate clearly --- stay with the story --- keep your audience focused 7. Try to relate to your audience by making eye contact with a few 
members --- show them you care about them getting it and they'll be more attentive Avoid all the common clichÈs in delivering your stories --- they are 
distracting and appear uninventive and unoriginal 8. Use pregnant pauses for dramatic effect --- used sparingly, a good 
pause makes a funny story even funnier --- it takes some people a second or two longer to get themselves ready for a punchline anyway 9. Normally a casual entrance into a joke or story is best. Begin with "...so 
I was walking..." or "...I heard about this woman..." or "...there was this 
guy..." I have found that beginning with "Did you hear about..." or "I have 
a good joke..." or "Let me tell you a good one I heard..." makes most
people kind of uncomfortable because now they feel they have to listen. 
The more casual approach lets the listeners draw themselves into the story. 10. Sometimes a mid-joke reference to something familiar to the listener is helpful. If you are describing, say, a large sandwich, describe it terms that your audience will visualize (a hero, a Dagwood, a Subway, a hoagie, a submarine sandwich) --- that is, always tailor your story to the audience for maximum effect 11. Remember your story (the setup) is as much or more important as the punchline --- after all you ARE trying to entertain, aren't you? Don't rush just to get to the punchline --- milk the story for all it's worth 12. The longer stories are harder to learn but are often more impressive to your audience. If it's a complicated story that they couldn't remember well enough to tell themselves, they will be more impressed with your skill --- AND more apt to listen to you the next time you have a clever story 13. Naturally gauge your audience's tolerance to profanity and adult topics and adjust your story accordingly. Timely use of profanity can be quite
effective for emphasis but be careful not to turn off your audience. The same goes for stories of questionable taste. Always err on the side of being too clean. A handy rule of thumb is: "Could I tell this story to the PTA?" 14. Like anything worth doing, it is worth doing well. Thus, practice is the key. Practice with your wife, girlfriend, buddy, anyone who will put up with your new attempts and humor. Even use a tape recorder. Gauge their feedback (laughter or lack of it) and compensate for it the next time you tell the story. 15. These days you may want to create a Youtube channel and tell your stories to the world! But first it is best to learn how to get more views on Youtube before wasting time making a video that no one will ever see.
 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.

5/24/2019 Listening Skills: Active, Discovery & Empathetic
How do you listen? Are you an active listener? Why do you listen? All three are great questions to ask yourself. We should all be active listeners. You must listen in order to hold an intelligent conversation. If you are in any form of sales (and everyone sells something) listening is the key to success. When we actively listen, we discover needs, wants and challenges facing our prospect or client. After all, how can we help anyone if we don’t understand his or her pain? Once we understand it we must be sympathetic and show our sincere empathy. Listening is one skill that we all can get better at, to become better leaders, entrepreneurs, friends, salespeople and human beings. Bernard Baruch once said, “Most of the successful people I've known are the ones who do more listening than talking” and if you think about it, he was spot on. When in a conversation what isn’t said is just as important as what is, and, since words are only 7% of communication and body language and tonality are the other 93% your eyes as well as your ears should be involved. I think we could all take a page from our doctors, listen BEFORE we prescribe. Once you’ve won over the prospect it is equally important to keep that communication alive should that prospect, or current client call your business. By having an On-Hold message you are able to have that caller understand your empathy for your clients with information On-Hold that continues both your marketing and branding message. By having that On-Hold message you prevent hang-ups (which might cost you dollars) and might create up-selling and cross selling (making you more dollars) with existing 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 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.

5/23/2019 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.

5/22/2019 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.

5/21/2019 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 and/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.

5/20/2019 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, 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.

5/17/2019 Prospecting For 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, 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.

5/16/2019 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 matter 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 3: Increase 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 message 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, 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.

5/15/2019 Communication Is The Response You Get
George Bernard Shaw once said, “The single biggest problem in communication is the illusion that it has taken place.” Too often in business we think we’ve communicated and don’t understand why we didn’t get the response we wanted. Remember, communication is the response you get. Just because you say something doesn’t mean a communication has taken place. Also remember, words are only seven percent of communication, there is 93 percent that aren’t words; body language represents fifty-five percent and the tonality of your voice the other thirty-eight percent. Yet, everything we do is communication. We as a species can-not communicate. The person we communicate with most often is ourselves. What we say, the choice of words we use in our head, the tonality has a great effect on our personal psychology. When you are in business every communication has power from what you say to yourself to what you say to the person you are communicating with. One area of extraordinary communication is on the phone. There you have no body language as a guide only words and tonality. That is why your choice of words is prime as well as your sound. On the phone you must match volume, tempo, and the keywords the person you are speaking to uses. Your phone can be a huge asset in your business from finding new clients or prospecting, to servicing current clients. One area of passive use of the phone to increase business is On-Hold messages. Here you have a captive listener so now is the perfect time continue your marketing and branding message to up-sell and cross-sell your current clients on the goods or services 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 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.

5/14/2019 Enthusiasm Is Contagious
Do you have a job or do you have a career? I would suggest that whatever you do to earn your daily bread you do it with enthusiasm. If we got to profile who we did business with we would all pick someone who’s enthusiastic over someone’s who’s not enthusiastic. And yet this very important “sales technique” is widely ignored. The first definition I was given of selling was transference of feeling about a product, idea or service.” I was told nobody will be more excited than you are about your products or services. Zig Ziglar said, “For every sale you miss because you’re too enthusiastic, you will miss a hundred because you’re not enthusiastic enough,” and Zig was spot on. To help you, start with the words you use like; fantastic, tremendous, awesome, wow, great, spectacular, and fabulous. Next take a minute and think about something that excited you in the past and tell that story out loud. Try and remember how you felt as you tell the story and listen to your voice. Then use that same voice along with the words we mentioned when you are talking about your product/service. When watching T.V. try to find a commercial where the actors or actresses are unenthusiastic, chances are you won’t find any. Believe me they are not naturally that enthusiastic. They do it because enthusiasm SELLS! We are inherently attracted to people that are enthusiastic. Make it your goal to be that kind of person. The word enthusiasm traces its roots to the Greek word “Enthousiasmos” which means “divine inspiration”, “To be inspired or possessed by a god, be immersed, be in bliss”. Many of us surrender to the effects of enthusiasm everyday but we won’t use the power ourselves. We see it all the time so it become incumbent on you to embrace it. Here is a thought that if you act enthusiastic you will become enthusiastic. Enthusiasm is contagious and can be continued even when you are called by your client and he or she is placed On-Hold. If you have an On-Hold message you can keep it going with a very cost effective and efficient message 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 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.

5/13/2019 Relationship Building
Stop ‘Closing The Sale and Start Opening Relationships’ should be the mantra of everyone that offers products or services to the market place. Not too many years ago the idea was ABC, “Always Be Closing”, today however the successful representative is building relationships. There is more to selling then one sale. There are opportunities to up-sell and cross-sell your client base if you have a relationship. How you build those relationships is both an art and a science. The science part is the easy part, find the formula and replicate it. The art is developing the formula. First part of the formula is gaining rapport. People like to work with people who are like themselves. So, step one is to recognize how your prospect/customer/client takes in information. We all take information via one of our five senses with sight, sound and touch being most prominent. Therefore, it’s your job to communicate within that sense. Next you must know what challenges they are facing. Once you know that through asking pointed questions, you can ascribe an antidote to help them assuage the pain, your product or your service delivers. Just by doing these two activities you stand a greater chance of building that relationship. However, it should not stop when you get that order or contract. Relationship selling must continue every time you or your business touches that client. Should that customer call you and be placed On-Hold that emotional connection must be kept alive by having an On-Hold message that bolsters your brand and marketing 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.

5/10/2019 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. 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.

5/09/2019 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.

5/08/2019 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.

5/07/2019 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 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.

5/06/2019 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.

5/03/2019 Keys to Successful Selling
What are the keys to being successful in sales? In simple terms selling is simply decision making and decisions 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

5/02/2019 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 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 teleconference 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

5/01/2019 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

1/01/1970 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 person’s words but through re-wording 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/client even more and showing him or her that you really understand their business. When that prospect/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, 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.

1/01/1970 Asking For The Order
One of the old school selling questions that you’re always asked by the sales manager, “Have to ask for the order?” Most salespeople are trained to go in and show the product/service to the decision maker, or who we think makes the buying decision. After presenting and trumpeting the FAB (features, advantage, benefits) we were told to asked for the order. I did exactly as I was instructed. I presented my product, and then asked for the order and got nothing! How frustrating it is to do what I was told and get zero results for my efforts. Then you are told, “It’s a numbers game.” If you see 10,000 people, eventually you will get someone who gives you a “Yes.” Do you like those kinds of numbers? Do you really want to work that hard? Remember, the prospect has a challenge and a goal, and they want to fix it. Your job is to ask open ended questions they allow that prospect to tell you how he makes decisions. Here are three questions you might try: 1. “The last time you bought______ (fill in the blank), how did you do it?” 2. “Do you anticipate doing it the same way this time?” 3. “How should you and I move forward together?” If your prospect gives you indecisive answers, is vague, etc. You will want to dig into the reasons keeping them from moving ahead together. Here are some other questions to ask: How did you know you make a good decision the last time you worked with someone like me? How will you know you made a good decision this time? These questions are designed to help you get some insight of how your prospect has made decisions in the past, and how they will make them in the future. Your goal in your selling system is to get either a “YES” or a “No” to doing business together. People love to buy, but they hate to be sold. Your job to make the sale is to gain the trust of the prospect by connecting you and your product or service to them emotionally. Those same prospects, should they call you, you want to keep that emotional connection alive. One of the most cost effective and efficient is with a custom on hold message on your phone system. Knowing that 70% of all incoming calls are placed on hold (AT&T statistic) this message can be a silent salesperson that can upsell and cross sell your product or service to a captive listener while keeping both your marketing and branding message alive while keeping that caller engaged. Since 1987 HoldMasters has been creating custom messages for companies all across the nation that not only engages their caller’s, it also carries both their marketing and branding message forward enabling them to both up sell and cross sell their product or service. Let HoldMasters help you when your business is on the line.

4/30/2019 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

4/29/2019 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 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

4/25/2019 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 and/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.

4/24/2019 Marry Your Truth
What is your business strategy? What are your core beliefs? What is your story? What are your truths? What is your focus? These questions must be answered in order to run a successful business. Please notice I said “MUST” not “SHOULD” be answered. The reason being, we usually get our “musts” and seldom get our “should”. To be successful in business it is recommended that you divorce your story and marry your truth. Whatever your business your state determines your success and your state is created by your rituals. Everyone has personal rituals and every business has their company rituals. Those rituals help establish an emotional bond to the prospect, client, patient or customer. Remember, all products or services are acquired via an emotional connection therefore all interactions must keep that connection alive. One inexpensive and powerful way is through your Hold Button on your phone. Based on research from AT&T we know that 70% of all incoming calls are placed On-Hold and 60% will abandon the call within thirty seconds with silence, or beeps On-Hold; they might stay another ten seconds with music. However, with an On-Hold message that keeps the emotional connection alive, callers will stay On-Hold four or more minutes. Best news is that AT&T found that businesses experience a 20% increase in requests for additional products and services mentioned On Hold and there is 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 makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

4/23/2019 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.

4/22/2019 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 rain 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.

4/12/2019 Empathy Is The Key In one word, what would you think is of prime importance in sales? If you said “Empathy,” in my o
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 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, that 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 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 has been creating custom messages for companies all across the nation that not only engages their caller’s, it also carries both their marketing and branding message forward enabling them to both up sell and cross sell their product or service. Let HoldMasters help you when your business is on the line.

4/11/2019 Beliefs Of Excellence
If you think about it, everything happens for a reason and a purpose; and 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. Remember, everything was impossible until it wasn’t. 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 has been creating custom messages for companies all across the nation that not only engages their caller’s, it also carries both their marketing and branding message forward enabling them to both up sell and cross sell their product or service. Let HoldMasters help you when your business is on the line.

4/10/2019 Selling Is Both A Science And Skill
Selling is both a science and a skill. It’s more than some fast talker spouting out a series of facts then putting pressure on the prospect to close the sale. Those sales people make a commission when they sell but seldom do they establish a recurring client. Those sales types are always looking for new. They seldom, if ever, get a referral. Knowing how to sell involves psychology, the science, and the knowledge of presenting a product or service; the skill. A good psychologist is a great listener and knows how to ask probing questions. By asking great questions and then actively listening for the answer that sales person is establishing a very strong emotional bond with that prospect. Even if the sale isn’t made for the product or service, the connection is there for referrals. Knowing how your prospect or client process information is the key to success; it is a skill and that skill can be learned. You can keep that emotional tie alive even after you’re not in front of the client/prospect when he or she calls and is placed On-Hold with an On-Hold Message from HoldMasters. Since 1987 HoldMasters has been creating custom messages for companies all across the nation that not only engages their caller’s, it also carries both their marketing and branding message forward enabling them to both up sell and cross sell their product or service. Let HoldMasters help you when your business is on the line

4/08/2019 Creating Urgency
A familiar (and infuriating) hurdle for salespeople is constructing a sense of importance with prospective customers. Often, we face meeting no-shows, receive push-back, or think it overs from prospects because of some perceived distractions. In any case, had you had a compelling story that reminded them of their pain, the results are usually much different. Whenever you are finding that your prospects are just too inundated, use these few tips for building trust to bring your product or service to the top of their priority list. Your prospects can’t benefit from your product or service without acknowledging that they need it. Therefore, your job is to get them to see the big picture with open-ended questions (and actively listen to the answers) that reveals where their wants are, and how you can help resolve them. When you help the prospect recognize their challenge(s), you will generate a sense of urgency and enhance the probability that they will act. Talk less and listen more. The key to a successful conversation is simply lending an ear. Make the conversation primarily about them, as opposed to what you’re selling, that will keep your prospect engaged. By asking open-ended questions and actively listening for the answer will allow your prospect to come to their own conclusions, as opposed to bombarding them with sales speak. Once you are in front of your prospect or on the phone, make that time count. This is the precise opportunity to impart and share ideas on how to rapidly settle obstacles or address fears that disturb them. Be clear and communicate on how you can diminish pain points and add significance where there’s a need. I believe that a salesperson doesn’t get the sale, a problem solver does. Never stop communicating value. Continue to keep your prospects engaged 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. One cost effective and efficient way to keep the prospect engaged is with a on hold message. Knowing that 70% of all incoming calls are placed on hold this message can be a silent salesperson that can upsell and cross sell your product or service to a captive listener while keeping both your marketing and branding message alive. Since 1987 HoldMasters has been creating custom messages for companies all across the nation that not only engages their caller’s, it also carries both their marketing and branding message forward enabling them to both up sell and cross sell their product or service. Let HoldMasters help you when your business is on the line.

4/05/2019 Selling Tangible vs An 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. 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 are 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 creating custom messages for companies all across the nation that not only engages their caller’s, it also carries both their marketing and branding message forward enabling them to both up sell and cross sell their product or service. Let HoldMasters help you when your business is on the line.

4/04/2019 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 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 creating custom messages for companies all across the nation that not only engages their caller’s, it also carries both their marketing and branding message forward enabling them to both up sell and cross sell their product or service. Let HoldMasters help you when your business is on the line.

4/03/2019 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 creating custom messages for companies all across the nation that not only engages their caller’s, it also carries both their marketing and branding message forward enabling them to both up sell and cross sell their product or service. Let HoldMasters help you when your business is on the line.

4/02/2019 Phone Selling
If you’re not comfortable on the phone, sales probably is 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 creating custom messages for companies all across the nation that not only engages their caller’s, it also carries both their marketing and branding message forward enabling them to both up sell and cross sell their product or service. Let HoldMasters help you when your business is on the line.

4/01/2019 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 sales people should focus on 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 on 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 creating custom messages for companies all across the nation that not only engages their caller’s, it also carries both their marketing and branding message forward enabling them to both up sell and cross sell their product or service. Let HoldMasters help you when your business is on the line.

3/29/2019 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 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 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. It keeps the listener engaged while you keep both your marketing and branding message alive as well as cross selling and up selling your product or service. Let HoldMasters help you when your business is on the line.

3/28/2019 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 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 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 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. It keeps the listener engaged while you keep both your marketing and branding message alive as well as cross selling and up selling your product or service. Let HoldMasters help you when your business is on the line.

3/27/2019 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 with in 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 web site. 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. If you learn something new about their industry connect with them. Another way to keep that on-going great impression is via the phone. 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 of 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, 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. It keeps the listener engaged while you keep both your marketing and branding message alive as well as cross selling and up selling your product or service. Let HoldMasters help you when your business is on the line.

3/26/2019 Changing Beliefs
From the moment we are born, our sub-conscious mind is storing and stacking beliefs fed to us by outside sources from our parents to our friends. Add to this list teachers, religious leaders, government and society in general. These beliefs run our lives, both personal and professional. The stronger the belief the harder it is to change. Some of these beliefs serve us and some don’t, some are helpful and some are hurtful to ourselves and to others; yet to grow we must eliminate those that don’t serve us. One way is through learning. Knowledge is a powerful weapon in our growth as human beings. Once we have acquired the knowledge we must plan to eradicate that limiting belief. The decision must be strong like the old saying, “if you want to take the island, burn the boats.” This resolution is a must in order to grow. As we learn we must become open to change in thinking as well as the new technologies that are presented. From a business prospective, regardless of the type of business you are in, change is happening all around. If you are in business I’m sure you are not operating the same way you did last year or five years ago. What beliefs changed in your mind? There is however, one constant in any business and that constant is getting your product or service to market. The ‘how’ might have changed but the ‘results’ haven’t, if people don’t buy in to your product or service and it isn’t desired by prospects, you aren’t in business too long. Today marketing and branding are key words to success. One cost effective and efficient way is with an On-Hold message that people hear when they call you. 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. It keeps the listener engaged while you keep both your marketing and branding message alive as well as cross selling and up selling your product or service. Let HoldMasters help you when your business is on the line. March 27, 2019 : 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 with in 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 web site. 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. If you learn something new about their industry connect with them. Another way to keep that on-going great impression is via the phone. 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 of 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, 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. It keeps the listener engaged while you keep both your marketing and branding message alive as well as cross selling and up selling your product or service. Let HoldMasters help you when your business is on the line.

3/25/2019 Using Technology
Whatever business you are in I’ll bet you use a computer and I would think a Smart Phone as well as other technological devices that make your business run more efficiently. I also believe most every business has a website to attract new clients as well as communicate with established ones. It only makes sense to have professionals interact with you in all these areas. Too often I see a business, that in some areas of their operation, are still using last century’s technology. “WHY,” I ask myself, have they forgotten how to grow? Why are they complacent? If they have a website are they using the best SEO (search engine optimization)? If they offer a product or service are they selling, or as I like to call it, influencing or inspiring others? Growing in all areas of your life creates happiness. Too often smart business men and women see spending money on marketing, equipment, sales training as only an expense, not as another step to achieve the growth to reach the aspired goals. Although getting today’s technology requires the writing of a check, it usually ends up depositing more in the ROI account. Sales training cost money however lack of sales usually costs more. One area that is very cost effective and efficient is getting an On-Hold message for your business. People placed On-Hold (according to AT&T on average 70% of all incoming calls are placed On-Hold) are captive to what they hear. Too often those callers abandon the call and the business has a loss of a new client. On-Hold advertising not only keeps the emotional connection alive, it can up-sell present clients while it keeps your marketing and branding message fresh in the caller’s mind. 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. It keeps the listener engaged while you keep both your marketing and branding message alive as well as cross selling and up selling your product or service. Let HoldMasters help you when your business is on the line.

3/22/2019 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.

3/21/2019 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.

3/20/2019 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 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.

3/19/2019 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 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.

3/18/2019 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 and/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 and/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.

3/15/2019 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 for 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 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 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, maintain both their marketing and branding messages to their clients and prospects around the nation to enable them to increase their ROI with a custom On-Hold-Message that makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

3/14/2019 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 clients and prospects. 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, maintain both their marketing and branding messages to their clients and prospects around the nation to enable them to increase their ROI with a custom On-Hold-Message that makes a small business sound big and a big business sound friendly.

3/13/2019 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 to enable them to increase their ROI with a custom On-Hold-Message that makes a small business sound big and a big business sound friendly.

3/12/2019 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. 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 going when your caller is placed On-Hold with a custom message On-Hold from HoldMasters. 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 a custom On-Hold-Message that makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

3/11/2019 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 for available ways to build. Remember, knowledge is power. 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 all we should do is hone them and engrain them in out 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 encounter will sense it. So here again, knowledge is power. Self-doubt about yourself or business is a map for disaster. Once you believe in your-self 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 your 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 to enable them to increase their ROI with a custom On-Hold-Message that makes a small business sound big and a big business sound friendly.

3/08/2019 Selling Is Both A Science And Skill
Selling is both a science and a skill. It’s more than some fast talker spouting out a series of facts then putting pressure on the prospect to close the sale. Those sales people make a commission when they sell but seldom do they establish a recurring client. Those sales types are always looking for new. They seldom, if ever, get a referral. Knowing how to sell involves psychology, the science, and the knowledge of presenting the product or service, the skill. A good psychologist is a great listener and knows how to ask probing questions. By asking great questions and then actively listening for the answer that sales person is establishing a very strong emotional bond with that prospect. Even if the sale isn’t made for the product or service, the connection is there for referrals. Knowing how your prospect or client process information is a key to success and that skill can be learned. You can keep that emotional tie alive even after you’re not in front of the client/prospect when he or she calls and is placed On-Hold with an On-Hold Message from HoldMasters. Since 1987, HoldMasters has been serving the Central Florida area as well as clients all across the country with custom On-Hold messages. With information from AT&T that tells us 12% of those callers will take action on something they heard while On-Hold, and that there is a 2 1/2% to 5% increase in business with an On-Hold message in place. Let HoldMasters help you when your business is On-The-Line.

3/07/2019 Don’t Be Rude
I’m going guess that no one reading this wants to be rude to most people especially if you are in a business that deals with the public at large. I would further guess that if you are in sales (and we all are in sales, selling ourselves) your goal is to build good relationships with those you meet. Being somewhat presumptuous, those of you who are decision makers, in any business, want your representatives to reflect a very positive image of your business at all times. In my years of being a buyer as well as a seller I have never know anyone whose goal was to go out and misrepresent a product or a service; their goals have always been to establish a positive trusting relationship, to connect with those they meet on an emotional level. Yet, too often when people call into your business and are placed On-Hold (and according to AT&T 70% of all incoming calls are placed On-Hold) they are greeted with a radio, some kind of music, silence or a series of beeps. None of these keeps that emotional connection alive; in fact, it breaks it and 60% of the time (again AT&T research) they abandon the call within thirty seconds. One cost effect and efficient way to avoid “Call Abandonment” is with an On-Hold Message from HoldMasters. 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 increase their ROI with custom On-Hold-Messages. It can up-sells 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.

3/06/2019 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. Journalist 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 them your product and or service. By asking questions you are able to discover the need of that prospect in order to for you to fill that need with your solution, your product or service. 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, you are maintaining their interest in your business. You are keeping the emotional bond intact and you are giving your company the opportunity to up-sell and cross sell. 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 increase their ROI with custom On-Hold-Messages. 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

3/05/2019 Key Word, Value
When selling goods or services the key word 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 sales person is to find that scale and show how your product or service fills it. Once you’ve shown the value, based on your prospects 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 effect and efficient way is with an On-Hold Message from HoldMasters, Your On-Hold Message System. Since 1987, HoldMasters has been serving the Central Florida area as well as clients all across the country with custom On-Hold messages. With information from AT&T that tells us that 1) 70% of all incoming calls are placed On-Hold, 2) 60% of those callers will abandon the call within thirty seconds if there is silence or a radio, 3) 12% of those callers will take action on something they heard while On-Hold, and 4) 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.

3/04/2019 Empathy A Key To Success
Stephen Covey once said, “Listen with the intent to understand, not the intent to reply” and that’s great advice for everyone alive, not just for those in sales; and remember, everyone is in sales. By listening you communicate empathy that in turn conveys trust that builds an emotional connection with you and those with whom you interact. If you are in business and offer products or services to others trust is key to obtain the business and to keep it. Trust is the glue of life. It's the most essential ingredient in effective communication. It's the foundational principle that holds all relationships. Covey also said. “When you really listen to another person from their point of view, and reflect back to them that understanding, it's like giving them emotional oxygen,” how true that is. By being empathetic you are attracting people to you who want to work with you. Top management that shows empathy gets more accomplished then those that don’t listen. It is vital to keep that feeling alive in every interaction with others and if you are in business with your clients’ customers or patients. The emotional bond is the strongest tie with people, and, you should never lose it. In business one way to cut that tie is on your telephone. When a call comes into your business how is it handled? Does the person answering the phone sound friendly and knowledgeable? If the caller is placed On-Hold, what do they hear; a radio, electronic music, beeps or is it just silence? How would you like to have a tool that informs the caller that you appreciate the call as well as communicating both your marketing and branding message and at the same time up-sells present clients of your service? Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home based businesses around the nation keep that emotional connection alive as well as increasing their ROI with custom On-Hold-Messages. 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.

3/01/2019 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.

2/28/2019 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.

2/27/2019 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.

2/26/2019 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.

2/25/2019 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.

2/22/2019 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 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 educate, 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 or a series of beeps when they call you. 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.

2/21/2019 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 wake. 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 or a series of beeps, chances are, again according to AT&T research, they will abandon the call within thirty to forty-five seconds creating a lost opportunity for a new client/customer or, to upsell or cross sell that client. One way to avoid this pitfall is to have a HoldMasters On-Hold message customized for your business. 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. Based on AT&T research, On-Hold messages have been shown to 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.

2/20/2019 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 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 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 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 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.

2/19/2019 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 process or product. 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 business 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.

2/18/2019 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 the 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 is 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. Depending on your business and who you sell to; are you business to business (B2B) or business to consumer (B2C)? 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 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 business 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 up sell and cross sell your present clients. Let HoldMasters help you when your business is on the line.

2/15/2019 Keeping Your Emotional Connection Thriving
Those of us that sell products or services create a bond with our customer, client or patient. We build trust bonds and in many cases become trusted advisors to that client or customer’ and that should be one of our goals. 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 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 a custom 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, 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.

2/14/2019 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, 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.

2/13/2019 Riding On The Road To Success
Did you realize that success is a choice? Success in life is not holding a good hand, it comes from playing a bad hand well. Of all the goals people say they want, there are two that seem to stand out; success in both their personal and professional lives. If you think about it they are symbiotic. Each one supports and bolsters the other. As a merger, they support one of life’s most important goals, happiness. The question that is begging an answer is the ‘how’ these goals are realized and what should you do to achieve them? Some argue that it’s the power of positive thinking, you know, put good thoughts in your mind and good things will happen. The question is, is that enough? I don’t think so. I believe you have to have both the resources and resourcefulness along with a winning strategy plus an unstoppable work ethic. To be successful you also must know that failure can be a bump on that road and that you have to endure it. Remember that if you understand failure you know it’s just another word for “Learning”. It was Edison who once said, “I have not failed 10,000 times"I've successfully found 10,000 ways that will not work.” The secret of success is not one single, pithy tip. The “secret of success,” if there is one, is that success is brought about by a combination of smart habits, a tenacious spirit, and a whole lot of luck. Making a few conscious changes to your behavior and attitude could prove to be quite rewarding. You can help success along doing a few smart things. If you are in sales, make cold calls, go to networking meetings, build relationships, ask for referrals, go to seminars, get a coach and read books. As a business, create an atmosphere where all of your employees feel important and know the mission and vision of the company. When calls come in to a business everyone should be on the same page. Have an On-Hold message on your phone that keeps the emotional connection with callers by engaging them and keeping both the marketing and branding message alive. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses around the nation (thanks to the Internet) 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.

2/12/2019 Your Habits Define You
Your habits define you, therefore, make sure you have an arsenal of great habits. What you eat defines your overall health, your exercise program, or lack of one, defines how you look and in many cases how you feel. The habit of gratitude guides your mental acuity and how you relate to others. I would think that everyone would agree that smoking is a bad habit, as well as being unhealthy, and those that smoke should stop. I would suggest that that you stay away from people that erode your life; you will be happier for it. There are plenty of people out there who deserve your attention, and the last thing you want to do is think about the people who don’t matter. No more phone, tablet, or computer in bed. This is a big one, which most people don't even realize harms their sleep and productivity. Short-wavelength blue light plays an important role in determining your mood, energy level, and sleep quality, which could affect your interactions with prospects and clients. Take time to construct a list of your habits, both good and bad; keep the good ones and start to eliminate the others. The way you change is by creating new rituals which become habits. Make sure these rituals enhance your life in every way possible both your business life and your personal life. In business one good habit is to have a custom On-Hold message should people call you. Since 1987 HoldMasters has been creating custom messages on hold for all kinds of businesses throughout the country. These messages maintain both your marketing and branding message all the while engaging the caller and eliminate call abandonment, hang ups. Let HoldMasters help you when your business is on the line.

2/11/2019 Always Sell Value
What is the difference in selling value vs price? When selling value, you can avoid bidding situations, and nobody likes that. If you establish value, early in the conversation, with a breakthrough question about their objectives: “Is the lowest investment your only concern, or is excellence also important?” You want to hear the buyer say something like “Price is important, but we also want the quality to be good.” Always affirm the value of your product or service. That way you just planted a seed of insecurity in the buyer’s mind of what will be lost in quality by playing the price game. What you’ve done is focus the conversation from price to value and value should always be the goal and key. Not everyone is a prospect and those that look only at price and are not concerned with value should not be on your customer list. First and foremost, you, the salesperson, must see the value. You have to believe in the value of your product or service in order to communicate effectively to the prospect. Belief is contagious and your belief flows on to the prospects psyche. You support your belief by standing your ground on price. You might offer that prospect something in addition like better terms or delivery, but holding your price by selling value will build a trust relationship that lasts. Now that you have built a trust relationship, never break it with any and every interaction with that prospect and hopefully your new client. Even when he or she calls your office, how your phone is answered, and what happens when they are placed On-Hold, are all keys to maintaining that trust bond. Should the caller be placed On-Hold make sure you have a custom message that not only engages the caller but continues both your marketing and branding 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

2/08/2019 Networking For Fun and Profit
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.

2/07/2019 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.

2/06/2019 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.

2/05/2019 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.

2/04/2019 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 $5.5 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.

2/01/2019 The Super Bowl
This Sunday, millions of people around the world will be watching the 53rd 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.

1/31/2019 The Telephone One Of Your Best Sales Tools
Even though there are other forms of communication in 2019 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 and/or services. AT&T tells us that there is a 2 1/2%% 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.

1/30/2019 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 has been creating On-Hold-Advertising for businesses around the country, helping those businesses obtain that 2 1/2% to 5% increase in sales (AT&T Statistic). Let HoldMasters help you when your business is on the line.

1/29/2019 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.

1/28/2019 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.

1/25/2019 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 " 95% " now own a cellphone of some kind. The share of Americans that own smartphones is now 77%, 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 75% 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 9% 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.

1/24/2019 : 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.

1/23/2019 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.

1/22/2019 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.

1/21/2019 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.

1/18/2019 Never Waste A Sales Opportunity
No business wants to put a caller On-Hold knowing that the caller will be upset and lose interest. That’s usually 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, they in all probability 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 callers 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 21/2% 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.

1/17/2019 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.

1/16/2019 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.

1/15/2019 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 and with your present clients it can both up sell and cross sell increasing you bottom 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.

1/14/2019 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.

1/11/2019 A Tip To Increase Revenue
When I listen to the radio or watch television I notice that often times the phone number is given asking the viewer or listener to call a number. Remember, those announcements cost money, therefore, every time that phone rings, you, the businessman or women, have paid for that ring. So, if the caller hangs up, abandons the call, you have lost revenue. The question is, how do you handle that call? Is the person answering that call knowledgeable about what you have advertised? First of all, you need to make sure your marketing is universally known to your entire staff well enough that anyone answering the phone should be able to know enough as to where to transfer that call. A little thing like that could be the difference between commerce being done or not. Secondly, an inexpensive and a very cost effective and efficient On-Hold messages should be in place making your ‘HOLD BUTTON’ part of your marketing, branding and sales team. Custom On-Hold Advertising pays big dividends according to AT&T research that say that there is a 21/2% to 5% increase in sales with On-Hold messages in place, both by up-selling and cross selling existing clients, and informing first time callers about your marketing and branding, by preventing ‘Call Abandonment’; that’s where your incoming caller hangs up due to having a radio or silence greet them while they wait. You piqued their interest with your marketing; now continue to hold that same interest as well by being courteous and informative 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.

1/10/2019 What’s In It For Me
“What’s in it for me” is the normal mantra most prospects have when greeted by someone in sales, and everyone is selling something. “What will your product or service do for me, how will it help relieve my challenges, my pain,” is the question that most prospects and clients have on their minds before they buy. You, the salesperson must get them emotionally involved. Remember, “Facts Tell and Emotions Sell” so the number one job of the seller is to get the prospect emotionally involved, then 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-professionals, just regular sales people must show the prospect or client how our product and/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 are 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 not only upsell products or services, we also maintain your marketing and branding image while that person is Holding, 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, 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.

1/09/2019 Your New Year’s Resolutions
January 15th is fast approaching and that date is the day that 95% of the people who made New Year’s Resolutions fall off the wagon. Many people don’t even make a resolution at all because they have made them in the past and never followed through; they don’t want to disappoint themselves again. For the obvious reason the start of a New Year seems to allow the calendar to give us the idea (and permission) that we can have a fresh start. So, we make resolutions thinking that will make us happy. I submit that whatever goal you choose to reach, seeing progress toward that target is what will make you happy; progress equals happiness. Getting things might excite you for the moment but if you’re not growing, if you’re not progressing that happiness you seek will be eluding you. You are not looking to change, you don’t have to work for change; change is automatic but progress is not. If you want to make real progress you must take control and not just hope it will happen. When you RESOLVE to do something it’s like Tony Robbins says, “If you want to take the island, burn the boats.” The first question is; what is your vision; what do you want to accomplish? This vision must be compelling, it must take your complete focus, and it has to excite you. This vision must pull you rather than pushing you toward that goal. Push requires will power and will power never lasts. You need to know the reasons for your goal both positive (what will I get when I reach my goal) and negative reasons (what will I lose if I don’t reach my goal). And as you see the progress toward that goal, you will see happiness growing in your soul. Reasons come first answers come second. One resolution you can make and is easy to keep is to use your Hold Button on your phone to market and brand your business as well as increase business by having an 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.

1/08/2019 How Is Your Aim
Most people don’t fail because they aimed to 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 necessary need 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, 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.

1/07/2019 : What Gives You Meaning
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 it 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 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, 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.

1/04/2019 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.

1/03/2019 Any Plans For The New Year?
What are your plans for this New Year? What are you hoping that 2019 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 want 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.

1/02/2019 Jump On 2019
Starting a New Year on a Tuesday can seem awkward, but it doesn’t have to be. It could be a day of planning for the coming week. I would think that most business people want to get jump on 2019, hitting the ground running, however, if you don’t have a plan, where are you running toward? There are ‘Networking’ events all over I would suggest you check them out and find one you feel comfortable belonging to and then, show up. I would take this time to create a thirty second ‘Elevator Speech’ so that you can create interest with someone new to make them want to connect with you and find out more about what you do. I would take time to think of how I can both market and brand myself better. I would choose some books to read and seminars to attend to further my knowledge and my skills. Here’s a plug for my business, getting an On-Hold-Message for 2019 would be a great way to increase your business and here’s why. AT&T research tells us that 70% of all incoming calls are placed On-Hold and that 60% will abandon the call within thirty seconds if greeted by silence and forty-five seconds with a radio or an obnoxious beep. However, with On-Hold-Messages the caller will stay On-Hold for four or more minutes. Those On-Hold-Advertisements help keep both your marketing and branding alive and best news of all according to AT&T there is a 21/2% to 5% increase in sales when an On-Hold-Message is working for 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.

1/01/2019 Happy New Year
We all have a blank page starting the New Year. My hope for one and all is that it gets filled with positive actions enabling one and all to see prosperity in every aspect of your lives; may love, health and success find you wherever you are. Happy New Year.

4/04/2018 Tangible vs Intangible Selling
Selling products and selling services both require actual communication and the credible competence to sell something that corresponds a customer's requirements. But selling hard products is different than selling a service that is intangible. Perceptive skills used to prove your explanation's values is essential in each situation. To sell products, you usually ask questions to uncover the rneeds of a buyer. Once you know what he wants, you decide on the quantifiable product solution that best complements those needs. With selling products, stressing key features and attributes and pointing out the advantages they offer is crucial. In some instances, one product solution covers multiple buyer needs with what is referred to as a bunch of fulfillments. This boosts its value and is markedly true in technology-based products solutions. One of the most influential tools you have in selling a quality product is a demo. This is where you use evidence tools to validate the value of your explanation. The product itself is always the best tool for a demonstration. You can prove to the customer that it is stable, easy to use and normally delivers his or her needs. If the product is too complicated or not yet built to easily display, you can use images, graphs and charts, Support devices including PowerPoint and illustrations can help show off your product benefits. The major difference in selling a service rather than a physical product is its intangibility. If you try to sell a prospect on paying for your lawn care service, for instance, you have no tangible product to show him. Instead, you need to influence him or her that the service's value and your understanding and personal reliability are worth paying for. Service sales can be more challenging because you don't have a product that the client can see, smell or feel. Instead, you have to establish rapport and present yourself as a genuine person. If you don’t have a product, testimonials help you create believability in convincing service selling. Testimonials are customer accounts of the benefits they have experienced with your services. While you can also use testimonials selling products, they are particularly beneficial to selling services. Customers can vouch for your service quality, and their overall experience. You can find it hard to communicate your service to prospects. In fact, people you sell to may not be able to picture what you do. You can counteract this somewhat by fixing on how your service benefits customers, but even then, you may have to repeatedly verbalize why your service has value. Customers may show more unwillingness when buying a service, because unlike a product, they can’t evaluate it before they use it. Prospects are more likely to accept your offering if it is backed by satisfied customers. One service that is both tangible and intangible is an on hold message for your phone. This service offers you, the business owner, the ability to up sell and cross sell your product or service to your callers all the while keeping them emotionally connected to your business. Since 1987, HoldMasters has been serving the Central Florida area as well as clients all across the country with custom On-Hold messages. With information from AT&T that tells us 70% of all incoming calls are placed on hold and 12% of those callers will take action on something they heard while On-Hold, plus that there is a 2 1/2% to 5% increase in business with an On-Hold message in place. Let HoldMasters help you when your business is On The Line.

12/31/2018 365 Opportunities To Grow
We are the end of one year and the start of 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 time 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. 2019 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, 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.

12/28/2018 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.

12/27/2018 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 who then 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 times 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. 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.

12/26/2018 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 businesswomen 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.

12/25/2018 Merry Christmas to All
Give yourself the best gift of all this Christmas, the gift of learning. Learning is the Swiss Knife of success. Give yourself ten to fifteen minutes a day to learn something new to help you in both your personal life as well as your business life. Then watch the success grow.

12/24/2018 Generaliziations 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 like 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 bring 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.

12/21/2018 Marketing, A Full Time Job
Here are some thoughts to think about. Marketing your business is a full-time job and is a line item on your budget. You must promote your business regardless of what you do. Whether you sell widgets or are a professional there are on-going costs to marketing. If you use television, radio, print, direct mail, social media or a combination of them all, there are costs involved and those costs are necessary, if you want to grow your business. All of those marketing costs are designed to get your phone to ring and when it rings how you handle your calls can be the difference in profit or loss. Let me explain. Your marketing worked and that has caused the phone to ring. There is a 70% chance that caller will be placed On-Hold. Now here is your challenge; do you want to continue your marketing and branding information and keep that emotional bond with the caller and your business or do you want to break it off? If the former, may I suggest an On-Hold message as your ticket to success. Surveys show that 15% to 20% of phone callers make purchases based on information they heard while On-Hold. 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.

12/20/2018 Job Number One
Keeping your client base informed and educated and at the same time assisting new callers to your business entertained and informed as well as keeping your marketing and branding alive, is job number one of a Message-On-Hold. According to Telemarketing Magazine, surveys show that 15% to 20% of phone callers make purchases based on information they heard while On-Hold; maybe that is why AT&T tells us that there is a 2 1/2% to 5% increase in sales when there’s Advertising-On-Hold rather than silence or a radio station. Advertising your business on your phone when callers are placed On-Hold is cost effective and efficient plus prudent. U.S. West Communications found that messages On-Hold results in a 40% increase in retention of phone callers On-Hold, 15% increase in inquiries, 12% increase in requests for products and services mentioned On-Hold. 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.

12/19/2018 SELLING = INFLUENCING
What do the words “Sales Person” mean to you? If you think about it everyone is a sales person. If you are a parent you are a salesperson, if you own your own business you are a sales person everyone sells something. Parents sell their children all the time business owners sell their employees on ideas friends sell their friends on dinning choices or entertainment options. So, in reality when we think of sales, we are really thinking about influencing another person. How about in place of “Sales Person” how about calling them “Influencers”. Those of us that earn our bread and butter through influencing others must understand that there is a system that doesn’t require a song and dance; it requires knowledge. Step one in knowing that people are influenced by emotion and emotion starts with motion. When offering a product, service or new ideas always get the person or persons talking (motion) by the questions you ask. Always ask opened ended questions that can’t be answered by a simple yes or no. This usually starts to get the person(s) emotionally involved. By active listening it also tells you what that person need or wants. There are times when what you offer doesn’t click; your job is to tell that person(s) that you can’t help them. Your job number one, as an influencer, is to help and serve therefore, if your product, service or idea doesn’t fit, tell them. They will appreciate it and chances are they will recommend you to others. You can keep that influencing alive should they call you and are placed On-Hold with a cost effective and efficient custom On-Hold message. 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.

12/18/2018 Gifting Yourself
Buying gifts for friends and loved ones is a tradition during this holiday season. If you are in business may I suggest you think of a gift for your business. Whether you are an owner or employee there are gifts you can give your business. Employees can find things that not only make their job easier, but items that can make them more valuable to the company. By being more valuable you attract more responsibility and generally that means a greater income. One of the best presents an employee can give himself or herself is more education about the business. Business owners should look for professional help in all areas. Since most of today’s business use computers how about additional training for the employees. With today’s options for marketing and branding, find a professional that understands all aspects of marketing. Most businesses sell either a product or a service; sales training should be a must. Everything I’ve just mentioned has a price tag and yet they are all investments that bring a return. Should anyone reading this need some suggestions please contact me at my website, www.holdmasters1.com. I am very big on networking and know many people that can find those presents to gift yourself. 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

12/17/2018 Happy Holidays
Tis the season to be jolly between Christmas, Hanukkah and Kwanzaa everyone is busy. It is also a time to reflect on 2018; how did you do in reaching your goals? Were you progressing or holding your own? And through this hustle and bustle time, are you planning for 2019? With the way technology changes, planning more than twelve months ahead seems futile. The newest technology and laws affect everyone I know. My suggestion is to create a one- year goal, broken to monthly and still broken down further to weekly and daily objectives. Create for yourself, or your business, a daily work plan and on a daily basis evaluate how you did. Remember that not only do we have to work in our business; we must work on it as well. The little thing of checking your progress, or lack of it, on a daily basis can keep you on track. I will caution you not to stress yourself if you haven’t achieved your plan; use it as a learning tool. Don’t see setbacks worse than they are just see them as they are and make corrections. Over this past year I’ve written many blogs to help a business grow, go back and read them I’m sure anyone can benefit. They can be found at www.holdmasters1.com and click on blog. 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.

12/14/2018 Selling In December
Selling any product and/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, 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.

12/13/2018 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. 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. 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.

12/12/2018 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. 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. 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.

12/11/2018 Decisions Determine Destiny
The decisions we make determine our destiny. We have been making decisions from the day we’re born right up to today. Many of those decisions have served us well, and, some may be obsolete, yet, we still adhere to them. Since we are all endowed with the ability of choice, wouldn’t it be prudent of us to re-evaluate our past decisions from time to time; especially business decisions? Most decisions, on the surface, seem to be made from facts presented; yet, I believe the geneses of decisions are emotional justified with facts. Whether you are a CEO or anyone down the chain of command your decision process is the same, emotions supported by facts. In sales, the sales person or as I like to call them, the influencer, must get the buyer emotionally connected to the product or service in order to get a decision. Once that buyer has that emotional connection it should never be broken. For example, that buyer calls your business and is placed On-Hold, what does he or she hear? If they hear a radio, they may not like the format; a series of beeps become irritating, silence they may think they have been disconnected, or, you can have a custom On-Hold message that maintains the emotional connection. 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. 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.

12/10/2018 Visualization, One Key To Success
Most people experience the world visually. Bertrand Russell said, “It’s only through imagination that men become aware of what the world might be.” It follows then then that to change your reality a good start would be to visualize a different reality. Visualization works with your imagination to create new mental images and can be used to create new behaviors both in yourself and in others. Combine it with positive thinking and you have a very powerful tool. Remember that the subconscious mind can’t differentiate between what is real and what is perceived. In selling a product or service use this “POWER” to create mental images that can help you succeed by building your self-confidence as the influencer or, use it to have your client or prospect see himself or herself using it and seeing positive results. In creating your visualization tap into all of the senses, especially sight, sound and touch. Through the use of visualization, you can create dreams, imagined outcomes, and help yourself or others achieve those desired outcomes. This tool can also be used should your client or prospect call you through the use of your ‘HOLD’ button on your phone. With a custom On-Hold message from HoldMasters you will be able to keep that emotional connection alive and continue re-enforcing the visualization you started, 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. 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.

12/07/2018 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 saying, 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 and/or service as well as keeping your brand message alive. 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.

12/06/2018 Marketing With Limited Dollars
I wrote a blog the other day that dealt with marketing this one deals with a limited amount of dollars to market your business. The first thing I would do is create a web site. Do not do it on the cheap, have a professional create it and hire a professional copywriter to do the writing. Your site reflects who you are and what you stand for. It is a big part of your branding. Remember marketing is what you do branding is who you are. Know what your goals are so that your site reflects those goals. Although your site is a sales tool, don’t let it look like a sales pitch. It should create an emotional connection with the viewer and create rapport with your business. Since this might take a good portion of your monthly dollars to complete, my second activity, which doesn’t cost too much, would be to find a networking group. There are many to choose from so I would attend several until you find the one that fits your personality and your business. I would make sure that if your business is B to B (business to business) then that’s the kind of group you want; if it’s B to C (business to consumer), then look for that type of group. Once you join, show up for every meeting and get active. Make sure you have one on one meetings with your fellow members so you understand what they do and how you can help them and visa, versa. In Networking, the adage “Givers Gain” is paramount. Give referrals without expectations and see your results. It’s like casting bread on the waters. Also through networking you can create strategic alliances, other business professionals that can complement yours as well as yours complements theirs. A very cost effective and efficient marketing tool is On-Hold Advertising. Remember, every time your phone rings it is because of your marketing therefore every incoming call cost you, money. Since those that call are captive to what they hear and since AT&T tells us 70% of all incoming calls are placed On-Hold, doesn’t it just make sense to keep that marketing and branding message alive as well as the emotional connection? 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.

12/05/2018 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 he or she must 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 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 then 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. 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.

12/04/2018 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. A 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 technique. Once you have mastered a technique, you hardly need look at a recipe again and can take off on your own. 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. 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.

12/03/2018 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 with emotionally involved. If you need help in developing those questions do some research about the industry is general, the business and the person specifically so 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 connect in person, 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. 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.

11/30/2018 A Tip To Increase Business
A Tip To Increase Business It’s hard to believe that smart people in business refuse to recognize the importance of branding and marketing. Some business people think advertising is marketing. Advertising is only a part of marketing. Remember, marketing is what you do, not who you are; branding is who you are. If you are in business you must market and brand yourself whenever you touch the public. Your brand, who you are, is a constant, it’s your personality and your personality is shown in the culture of your business. How you treat clients, customers, patients and your employees reflects your brand. How you reach out to sell your brand is your marketing image. From your simple handshake when you meet someone to your advertising campaign. Note most advertising is geared to get someone to call you or come into your business. Most business spend about 90% of their marketing budget to get the phone to ring. Once that phone rings, know that through your efforts and dollars, you’ve paid for that call. Here’s the strange part, you’ve spent a high percent of marketing dollars to get that call, yet, according to statistics you only spend about 4% of your budget when that phone rings. When dollars are spent to get someone into a retail store do you ignore the person walking through the door? I don’t think so, therefore, why ignore people calling you on the phone. There is a very simple and inexpensive fix, it’s called On-Hold Advertising. AT&T research tells us that 70% of all incoming calls are placed ON-hold; 60% will abandon the call within 60 seconds if there is silence of music On-Hold and 30% will not call back. Additional research from AT&T says 12% will take action on something they heard while On-Hold and there is a 21/2% to 5% increase in sales with an On-Hold Message. 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.

11/29/2018 Setting Goals
Setting Goals When setting your goals do you make both short and long term goals? I would suggest that this be part of your business plan. The old saying, “If you don’t know where you’re going, how will you know when you get there?” rings true. I would also suggest a daily goal, which can be different than a daily plan although they may seem similar. The goal is the motivation to execute the plan. When setting goals, I believe one should first look at the big picture, then break it down in into smaller parts until you get a daily goal. Your plan should then reflect the ‘how’ to reach that daily goal. As an example, in choosing my Messages On-Hold business I first looked for a need, the need to market and brand any business. Then I looked at the how, the how to do it. Then I did my homework and found who is doing that now. There are countless numbers of people in advertising, PR, marketing and branding using every available tool, television, radio, print, social media, direct mail, etc. however, very few in On-Hold Advertising and that became my niche. I looked at the statistics from AT&T that told me 70% of all incoming calls are placed On-Hold and I thought, what a huge potential prospect list. Callers placed On-Hold, are captive to a marketing and branding message, what a potential goal mine of increased business for the business being called. Again, according to AT&T, On-Hold Messages help increase sales from 21/2% to 5%, well worth the investment. My goal was to seek out decision makers through personal introductions, referrals from networking with other businessmen and women. Another goal was to create strategic alliances with people that offer phone service both cloud based and hard wired. I have added the use of blogging to my daily goal. The purpose of the blog is to inform and educate every type of business as to the benefits of On-Hold marketing and branding. 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.

11/28/2018 rketing, A Full Time Job
Marketing, A Full Time Job Here are some thoughts to think about. Marketing your business is a full time job and is a line item on your budget. You must promote your business regardless of what you do. Whether you sell widgets or are a professional there are on-going costs to marketing. If you use television, radio, print, direct mail, social media or a combination of them all there are costs involved and those costs are necessary if you want to grow your business. All of those marketing costs are designed to get your phone to ring and when it rings how you handle your calls can be the difference in profit or loss. Let me explain. Your marketing worked and that has caused the phone to ring. There is a 70% chance that caller will be placed On-Hold. Now here is your challenge; do you want to continue your marketing and branding information and keep that emotional bond with the caller and your business or do you want to break it off? If the former, may I suggest an On-Hold message as your ticket to success. Surveys show that 15% to 20% of phone callers make purchases based on information they heard while On-Hold. 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.

11/27/2018 Job Number One
Job Number One Keeping your client base informed and educated and at the same time assisting new callers to your business entertained and informed as well as keeping your marketing and branding alive, is job number one of a Message-On-Hold. According to Telemarketing Magazine, surveys show that 15% to 20% of phone callers make purchases based on information they heard while On-Hold; maybe that is why AT&T tells us that there is a 21/2% to 5% increase in sales when there’s Advertising-On-Hold rather than silence or a radio station. Advertising your business on your phone when callers are placed On-Hold is cost effective and efficient plus prudent. U.S. West Communications found that messages On-Hold results in a 40% increase in retention of phone callers On-Hold, 15% increase in inquiries, 12% increase in requests for products and services mentioned On-Hold. 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.

11/27/2018 Job Number One
Job Number One Keeping your client base informed and educated and at the same time assisting new callers to your business entertained and informed as well as keeping your marketing and branding alive, is job number one of a Message-On-Hold. According to Telemarketing Magazine, surveys show that 15% to 20% of phone callers make purchases based on information they heard while On-Hold; maybe that is why AT&T tells us that there is a 21/2% to 5% increase in sales when there’s Advertising-On-Hold rather than silence or a radio station. Advertising your business on your phone when callers are placed On-Hold is cost effective and efficient plus prudent. U.S. West Communications found that messages On-Hold results in a 40% increase in retention of phone callers On-Hold, 15% increase in inquiries, 12% increase in requests for products and services mentioned On-Hold. 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.

11/26/2018 SELLING = INFLUENCING
SELLING = INFLUENCING What do the words “Sales Person” mean to you? If you think about it everyone is a sales person. If you are a parent you are a salesperson, if you own your own business you are a sales person everyone sells something. Parents sell their children all the time business owners sell their employees on ideas friends sell their friends on dinning choices or entertainment options. So, in reality when we think of sales, we are really thinking about influencing another person. Therefore, in place of “Sales Person” how about calling them “Influencers”. Those of us that earn our bread and butter through influencing others must understand that there is a system that doesn’t require a song and dance; it requires knowledge. Step one in knowing that people are influenced by emotion and emotion starts with motion. When offering a product, service or new ideas always get that person or persons talking (motion) by the questions you ask. Always ask opened ended questions that can’t be answered by a simple yes or no. This usually starts to get the person(s) emotionally involved. By active listening it also tells you what that person need or wants. There are times when what you offer doesn’t click; your job is to tell that person(s) that you can’t help them. Your job number one, as an influencer, is to help and serve therefore, if your product, service or idea doesn’t fit, tell them. They will appreciate it and chances are they will recommend you to others. You can keep that influencing alive should they call you and are placed On-Hold with a cost effective and efficient custom On-Hold message. 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.

11/23/2018 60 Hours a Year On-Hold
A few years back I was making a presentation for HoldMasters to a businessman who told me that he never puts people On-Hold. The phone rings and the operator answers, putting the caller On-Hold while buzzing my prospect. He takes the call and tells the caller he will look it up. He then puts that caller On-Hold while he goes to his files. About two or three minutes pass, he comes back picks up the phone and takes care of the caller’s needs. He then turns to me and repeats, that they never put anyone On-Hold. According to AT&T, 70% of all incoming calls are placed On-Hold and an estimated 60% of business phone callers put on hold will hang up without messages & music On- Hold. The bad news is an estimated 30% of these phone callers don't call back. CNN did a survey that said that the average person spends 60 hours per year On-Hold and the average executive spends 17 minutes per day on hold. I wonder how much business is lost by that 30% who don’t call back, and how much business might be gained during those 60 hours per year 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. 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.

11/22/2018 Why People Buy
First of all, Happy Thanksgiving. May you continue to receive all that you are THANKFUL for many years to come. Why people buy is an age-old question. The important thing to remember is that people ‘BUY’ and don’t like to be ‘SOLD’. When speaking to a prospective client (customer or patient) they buy for their reasons, not yours. Years ago, in sales, a song and dance plus selling ‘features and benefits’ were the key to success. Years ago, we didn’t have smart phone, tablets or computers either. Today, buyers know your product or service as well as you do and in some cases better. So, what should you do to make a sale? Two things; first, ask questions and second, listen to the answers. The benefit for you the salesperson is, the client will tell you what challenge(s) they are facing and what they need to solve it. Once you are clued into the prospect’s need, you can decide if you can alleviate the pain. Should that prospect call you make sure you keep the branding and marketing message alive with a custom On-Hold message. Remember, On-Hold advertising also helps you up-sell and cross-sell current clients as well. 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. 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.

11/21/2018 Competition Is Pushing You
In the business world, regardless of your business, competition is always pushing you. You, the businessperson, have invested your time and money getting into your occupation. Once established, you still spend time and money marketing and branding your business. You are asking people to trust you by doing commerce with you. You are asking them to call your business or come in through the doors. I know you would never ignore someone that enters your business then why ignore someone that calls your business? Having silence On-Hold not only is ignoring the caller, it’s also ignoring your own business. Chances are within thirty seconds that caller is gone and may never call back. If that caller On-Hold is listening to a radio station, if they don’t like the music it’s torture, or worst yet they might be listening to a string of commercials, maybe even your competitions. A custom produce On-Hold Message from HoldMasters not only keeps the caller holding on it also informs as well as entertains them. AT&T research tells us that a business with an On-Hold message averages a 21/2% to 5% increase in sales. 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. 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 HoldMastes help you when your business is on the line.

11/20/2018 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 is sales. Is your business ready for the Holiday Season? I’d be surprise 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 second, with a radio station a little over a minute, 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, 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.

11/19/2018 Resources or Resourcefulness
Resources or resourcefulness is the question. I would guess almost everyone has the resources to learn and grow. If you don’t own a computer, tablet or smart phone, 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 the productivity. There is not a more useful or important trait to possess than resourcefulness in the pursuit of success. With a resourcefulness mind-set 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, 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.

11/14/2018 Networking Your Way To Success
Networking Your Way To Success I have never met a person that doesn’t network is 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 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 do a great job for the person you are referred to since it reflects on the person who suggested 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, 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 and at the same time engaging them. 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.

11/09/2018 Size Doesn’t Count
I’ve been asked the question is On-Hold marketing just for large companies? The answer in a word is no. Any business regardless of size can install an On-Hold information system at their business. Today there is equipment available for even the very small and home-based businesses to use On-Hold messages to grow their business. Whether you have a simple 2-line phone purchased at a local electronics store and receive only a few callers a day or have a sophisticated business key system and receive hundreds of calls a day, an On-Hold system will enrich your image and stimulate your services more effectively than any other medium. Surveys by CNN suggest that without messages On-Hold nearly 60% of business callers placed on-hold will hang up. North American Telemarketers Association tells us that almost 30% of these callers won't call back. A survey by AT&T reveals that callers will hold up to four minutes longer when hearing music with information and there is a 21/2% to 5% increase in sales. 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. 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.

11/08/2018 Protecting Your Assets
What is you 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 as 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 and little on attracting the client or customer. 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 an On-Hold message 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, 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.

11/07/2018 Sales, The Life Blood Of Business
No business exists without sales. Sales are the life-blood of every business and a sale is always made, either by the sales person 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 elevate a challenge. The best way I’ve discovered to discover the need is by asking questions and listening for 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 understand 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 helps you, the sales person, 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 connect 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 because they are treated to a radio, some electronic music, beeps or pure silence. Why not give them information about your business and about yourself? With On-Hold messages you will keep that emotional connection alive and in many cases up-sell and cross sell products or services. Since 1987 HoldMasters, your HoldMasters, 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 both their clients and prospects all the while engaging them. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

11/06/2018 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 connect 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 tells us it’s easier to keep customers then 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 and services , plus, it keeps the 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. 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.

11/05/2018 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 belief, 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.

11/02/2018 Perfection Is Not Attainable
“Perfection is not attainable, but if we chase perfection we can, at least, catch excellence” are the words of Vince Lombardi, great football coach. Remember, excellence is not a skill it’s an attitude. Excellence by definition is the quality of being outstanding or extremely good. The key to excellence in knowing the ‘WHY’ of what you do. What is it that you are passionate about? Your passion drives your engine to excellence. Your “why” is the most important thing you can figure out right now. It is the reason you do the things that you are passionate about. If you don’t know that " you can never completely fulfill your personal and professional dreams. If you know your inner self is to know your purpose, your values, your visions, your motivations, your goals and your beliefs. Not as what you have been told by others, but what you have discovered for yourself. Knowing your inner self requires a high level of introspection and self-awareness. If you have clarity to at least half of what is listed above, you probably hold quite a high level of self-awareness. One way a business can chase perfection is to care for their clients and there are many ways of doing it. One way is through the telephone when they call you. By having a custom On-Hold message that keeps the caller entertained, informed and engaged all the while sharing both your marketing and branding message as well as showing courtesy. This makes a great impression as opposed to silence, electronic music or a radio. 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. It can up-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.

11/01/2018 Value, The Key To Selling
Whether you are in one of the professions, sell a product or service or sell ideas to fellow employees, if you show the value, price never becomes an objection. People go into debt for value from buying a home or a car to fixing your health, when people see value, price goes away. So, the question is; how do you establish value? You do it in the same way a doctor does in analyzing your health, by asking questions. The key here is to actively listen to the answers and not be thinking of your next question. Every person may have a different hierarchy of values one person’s values may not have the same importance as to another person’s therefore, your probing questions, are the key. By asking questions you discover the challenge(s) and pain. By being empathetic you are better able to bond and through bonding and rapport you become proficient in discovering what is of value for that person. Showing you care adds value and one place where you can do this, even when you are not there in person, is with your phone. How you handle incoming phone calls tells volumes about you and your business. With incoming calls, you have the perfect opportunity of continuing both your bonding and marketing from how the call is answered, to if and when, the caller is put On-Hold. Being On-Hold is not a place where “Silence Is Golden” nor is some type of music. Research from AT&T tell us that, on average, 70% of all incoming calls are placed On-Hold. Welcomed by silence, the caller will hold less than 30 seconds, adding music adds another 10 to 15 seconds however, with an On-Hold message four plus minutes. Having a custom On-Hold message is both effective and efficient. 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.

10/31/2018 Communication
Most people think that communication is interacting with others; and that in part is true, however, the first person we always communicate with is ourselves. Communication, thinking and decisions are all started with one thing, questions. When we think, we are asking ourselves questions; what do I want for dinner, what movie do I want to see, which client can best be served with my product or service? All questions; questions first, decisions next. It is interesting to note that your communication is first with yourself, therefore how you communicate with yourself must be on top of the list. The better the question the better the decision. The human brain is like a computer you ask a question and it searches its’ files for an answer. Ask a poor question, get an abysmal answer. All of the decisions we make start with a question; the better the question the better the decision. As an example, we all know that setting a goal gives us direction to where we are going so the first question you might ask yourself is, “Where do I want to end up?” Then you work backwards with steps until you come to your first step which might be a question like, “How do I start?” Each of these questions strategizes out a roadmap for a series of decisions all designed to reach your goal. Being somewhat assumptive, I would think that if someone comes to your business you wouldn’t ignore them, then why, if someone calls your business, why would you treat them with silence, a radio, some beeping sound or just bad music (BTW these four options cost you money in lost sales)? There is an alternative, it’s called a custom On-Hold message. Every business, regardless of size can sound warm and friendly when receiving incoming phone calls with a cost efficient and effective 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.

10/30/2018 Culture
Culture, either in business or in the home, illustrates the established standards and principles and accepted conduct of the unit. One definition of culture by Deal and Kennedy is “the way a we do things around here”. However, culture also changes over time. The mores of each organization have its own principles, values and behaviors. In other words, culture can be defined as a developing set of shared principles, values and attitudes. Culture is a key factor in business and has influence on the planned course of business. Culture impacts management, choices and all business tasks from accounting to production. For the sake of this blog we will identify with strictly with business culture that has its’ own exclusive facet that includes getting off on the right foot, meetings, negotiation, formalities, social media use, internships and work placements and other elements. When doing any kind of business, etiquette is a must. Always remember to say, “Thank You” regardless whether you are on a job interview or selling a product or service. Put your cell phone on vibrate or just turn it off to avoid distractions. Always see the other persons point of view and never lose you temper. And above all, always listen actively and be honest. Is your culture warm and friendly sprinkled with a sense of humor or is it up-tight and sterile? I would always suggest the former over the latter. Every business, regardless of size can sound warm and friendly when receiving incoming phone calls with a cost efficient and effective 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.

10/29/2018 Facts Tell and Emotions Sell
Buying decisions are always the result of a change in the customer's emotional state. While 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 prospects 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.

10/26/2018 Growing Your Client Base
If you are always replacing a present client with a new client your business isn’t growing. Obtaining new clients for your business and keeping existing clients is a full-time job and one that must be worked on every day; growing your client base is a must. Your existing client base is an excellent source for referrals and if you are not asking for them, you are missing out on growing your business. Your marketing efforts are your source for obtaining new clients. Your efforts are rewarded when your phone rings. What happens when that phone rings is paramount to your success. How is that caller is treated; are they placed On-Hold and greeted with silence? If statistics are correct, they will stay there for about thirty seconds then abandon the call. This could cost you a repeat sale from an existing customer or a sale from a prospective client, neither is the outcome you want. How about spending a small amount of dollars on a Message-On-Hold program that keeps callers on the line engaged for four minutes or more while your On-Hold messages informs as well as entertains that caller with both your marketing and branding communication. BTW, according to AT&T research, with advertising On-Hold there is around a 2 1/2 to 5% increase in sales, not to shabby. 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.

10/25/2018 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 skimp on marketing. How you market is another area to look in to. 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. 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? Here is an interesting fact with 80% of the marketing budget designed to get the phone to ring, only 6% to 8% is set aside for after the phone rings. 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, 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.

10/24/2018 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 elevate 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 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 not engages the caller while communicating both your marketing and branding messages. 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.

10/23/2018 Developing Good Habits
Everyone I’ve ever met has habits. Some habits serve us while other 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 healthy 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. 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 developed 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 health 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 temporarily. 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.

10/22/2018 Attributes of a Professional Salesperson
A professional salesperson has the ability to use a variety of selling skills. The following is list a of some of those attributes. 1. A professional salesperson has the ability to ask a lot of questions and listen actively to the answers. Salespeople must follow the rule of ABC (always be curious). By asking question the prospect will tell you what you need to do to get the sale or, you will find out that he or she is not a prospect. 2. Bonding and rapport is paramount and creates trust and remember people buy from those they like and trust. 3. Professional salespeople listen for objections and know how to reframe those objections. 4. Knows the difference between need and desire. Desire is nice to have but need alleviates the pain. 5. Professional salespeople structure their language with precision in order to elicit the response they want. 6. Learning to paraphrase is key to make sure that the salesperson understands the prospect and the prospect understands the salesperson. 7. Active Listening is mentioned a second time to make sure the sales person understands what is being said as opposed to what is being talked about. When you can take a professional sales technique or idea and use it habitually, without thinking about it, then and only then are you a sales professional. Proper use of the telephone is a huge advantage in sales. It gives you the ability to both qualify prospects and to set appointments. Also, should you receive calls from the prospect, 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.

10/19/2018 Great Communication
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 learns, 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, your 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 prospects 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, 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.

10/18/2018 Creating Urgency
I have discovered even though your product or service diminishes the prospects 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 prospects motivators can help cement the deal. Keep probing and asking questions and vigorously listen to the answers. Make sure you have a great On-Hold message, should that prospect call you, that continues 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.

10/17/2018 Waste Not Want Not
Years ago, I heard a saying, “Waste not, want not” and one of 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 any more. 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 radio playing todays 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.

10/16/2018 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 effect 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 the fact that while holding they heard nothing, silence, or a radio playing todays 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.

10/15/2018 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 thinks 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 then 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, also 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 suggest 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

10/12/2018 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. So, to create a strategy you 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 achieve it. Your state of mind has to be laser focused on the outcome. So, in place of pursuing success, you attract it. One cost effect 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 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 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.

10/11/2018 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 which 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, 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.

10/10/2018 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, not theirs’s. 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, and leaning towards the speaker are all forms 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 carries that branding forward as well as keeping your marketing 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.

10/09/2018 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.” Sales people 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, 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.

10/08/2018 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 fulfil 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 a service or, a mechanic who understand 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.

10/05/2018 Increase Sales Two And A Half To Five Percent
If statistics tell you that your sales will increase between two and a half to five percent would you take action? I agree not everyone will get those results but I would sure give it a try. Sales might just increase a tad more or less then the statistics show; so what, at least they increased. The job of the decision maker is to make sales rise. Sales are a very special type of business activity since there aren’t any limits. I remember a sales manager I had who asked the question, “How lazy can you afford to be?” One thing that sales manager suggested were to make one more call each day. He was so spot on, for once I started doing that my sales results were raised exponentially. And if you think about just doing that one thing, it just makes sense, more calls, more sales, more commissions. The cost of one more call each day was minimal to the results. Another action a decision maker can take is to have a custom On-Hold message for incoming callers to hear. Having someone On-Hold is the perfect time to solidify a relationship by informing the caller on many levels as to the products and services you offer. You have a captive listener so don’t waste his or her time with silence or a radio, use it as productive time to inform and entertain them. The benefits to your business statistically are an increase in sales, between two and a half to five percent. 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.

10/04/2018 Everyone Is A Salesperson
Most everything in any business is related to sales. I understand that professionals like doctors, lawyers CPA’s, don’t like to think of themselves as ‘Salespeople’, but the truth is, they are. They have one of the toughest sales, selling themselves. Salespeople who sell a product or service, after selling themselves, have their product or service to sell; professionals are the product or service. Most professionals after a time of selling themselves look for referrals to build their practice as do most salespeople. Having a third party refer you is more to the liking of everyone is sales. What generally happens when you get a referral is your phone rings; then what? That referral, according to AT&T research, 70%of the time will be placed On-Hold. Now is your chance to sell yourself and your product or service. That referral is captive to your On-Hold message and it’s your chance to sell your brand, to tell that captive caller who you are and how you do business as well as telling them about your products and service. 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.

10/03/2018 The 80% vs. 6% Conundrum
Why is it that most businesses will spend 80% of their marketing budget to get the phone to ring and only around 6% when it does? Do they feel that once that incoming call rings there is zero reason to spend any budget? They’re wrong. You’ve spent money on creating a desire for your product or service. That was part of your marketing dollars. If you are a savvy marketer, you also spent some of that budget on creating your brand. Now the phone rings and how you treat your callers, your potential customers or clients, can make all the difference in the world. With the knowledge that 70% of all in-coming callers are placed On-Hold (AT&T statistic), it is essential that they are treated with respect and equally essential that you carry both your marketing and branding message forward. When placed On-Hold you can create an On-Hold message that both carries your advertising and your branding message at a very nominal cost. This On-Hold messages works 24/7 never taking a vacation or sick days. It’s has all the information that you would want everyone who calls your enterprise to know while keeping your brand alive. It prevents that emotional disconnect that silence or a radio station offers. The proof of that is companies with On-Hold messages usually see a 2.5 to 5% increase in sales (AT&T statistc). 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.

10/01/2018 Making More Appointments
From sending singing telegrams and direct mail to e-mail marketing, tradeshows and networking mixers, salespeople go to extraordinary lengths to avoid making cold calls. The reality is that even in our internet-based world, few tools are more effective and necessary for generating sales and sales appointments than the good old telephone. I don't think much of out- sourcing the cold-calling to someone who does not actually sell your product or service, which probably leaves it to you. For some reason, telephone cold calls inspire fear. First of all, get over your fear. It's not personal. To recipients of your calls, you are a voice coming through a small plastic device, someone who has interrupted whatever they were doing. No matter how badly someone treats you, realize that the minute the call is over, she or he will forget about you, so you can do the same. Second, understand that telephone cold calling is a numbers game. You need to get enough no's, to get to a yes. When viewed this way, "no" simply becomes one more step toward "yes." If you are in a business where you offer products or service over the phone or, cold calling to make appointments to have a conversation here are some tips you might find very helpful. These tips are simple to apply and easy to use and best of all, they work. Lead generation is an entire subject of its own, so for the sake of brevity I will assume you have identified a list of target customers to call. Then, set aside enough time to get into a rhythm, at least a two hour block; and plan to get through a set number of calls. More calls equal more sales. I have even had success calling during the holidays. If you are trying to reach mid-level executives and above, call earlier, like 7:00 am. Research says you can reach more decision makers between 7:00 & and 8:30 in the morning than you will the rest of the day. Also, the same holds true if you call between 5 and 7pm (Note that I did not say to avoid calling at other times). What is the goal of each call, its objective? Normally, it won't be to introduce yourself, describe your product and make a sale all in a single call. Typically, it should be limited to one of these. So, if your objective is to set up a sales appointment, craft your script to this goal and stick to it. Avoiding getting drawn into a discussion outside of this objective will improve your success rate and earn you credibility with the target, as he or she will recognize that you are also a busy professional. Businesspeople may be courteous toward amateurs, but they like to do business with other professionals. Your voice can convey either. If you're nervous, your voice gets higher. In addition, nerves increase the speed with which we speak. Deliberately counteract these tendencies. Before you call, lower your voice. Think of yourself as a very important person about to call another important person. Say your first words extra slowly. Be polite but not overly "sweet." Remember, you are important. Also, smile when you speak. This will add warmth to your voice. Your ‘Elevator Speech’ should be uncomplicated and direct. Introduce yourself with confidence and credibility, provide a brief explanation as to why you are calling and ask for your objective. Now, if you get the gatekeeper (the person whose job it is to shield your target from unwanted telephone calls), remember, this person is not your friend, but don't make him or her your enemy. Your first call to a gatekeeper will be telling as to how hard your target will be to get on the telephone. Assuming you have already figured out who your target is, when you make your first call and the gatekeeper answers, simply state in a polite but authoritative manner who you are and where you are calling from. You'll know fairly quickly how hard it will be to get through this gatekeeper. I suggest that you only leave messages on a cold call as a last resort. Your target will not call back. However, you may be able to get useful information from this interaction as to when he or she may be available to call back. Often executives and owners work later than the gatekeeper or come in before the gatekeeper arrives, and they will often pick up an unanswered phone. Also, many phone systems have an individual extension directory that you can access after-hours. If this doesn't work, you can call at another time and simply ask for the sales department. Virtually every receptionist in America knows that when people call for sales, they get directly to a salesperson. Like you, salespeople are busy. When they answer you say, "Oh, I must have gotten the wrong extension, I was trying to reach John. What is his extension?" Don't be surprised if this person simply transfers you directly to the boss. And when that happens, be ready to launch into your script as though he would be happy to hear it. If your goal to set an appointment, once you’ve reached that objective, say, "Thank you, I will see you at 9 a.m. on Tuesday. Goodbye." Many people succeed at getting consent or closing a sale. Then, feeling good, they open up a new line of discussion with their new friend, only to see the sale unravel. Again, stop talking and hang up. The anticipation of making calls is 100 times worse than making them. And you will get better every time you make one. Should they call you make sure you have a custom On-Hold message that is engaging and carries both your marketing and branding message. For that new prospect, it re-enforces that emotional connection and it does the same for existing clients in addition creating the atmosphere to up-sell and cross-sell 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.

9/28/2018 Taking Action
What action do you want your present clients or customers to take? I would assume you’d like them to continue to do business with you. My guess is that you’d like your prospects to do business with you as well. Most people in business spend both time and money getting both new and repeat customers, as a matter of fact according to AT&T about 80% of the average business budget is spent on marketing and brand building; getting prospects to either to walk in the door or call on the phone. Here’s the scary news, the average business spends only about 6% of their marketing and branding budget once the potential client or customer comes in or calls up. Again, according to AT&T research, 70% of all incoming calls placed On-Hold and 60% will abandon the call, hang up, within thirty seconds if there is silence. They may stay for an additional fifteen seconds if there is music. This doesn’t have to happen if a low-cost custom On-Hold message is working and giving those callers information about products or services offered. 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. 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.

9/27/2018 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 who 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 21/2% 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. 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.

9/26/2018 Your Most Important Sale
The most important sale you will make today is selling yourself. Whether you are the President, CFO, COO, Sales Manager, Sales Representative, Receptionist, Production Manager, or Janitor, the most important sale every day is selling yourself. Selling yourself on being the best at what you do and wanting to help others to be their best. Whatever your position is within an organization you have to first sell yourself to the people you work with. Whatever your position is on the organization flow chart others, in your company, must both like and trust you, respect you. This sale to yourself carries over to every facet of your business and your specific job. It places the emphasis on you and both your professional and personal goals. Getting others to want to do business with you, not only to those you offer your products or services, but internally, within your business environment. All of what I’m alluding to is your personal brand, who you are. As a business, your brand extends outward to who your prospects and customers think you are. Keeping that brand message is the job of every one of the employees. That message should not stop when your business receives a phone call and the caller is placed 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.

9/25/2018 Cold Calling Thoughts
‘Cold Calling’ can be one of the most difficult parts of the selling process since we always need new prospects in our pipeline. To be successful at the science of ‘Cold Calling’ you must define the elements, functions and formulas that comprise the call. Then, like all other sciences, experiment (practice) until you have a method that works. The following are some techniques I have found effective. First, know who you are going to call and the goal of the call. In most cases the ‘Cold Call’ is to set an appointment for a future conversation. Create a list of possible prospects and know something about their industry in general and their company specifically. Second, have a great opening line. The opening line determines if you get to dance or not. Opening impressions are important. The way you look and come across in the first 30"seconds often (not always) determines your outcome. If you are ‘Cold Calling’ on the phone, your tonality is prime. Third, after you deliver your opening line, you need to make that prospect think. Your questions (power questions) and statements (power statements) are critical to gaining the prospect’s confidence. Ask questions that show knowledge, imply the prospect’s areas of weakness, and gather vital information. Make statements that are creatively descriptive, imply benefits and build your credibility. Fourth, get to the point of your call quickly, prospects are busy and will be insulted if you beat around the bush. Let that prospect know that you understand their pain and you may have a solution. This is where you make your appointment for your further conversation. Generally, people buy to solve a business problem and usually they will make the time to speak further with you. Remember, ‘Cold Calling’ is the foundation to building a pipeline and, if you do it right, it should be fun; so, have fun with it. Should they call you make sure you have a custom On-Hold message that continues both your marketing and branding information. 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.

9/24/2018 Limiting Beliefs
Limiting beliefs are those which constrain us in some way. A limiting belief is a false belief that a person acquires as a result of making an incorrect conclusion about something in life. For example, a person could acquire a limiting belief about his ability to succeed as soon as he fails. Beliefs are conditioned perceptions that are built upon old memories of pain and pleasure. These memories are based on how we have interpreted and emotionalized our experiences over time. By attaching ourselves emotionally to people, events, and circumstances, we effectively build the foundations of our belief systems. These belief systems are, therefore, nothing more than psychological rules or commands to the nervous system that shapes our thoughts and filters our experience of reality. And it is these commands that influence what we will consciously delete, distort or generalize as we go about our day. Beliefs are essentially assumptions we make about ourselves, about others, and about how we expect things to be in our world. We have all these theories, ideas, and explanations about how things are and how they ought to be. Likewise, we make all these conclusions about life and about other people, all of which help us make better sense of the world. In other words, we use beliefs as anchors that help express our understanding of the world around us. So, how can you deal with these limiting beliefs? Acknowledge these beliefs you hold about you. And when they crop up, beat them down. Prove them wrong. Flip them around. Because as Henry Ford has said, “whether you think you can, or you think you can't"you're right.” One belief that many business owners have is when people call their business they never place that caller On-Hold. AT&T research tells us that 70% of all in-coming calls are placed On-Hold. In addition, AT&T tells us that 60% will hang up (and not call back) within 30 seconds if there is silence On-Hold and with music they may stay another 10 seconds. However, with a custom message On-Hold they will stay four or more minutes. 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.

9/21/2018 Becoming A Trusted Advisor
How many people sell what you sell? How can any buyer choose from whom to buy? 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 sales people are exposed to the MLM of their communities and yet certain sales people always lead each month in closings. Why, you might ask? Because they have established themselves as a trusted advisor; 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 those 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. As Stephen Covey says, “Listen with the intent to understand, not the intent to reply”. Keep the funnel of questions and answers going each time digging a little deeper into the challenge(s) facing that buyer. As those challenge question continues, that prospect will feel the pain. There is no need for you to do a 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 sales person to a trusted advisor. FYI, usually trusted advisors have greater staying power than sales people. A sales rep that embodies the principles of being a trusted advisor can deliver a positive customer experience. To develop loyal customers. Marketing Metrics data shows that sales reps have a 5-20% probability of selling into a new prospect but a 60-70% probability of selling to an existing customer. In B2B sales the people are important. Of course, buyers are influenced by brand and product perception, but the salesperson they deal with has a significant bearing on what, when, and why they buy. With this in mind, it behooves salespeople to strengthen their relationships with prospects and customers -- to move from a transactional facilitator (fine, but average) to a trusted advisor (differentiated and valuable). Every business should have an On-Hold message in place for incoming calls. This service keeps the caller engaged as well as the continuation of 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.

9/20/2018 Excellence Is Never An Accident
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. Coach Vince Lombardi once said, “Perfection is not attainable, but if we chase perfection we can catch excellence”. If doing something over and over again we create a habit, then excellence should not be considered and act, but a habit. Excellence should be the goal of every interaction with others and in the business world, with every touch you have with your clients. One area that can be controlled is with incoming calls. By having a custom On-Hold message every business has the ability to engage the caller and maintaining both their the 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.

9/19/2018 Value Yourself
How much do you value yourself? Self-value is more developmental than emotive, more about how you act toward what you value, including yourself, than how you feel about yourself compared to others. It necessarily includes self-care. To treasure something goes beyond regarding it as worthy; you also grasp its virtues, while providing time, energy, effort, and for ego in its nurturing or upkeep. If you value a painting of the masters, your attention is on its beauty and design more than the cracks in the paint, and, above all, you treat it well, making sure that it is maintained in ideal conditions and shielded from direct lighting. Similarly, people with high self-value appreciate their own better qualities (even while trying to improve their lesser ones) and take care of their physical and psychological health, growth, and development. Now here's the delicate part. When one distinguishes to high self-esteem, with its predisposition toward privilege, people with high self-value necessarily value others. Where self-esteem is ranked, self-value is about impartiality. Here's why: When we value others, we value ourselves more"we elevate our sense of well-being and enable our health, growth, and development. In providing products or services for sale, prospects and current customers sense your self-value. How you present yourself will determine the results you will get, most of the time, there are always exceptions. When we have compelling self-value, we tend to value others. Valuing others makes our self-value soar. It also carries substantial social reward; showing value tends to invoke reciprocity and cooperation and in selling, it’s key. One way to show value for others is to use the spirit of the “Golden Rule”; As Stephen Covet put it, “Do unto to others as you would have others do unto you, if you were them”. This builds trust and “when the trust account is high, communication is easy, instant and effective.” A simple On-Hold message shows every caller that you value them and value their time. It gives the caller reasons to work with you as you engage them. 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.

9/18/2018 Finding Urgency
Your prospects can’t benefit from your product or service without acknowledging that they need it, so, get them to see the big picture with open-ended questions that demonstrate where their needs are and how you can help solve them. When you help them recognize their needs, you will create urgency and increase the likelihood that they’ll take action. You should try to ask questions that will uncover sales performance needs, like: 1. Are you trying to keep your team focused on the right things? 2. What are the key initiatives that you are working on, and how are you keeping your team focused on them? 3. What are the specific selling behaviors that you would like your team to improve on immediately? Remember, where there is a “need”, there is urgency; if your product or service is “nice to have”, too often the sale is pushed down the road. The less you say, 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. Become a ‘Problem Solver’ make the time with that prospect 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 a personalized attention to detail, which will help you have more candid, meaningful conversations that ultimately shorten your sales cycle. Salespeople don’t create urgency. Problem solvers do. You worked hard to plant the seed with your prospect, now make sure it grows. Providing value with persistence is what leads to sales wins. Continue to keep your prospects engaged 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. Having a custom On-Hold message on their phone will help your clients build rapport and sales by engaging callers and up-selling and cross-selling your present clients. According to AT&T research, an On-Hold message may increase sales between 2 1/2% to 5%. 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.

9/17/2018 Change Your Beliefs, Change Your Results
I truly believe in positive synergy, that your positive mindset gives you a more hopeful outlook, and belief that you can do something great means you will do something great. Whenever someone says something is important or unimportant to do, it’s because they have a belief about it. As long as you can fit someone’s behavior into their belief system you can get them to do or stop doing anything. Any belief system is both a set of resources for doing a particular thing and a set of limitations for doing anything else. Ask yourself the following questions: 1. Are my beliefs true or false? 2. Do they work? 3. Do they support me? 4. Do they make my life richer? 5. Do they make me a better person? 6. Do they help me and others? The birth of belief starts with knowing the outcome (goals) you want then what action(s) you need to take to get there. Next, you must know the results you are getting along the way (mini goals) and you must have the flexibility to make changes along the way. Remember this, there is no such thing as failure, there are only results. The only time you fail is when you don’t try. You can change your beliefs. Many of my prospects thought when people called their business they knew all about their business and that they never placed people On-Hold. They were wrong on both counts. They found out that AT&T’s research that says 70% of all incoming calls are placed On-Hold was mostly true and their clients didn’t always know every product or service they offered. That’s where HoldMasters came in and helped those companies increase their business by up-selling and cross selling their current clients all the while supporting both their marketing and branding goals. 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.

9/14/2018 The Selling Never Stops
The selling never stops. This is a tough statement to believe because some people never think of themselves as sales people yet if you really think about it, everyone is a salesperson. We sell ourselves from the time we are born until our last breath. Some of us sell products and some sell services to earn our bread and butter however, before we make the sale, we sell ourselves. Selling yourself is key to selling anything. People have a need to first like you, then trust you if you plan on selling them anything or getting them to recommend you to their clients, friends or family. In my opinion liking you supersedes trusting you. My belief is that through networking you are able to build that ‘like’ quality along with the ‘trust’ aspect; this is job number one. Next you need a product or service that is needed. Creating that need is job number two, therefore, you, the salesperson, must choose your prospects based on who your product or service can best help them achieve their goals (not your goals). As you can see, selling is a process of creating likability, trust, and need. Your story to that prospect is how your product or service may solve that need. The short version is called marketing and branding; the marketing is what you do, the branding is who you are. This marketing and branding will continue whether you like it or not with every contact made with that client or prospect. It’s imperative that you keep that ‘like ‘and ‘trust’ going with every contact. One very easy place to keep it going is on your phone. How you handle each call represents who you are, your likeability comes through as well as your trust. However, sometimes you are not available and someone else fields the call; what happens then? If that caller is placed On-Hold what are the hearing? A radio…..silence…..an annoying beep beep beep? Or, are they hearing a custom crafted On-Hold message. On-Hold-Messages keep the likeability flowing as well as the trust, along with your marketing and branding. On-Hold messages gives you the ability to up sell and cross sell your current clients. Having a Message-On-Hold also expands the caller’s knowledge of your business and according to AT&T research, 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 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

9/13/2018 Best Marketing Tool The Human Voice
I truly believe that live in person connections is the best marketing tool. And that networking and those personal referrals top the list. For that reason, you will find me at many networking group as well as connecting on both Facebook and Linkedin. I believe there is nothing stronger in marketing then building a ‘Trust Bond’ with your clients and potential clients. Although we live in a technology based society and emails and texting are available, I’m still am old fashioned enough to feel a sincere warm voice trumps a cold text. Sure, a short text from the love of my live is nice, but hearing her voice is so extra special. The reason I went into the business I’m in was because of years of being a radio personality knowing how important it is to have a human voice communicate a message, creating images to the ‘Theater of The Mind”. The human voice, the most powerful marketing tool ever. And that is the secret behind an On-Hold-Message, the human voice, telling each captive caller information about your product or service. 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. It can up-sell and cross sell your 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.

9/12/2018 Cold Calling Tips
How many of you make “Cold Calls”? To some this is a living hell and to others a fun exercise. Let’s make it fun and here are some tips. First and foremost, plan ahead. Who do you plan on calling? I would suggest that plan should be made the night before, after your workday, your non-paid time. Then I would further suggest you dedicate one hour each day to the calling. If you want to remove the “Cold” out of “cold calling” do some homework. Use Google to learn about the industry you’re calling upon and its current challenges, then the specific business you are calling. The knowledge you reaped from Google is potential power when speaking to the prospect. By going to Google, you can garner loads of information that will save you time when making that call. You will be able to get the name of the person you would need to speak to and you will have insight into his or her business. You can also find out about some shared interest that could help in getting into rapport. Have a series of questions in your quiver to enable you to learn more about the person. Do not make your sales presentation until you find out how your product or service can be a benefit to them. Remember, buyers only want to know “what’s in it for me”. Always speak with a smile on your face it makes you sound friendly. If possible, record your calls and listen back and hear how you sound to others. 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. 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.

9/11/2018 What Are New Clients Worth?
When someone calls your business are you there to assist them or ignore them? I know, that’s a very dumb question but with 70% of all incoming calls placed On-Hold (AT&T statistic), how many business owners play a radio that offers music and commercials (possibly a competitor’s), just music, or silence On-Hold. Again AT&T tells us that 60% of those callers On-Hold will drop off after 30 to 40 seconds and 35% will not call back. So, here’s a question for you; what is a new client worth to your business in dollars, and how much revenue are you losing with each drop off call? On-Hold messages lets a company market and brand themselves to the caller while keeping him or her engaged while on the line. You can use On-Hold messaging to tell customers about a new service or feature; when the caller reaches a live person, she or he has an immediate opportunity to ask about a feature mentioned in the message. Essentially, it's free marketing with little additional cost to the business and captive listeners. A North American Telecommunications Association study found that callers who had information On-Hold to listen to remained on hold up to three to four minutes longer. 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. 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.

9/10/2018 Creating Customers, Clients or Patients
Creating customers, clients or patients is one of those easy full-time jobs if you are serious about growing your business. For today’s blog, the subject will be social media and I truly believe everyone should be using it. Don’t think that networking and advertising are not valuable, for they work, but, in recent years social media, Facebook, Twitter, Linkedin, etc., have taken center stage. Here is something I have noticed after that first visit, in most cases, there is zero follow up. On that same note, when you ask people to follow you, what do you offer them to keep them coming back? By offer I’m not referring to coupons or discounts, I’m speaking about a value proposition. Those of you in a profession can share a daily tip that is apropos to your profession. For those people, you invite to follow you, you might offer marketing tips or a daily trivia question; in other words, give those people a reason to follow you. Don’t you think that is more engaging? Isn’t this type of approach a lot more personable than a generic request to like or follow you? You might have thousands of fans however, it’s those that engage with you are the ones that build your prospect, client or patient base. You might go to a web page of someone you’d like to get as a client and say something like this, “Hello (name of business), (your business name) is your newest fan. Please check out my page (your web address).” You are going to be on that prospects page as a reminder and should they check out your page, they just might be in need or your product and/or service. As you gain business pages on your page take the time to go to their wall and “like” a post and if possible “share” a post of theirs on your wall. This way you will be promoting them and that old law of ‘reciprocity’ usually kicks in. These are just a few ideas that work. Good luck. 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. 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.

9/07/2018 Do What Others Fail To Do
Jerry Rice the football player once said, “Today I will do what others won’t so tomorrow I can accomplish what others can’t.” That saying holds true in business. The old saying, “If you always do, what you’ve always done, you’ll always get, what you always got” is also a truism. Most top CEO’s COO’s CFO’s know that in order to stay on top of the business mountain you must do what others fail to do. One thing that most of your top business models do is spend marketing dollars on their phone systems and one facet in particular, On-Hold-Messaging or as some call it On-Hold"Advertising. Having said that there is some research that should help in decision-making. One bit of research (from AT&T) states that 70% of all in- coming phone calls are put On-Hold. This research further states that 60% of them will abandon the call within 40 seconds if theirs is silence on the line and if there’s a radio station playing they drop off after about 90 seconds. The good news is that with an custom On-Hold Message that caller will stay On-Hold for four or more minutes because that On-Hold message is informing, answering FAQ’s as well as entertaining the caller. Since 1987 HoldMasters has been creating custom on hold messages for every kind of business all across the nation. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

9/06/2018 Writing For The ‘Theater of The Mind
There is a knack to writing otherwise we could all be famous authors. If you are reading this you are literate, you can both read and write. However, writing for the eye is how most people write. If you are writing for a TV commercial or print ad, writing for the eye is perfect. If, however, you’re writing for a radio commercial, or an On-Hold message for your telephone, you must learn the knack of writing for the ear. The ‘Theater of The Mind’ is where great copy lives. Those of you who remember a time before television when radio was king how the stories and adventures kept your attention because your mind was creating the pictures. That art is still true. Those of you that realize that 70% of all incoming phone calls to your business are put On-Hold (according to AT&T research) and a Message-On-Hold retains callers from abandoning the call then you will appreciate the fact that any kind of business will benefit greatly with an On-Hold message. As a matter of fact, research tells us that with an On-Hold message there’s a 2-1/2 to 5% increase in sales. Since 1987 HoldMasters has been creating custom on hold messages for every kind of business all across the nation. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

9/05/2018 Customer Service
How is poor customer service costing you money? By not meeting the needs of your present customers or your future customers or clients. If you are like me, when you call customer service it’s usually with a problem that needs to be solved. How it is solved is the difference between a happy or disgruntled caller. Happy callers spread the virtue of your business while resentful callers badmouth your business. When a caller is placed On-Hold to get their challenge/problem solved, if there is nothing but silence they may become more frustrated. If they hear a radio playing music that they don’t like, more frustration; or maybe a commercial for your competitor However, if they hear a custom On-Hold message informing and entertaining them, they may feel more relaxed and in some cases they may even hear the answer to their problem. Since 1987 HoldMasters has been helping businesses retain callers by creating custom messages that both educate and entertain callers. Here’s another bit of information; a business with an On-Hold message shows on average an increase in sales between 2-1/2 to 5%. It makes a small business sound big and a big business sound friendly. When you give great customer service you will increase your bottom line. Let HoldMasters help you when your business is on the line.

9/04/2018 Stop Selling Your Product Or Service
Stop Selling Your Product Or Service You will seldom sell your product or service until you sell yourself; many call this bonding and rapport. All of your product knowledge, in most cases, means zilch if your prospect doesn’t like you. Remember, people buy from people they like and trust. So, the question is; how do you sell yourself? What have you done that is UNIQUE to sell yourself to your prospective customers? First of all, how do you look? Is your clothing clean and neat? Do you have a sincere smile? Is your hair combed? Are your finger nails clean? This is your first impression and people make decisions within seconds of meeting a new person. A prospect needs to believe in the quality of the person otherwise there is no credibility for the quality of the product or service. Second is what do you know about that prospects industry and his or her specific business? Do you ask quality questions that ferret out challenges and pain points? Do you dig deeper into them? If you sell yourself as a trusted advisor and not a salesperson and, through your questioning, show that prospect you have an antidote to their pain, you ‘ve stopped selling and the prospect is buying. The selling of yourself and your company should continue with every touch you have with the prospect, now, client. My suggestion is always continue building rapport, even on the phone. Should that client prospect call you and be placed on hold have a custom on hold message that not only engages the caller but also maintains both your marketing and branding message and allows you to both up sell and cross sell your product or service. Since 1987 HoldMasters has been creating custom on hold messages for every kind of business all across the nation. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

9/03/2018 No Blog Today
It’s LABOR DAY therefore no blog. However, if you are interested in increasing your business on average 2-1/2 to 5 % I’m always available to talk. Check out my website (www.holdmasters1.com) or call my office (407) 834-5445.

1/01/1970 Sell The Problem You Solve, Not The Product
Sell the problem you solve, not the product. Think about that, your product and or service must solve a problem(s) otherwise why would someone buy it? Doctors solve problems of disease, lawyers help you navigate with the law, accountants solve your tax problems; what problem(s) does your product or service solve? Every business has problems or challenges and those of us that find it, and solve it, reap the reward of a completed sale. The best way to discover the challenges facing any business is to research the industry BEFORE you make your initial call. Also, research the specific company as well. Knowledge is potential power and the more knowledge you have about a business and the challenge(s) that business has will get you on the highway to a successful conclusion. You find more specific challenges when asking questions and actively listening for answers. In my business, On-Hold Advertising, I know through research that call abandonment is a major challenge causing businesses to lose potential sales. I also know that most clients of a business never know all the products and or services a business has to offer. Therefore, by creating custom On-Hold messages, knowing that 60% of first time callers will abandon the call within thirty seconds if there is silence, another ten seconds if there is music; however, they will stay On-Hold for 4 or more minutes with an On-Hold message informing as well as entertaining them. And, 12% to 16% of the callers will take action on something they heard while On-Hold, which adds to the bottom 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. 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.

8/31/2018 Don’t Ruin Your Reputation, Your Brand
What kind of a 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. From your front line people to your sales staff, they all 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 holding either enhances or may diminish your reputation. You can prevent the tarnishing 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. 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.

8/30/2018 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 prospects 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 meet 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 helps 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 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.

8/29/2018 Word Of Mouth Marketing
What is better than “Word Of Mouth Marketing”? Nothing. Word of mouth is one person telling another about the awesomeness of doing business with someone they have had a very positive experience with. What it all boils down to are relationships. Relationships are what successful businesses are built on and the best way to market yourself and your business. So, the question is, what is relationship marketing? It concentrates on custom-made interaction with your customer. It aims to foster, cultivate and continue the rapport between your customer and the company increase, which benefits each party. It helps you build long term relationships with your customers and research tells us the longer a customer stays with a brand, the more valuable they become. It is said that an annual increase of just 1% in customer retention can equate to a 20% increase in revenue annually. As you are building those relationships you are also building loyalty to your product or service, which in turn opens the door to referrals or as, I started this blog, “Word Of Mouth Marketing.” Another way to continue that relationship building is by having a custom on hold message to inform and entertain your incoming callers. 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. 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.

8/27/2018 What Makes a Great Sales Representative
What makes a great sales representative? If you sell for a living these just might be helpful. Knowing your product and how it can serve the prospect is a must otherwise you are an ineffective rep. You should be able to explain in detail how your product or service works, what pain it eliminates, and the reasons it appeals to your company’s ideal customers. Once you fully understand this, it’s time to prospect for new customers. There are two ways of prospecting that seem to work for most sales people. First is cold calling. Here you set aside a specific time daily to call potential prospects that could use your product or service. A key to success is to be prepared by researching those businesses, know whom to ask for and have a compelling thirty second opening speech with the goal of the prospect wanting more information. Second, call current clients and ask for referrals or call people who have shown interest in the past and try to revive them. Building rapport is a must. Remember people buy from people they like and trust. Learn to connect, rapport building should not be underestimated. Create a ‘Buyer Seller Agreement’ or as Sandler Training calls it an ‘Up Front Contract’. This sets the tone for all calls and meetings. These are verbal agreements at the beginning of the sales process that outline expectations for both sides. Any sales rep worth their salt must learn to be an active listener. People can usually tell if you’re really listening to them, rather than just thinking about what you’ll say next, and, most people appreciate a good listener. Great listening skills can help reps empathize with prospects to learn more about their business and pain points. With that knowledge, they can then sell more effectively and offer a better solution. On the phone, or in person, the tone of voice, volume and pace of a sales rep’s speech are surprisingly important sales skills. In sales, how you say things to prospects matters more than what you say. According to research, only 7% of communication relies on the content of what you say, whereas 38% of communication is about other attributes of communication such as tonality, and body language. Learn great time management. Your time is your inventory, use it wisely. Once the prospect has convinced themselves that your product or service will alleviate the pain, and make the decision to buy, remember to thank them. Many salespeople forget to thank customers and to continue building and maintaining the relationship after the sale. This is just common sense and common courtesy. Should that prospect call you and be placed on hold make sure you continue with courtesy by having an on hold message that engages the caller and continues both your marketing and branding message. Since 1987 HoldMasters has been creating on hold messages for all kinds of businesses from fortune 500 companies to medical and legal offices to mom and pop enterprises all across the country. Let HoldMasters help you when your business is on the line.

8/21/2018 Cold Calling For Success
Cold Calling For Success People keep saying cold calling is dead, but many successful businesses rely on cold calling to drive revenue. Whether they're Fortune 500 companies, high-growth startups, or mom and pops they all have sales reps eagerly dialing numbers day in and day out. However, if you're still doing cold calling like it's 1995, you might as well not do it at all. Too much has changed in the past 20+ years. You hate cold calling, most everybody does, everybody, that is, except the salespeople using it to generate millions of dollars in actual sales. So, here are some tips to help you master this lead and sales generator. First of all, don’t run away from it. Rejection is a necessary part of all sales activity, from prospecting through close, inbound and outbound. No one closes 100% of their prospects. Getting rid of your fear of rejection is job number one. Secondly, set your sights on immediate learning, not selling. You know cold calling can’t be mastered overnight so, set a goal to learn something from each call. Third, don’t waste anyone’s time including you own you have the burden to build your targeted list of people to contact so you are not wasting your time on every call; figuring out whether you can help that person who answered the phone. You will find fewer rejections if you target who reach out to. Make sure you are targeting businesses that you know you can help. Fourth, know what you are going to say and say it as if you were an actor not a robot. Remember, cold calling is a performance so get into a zone just like an actor does. Cold calling is effective if you execute the following practices: 1. Make rejection fun in place of being feared. 2. Practice, Practice, Practice. 3. Have a great :30 second elevator speech. 4. Prepare great questions and rebuttals. Cold calling is like any other skill it takes both time and effort to master. Should any of those prospects call you make sure you have a custom on hold messages that not only engages the caller but also connects with them on an emotional level as well as carrying both your marketing and branding message forward. HoldMasters has been helping business all across the nation with custom on hold messages since 1987. Let HoldMasters help you when your business is on the line.

8/20/2018 Anchoring for Success
Anchoring for Success Anchoring, this phenomenon was first noticed by an American doctor (Dr. Bill Twitmeyer) and popularised by the work of Dr. Ivan Pavlov (does that name ring a bell?). Pavlov’s famous work was to give a dog some food and simultaneously ring a bell. After doing this for a while whenever the bell was rung, even if no food was present, the dog would salivate. This is often referred to as Stimulus – Response. It was not until the late 70’s that Richard Bandler and John Grinder noticed that humans behave the same way. So, whenever you experience an intense emotional state it is almost certain that your mind will link something else in your environment to that feeling. In case you doubt this think back to your high school year book and look at those photos, perhaps your memory takes you back and you feel good or bad depending on the specific memory you’re experiencing. Think about a old song or film; perhaps it triggers a memory of some special time. These are called ANCHORS. The power of Anchors lies in the fact that we can engineer Anchors intentionally. Whenever someone is experiencing a strong emotion or state it is likely that they will link anything unique in their environment to that experience; and there are many things that can create an anchor. For example, a certain smell, sound sight, taste, or touch can create that anchor. So, in selling your product or service, how can this be useful? When you are having your conversation with your client or prospect always be aware of what creates an emotional response and keeping that emotion alive you just might rub you chin then, change the subject and talk about something with no emotional content. How useful would it be to be able to control the emotional state of your client? You can also anchor someone to a feeling using your voice tone. I had a number of clients where our meetings almost invariably started with chatting about the weekend. I would always sit in the same chair opposite them at their desk. If they had a really good weekend I would talk in a certain tone and place my left hand on a certain spot on their desk. Conversely, if they had a lousy weekend I would talk in a different tone and place by right arm on the arm of the chair I was sitting in. Then I’d change the conversation to business. When the client and I discussed our opposition products I’d talk in the tone I’d anchored to their bad weekend while I sat with my right arm on the arm of the chair. However, when they spoke about the products I was selling I’d put my left hand on the appropriate spot on their desk and talk in the tone I had associated to their good weekend. A salesman friend of mine always took cake or donuts with him when he went to visit his biggest customer. How do you think most people in that office felt as they saw him coming up the path to reception? He was anchoring good feelings to himself, wasn’t he? You can even have anchoring work for you on your phone through the words you use, and your pace of speaking. Should your client or prospect call you and be placed on hold, a custom on hold message can create the anchor to keep that caller in that positive emotional state. With this message you can both cross sell and up sell while keeping both your marketing and branding message alive. Since 1987 HoldMasters has been creating custom message for all kinds of business all over the nation. Let HoldMasters help you when your business is on the line.

8/18/2018 Inbound vs. Outbound Marketing
Inbound vs. Outbound Marketing is today’s blog. With Outbound marketing you are reaching out to the community of your potential prospects to get them to notice you, to call you. Outbound marketing is seen as more traditional – it includes fliers, email lists, direct mail, telemarketing, radio and television and social media. Although these techniques are familiar they do have their drawbacks. Some consumers are put-off seeing them as invasive even pushy. Add the fact they can be expensive and there isn’t any surety that your endeavors will even be seen or heard by those you’ve targeted. Reports tell us that 44 percent of direct mail is thrown directly into the garbage without ever being looked at. About 91% of email users surveyed have unsubscribed from company mailing lists – lists, they had previously opted into. And 84 percent of 25-34 year-olds have moved away from websites due to advertising they see as extraneous or intrusive. If that is discouraging cheer up because Inbound marketing works and cost less on average, $62 per lead less, then Outbound marketing. Your ‘Hold Button’ on your phone is a great source for Inbound marketing. Some 20% of consumers made a purchase based on effective on hold messages. Remember, 70% of all incoming calls are placed On-Hold and that caller is captive to your On-Hold message, which is always on, waiting to be heard. There’s no question that inbound marketing in the form of on hold messages works. So, take a quick peek at your advertising budget to see what you could cut back on or eliminate in order to take advantage of proven results. When you realize the power of on hold advertising against whatever you’re eliminating, you’ll quickly notice that an inbound marketing message is worth the marketing spot you’re sacrificing, as a matter of fact, chance are on hold advertising for a year is less costly than one week’s worth of radio. Since 1987 HoldMasters has been helping businesses in Orlando and around the nation increase their bottom line. Let HoldMasters help you when your business is on the line.

8/17/2018 The Power Of Choice
The power of choice is with everyone always. Too often we don’t recognize the fact that we can choose how we feel about any situation. The key is to see, whatever the situation is, exactly as it is, not worse than it is. When you do this, you gain power. A negative situation could put you in a negative state or, you can change your state by asking yourself the question; what can I learn from this? For most people learning is a positive experience consequently a change of state. Now, with your state change, you have the ability to alter the situation by taking massive action. If that action doesn’t work, take different action and keep taking action until you solve the challenge and acquire the result you want. It’s the same story with every facet of a business from top management to rookie employee everyone must become the CEO of themselves and maintain a peak state to enable themselves to contribute the maximum of their ability. Just think, if every employee did that, how well would the business run? One area where you can automate is with the HOLD button on your phone. By having a custom On-Hold message you are able to keep the engagement with your clients and the emotional connection while continuing both your marketing and branding. Since 1987 HoldMasters has been creating custom on hold messages to every kind of business all around the country. Let HoldMasters help you when your business is on the line.

8/16/2018 Prepare For Success
You must prepare for success, it just doesn’t happen spontaneously. Farmers till the soil in the summer, plant in the fall followed by caring for the intended crop over the winter and in most cases, see their results in the spring. Those of us in business must learn from the farmer if we want our business to manifest fruit. In some cases, the entrepreneur doesn’t have to wait months to reap his or her rewards, however, the preparation is similar. Planning for success (goals) and seeing each step-in advance (mini goals) most often leads to the brass ring. Remember, if you don’t know where you’re going, how will you know when get there? This process is not only true for the business person, it holds true for every member of the team from top to bottom and especially for the sales team. Every team member has a job in the success wheel, some of those jobs may be automated and some must have the human touch. Almost every touch a business has with a client or prospect needs that human touch. One area where you can automate is with the HOLD button on your phone. There you have the opportunity of engaging, to a captive listener, your marketing and branding strategy through On-Hold advertising. This tool is both cost effective and efficient in communicating your company’s philosophy. Since 1987 HoldMasters has been creating custom on hold messages to every kind of business all around the country. Let HoldMasters help you when your business is on the line.

8/15/2018 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. It is estimated that we have between 50,000 to 70,000 thoughts per day. 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 which 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 creating custom on hold messages to every kind of business all around the country. Let HoldMasters help you when your business is on the line.

8/14/2018 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 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 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. While you are engaging that caller you are also sharing your vision along with your marketing and branding message. Let HoldMasters help you when your business is on the line.

8/13/2018 The Magic of Positive Thought
Abraham Lincoln once said, ”Most folks are about as happy as they want to be.” Was he implying that, when it comes to our happiness, we actually have a choice? Apparently, yes. Research abounds on the impact of positive and negative thinking on ourselves and others, and the fact that we have the potential to transform ourselves by changing our habits of mind. For years, it was thought that the brain was fixed and immutable, that we were stuck with what we were born with in terms of our hardware and its abilities. Then came research to show we were wrong, including Sharon Begley’s book Train Your Mind, Change Your Brain, which offered ground-breaking documentation to support the idea that we can even change our brains by changing our thoughts and, the results are staggering. Did you know on average most human beings have anywhere from 50,000 to 70,00 thoughts a day? That’s about 50 per minute or just under one per second and the scary part is that 80% of them are negative and 95% are repetitive; talk about creatures of habit. FYI, negative thought are mostly draining. Thoughts containing words like “never,” “should,” and “can’t,” complaints, whining or thoughts that diminish our own or another’s sense of self-worth deplete the body by producing corresponding chemicals that weaken the physiology. No wonder we’re exhausted at the end of the day! The good news is, if you can recognize a negative or limiting thought or belief, you can willfully elect to change it. Instead of saying, “I can’t meet this deadline,” say to yourself, “I don’t know how I’m going to meet this deadline, but I know I can if I give it enough thought.” The chemicals produced by the body as a response to this kind of thought are more likely to support you in fulfilling your goal. Remember it takes 21 days to create a new habit so start today of choosing positive thinking and make those 50K to 70K work for you, it’s your choice and you have nothing to lose and a lot to gain. Keeping those positive thoughts flowing within you is paramount and just as important sharing positive thoughts with others every chance you get. One way to do it is with the HOLD button on your telephone. When people call your business, and are placed on hold (according to AT&T 70% of all incoming calls are placed on hold), you have the ideal opportunity to share positive thoughts about you and your product or service. These messages give you the opening to share both your marketing and branding message while engaging the caller. Since 1987 HoldMasters has been creating on hold messages for every kind of business all across the country. Let HoldMasters help you when your business is on the line.

8/10/2018 Accepting Specialization
We are all, or should be, experts in our field. Most people I know specialize within their fields. We accept the specialization in the professions (medical, law, accounting) however too often people think they are expert in fields afar from their own fields of proficiency. Many decision makers do not use the services of professionals in marketing and branding thinking they know what to do. Using a professional in fields, other than your own field, in the long run is prudent and saves you both dollars and time, two commodities that are precious. Another way to save dollars and time is by having information on your incoming telephone’s On-Hold feature. Usually an On-Hold message answers many of the FAQ’s while informing the callers of additional products and services offered giving you the ability to both up sell and cross sell your products or service. Whether you are a home based business or a Fortune 500 company HoldMasters can help your business secure that 2½% to 5% increase in sales that AT&T research tells us that a businesses with On-Hold promotions realizes. Since 1987 HoldMasters has been creating on hold messages for every kind of business all across the country. Let HoldMasters help you when your business is on the line.

8/09/2018 Competition Is Pushing You
In the business world, regardless of your business, competition is always pushing you. You, the businessperson, have invested your time and money getting into your business. Once established, you still spend time and money marketing and branding it. You are asking people to trust you by doing commerce with you. You are asking them to call your business or come in through the doors. I know you would never ignore someone that enters your business then why ignore someone that calls your business? Having silence On-Hold not only is ignoring the caller, it’s also ignoring your own business. Chances are within thirty seconds that caller is gone and may never call back (statistic from AT&T). If that caller On-Hold is listening to a radio station, if they don’t like the music it’s torture, or worst yet they might be listening to a string of commercials, maybe even your competitions. A custom produce On-Hold Message from HoldMasters not only keeps the caller holding on it also informs as well as entertains them. AT&T research tells us that a business with an On-Hold message averages a 2½% to 5% increase in sales. Since 1987 HoldMasters has been creating on hold messages for every kind of business all across the country. Let HoldMasters help you when your business is on the line.

8/08/2018 Advertising Information
The age-old question: "If I spend this much money on advertising, what can I expect to see as a result?" A few years ago, a team from the Wharton School of Business at the University of Pennsylvania in Philadelphia set out to establish the definitive answer to that very question. They spent over a million dollars over seven years and created a report that covered over 2,500 pages and came up with just three conclusions. First, there is no direct link between dollars invested and outcomes gained. In other words, how much you invest in advertising and what you can envisage to see in return are not directly interconnected by any kind of mathematical equation. Second, outcomes are indistinguishably allied to the message. Two advertisers invest the same amount of money reaching the same target audience. One succeeds brilliantly and buys the mansion on the hilltop. The other fails miserably, receiving no response whatsoever. The difference between these two was in the message of their ads. Third, the effects of advertising grow with repetition. When you've create a message that generates positive results, and you present that message time and again, your success in year two will be approximately twice the growth of year one. Growth in year three will be approximately triple the growth of year one, this growth is measured in dollars, not percentages. But following year three, anything can happen. Your business can grow exponentially, or it can flatten out as though hitting an invisible glass ceiling. The difference is in the clients, not in the ads. According to AT&T research, a business that uses their On-Hold feature of their telephone to advertise either their product or service shows between 2 ½ to 5% increase in sales. Since 1987 HoldMasters has been creating on hold messages for every kind of business all across the country. Let HoldMasters help you when your business is on the line.

8/07/2018 Marketing, Advertising, Branding
Too often a business person confuses marketing, advertising and branding; he or she thinks of them as one, and they are not. To be successful you must do all three and know the difference. Marketing is what you do. It’s the message your business gives to others. It’s how you explain your business to others as you describe your company’s advantages, characteristics and most important, your value. It’s how you want others to position and evaluate your business throughout the day. Advertising, on the other hand, is the message you are sending out to the public on a continuous basis. Advertising is a long term proposition that is directed to a very specific strategy. Branding is simply who you are. It is how others perceive you. Branding is the happiness and value proposition people put on you and your company. If marketing is what you do, branding is who you are. You must take the time to understand the difference between marketing, advertising and branding. Doing so will help you to speak more competently about your business and tactic, and help you avoid looking uninformed or inexperienced. One way to continue all three is with a custom On-Hold message from HoldMasters, the On-Hold message company. Since 1987 HoldMasters has been creating on hold messages for every kind of business all across the country. Let HoldMasters help you when your business is on the line.

8/06/2018 Story Telling
Story telling for a salesperson is an important skill that can be learned. You will be able to win over many prospects with the ability to tell stories. Story telling can lighten up a business meeting as well as breaking the ice in any environment, whether business or social. The following are some general thoughts, in no particular order, because each situation and story deserves individual attention. When telling a story always use descriptive terms that appeal to the five senses to draw a better picture for your audience (sight, sound, smell, taste, feel). Everyone process information through their senses and these senses connect to the person emotionally. Remember, facts tell and emotions sell. Get your audience involved in the story by using voice dynamics (tonality), hand gestures, and facial cues, the idea is to make your audience visualize that they are in the situation of the story. Always pace the story in accordance with the pace of your audience, that is, if your audience is relaxed, then the delivery can afford to be slower. If your audience is hurried, or moving, or has a shorter attention span, speed up the delivery. Try to relate to your audience by making eye contact with audience members, show them you care about them getting it and they'll be more attentive I suggest a casual entrance into a story (or a joke) is best. You might begin with "...so 
I was walking..." or "...I heard about this woman..." or "...there was this 
guy. My experience tells me that if you say, "Did you hear about..."or "Let me tell you a good one I heard..." makes most
people kind of uncomfortable because now they feel they have to listen. 
The more casual approach lets the listeners draw themselves into the story. Like anything worth doing, it is worth doing well. Thus, practice is the key. Practice with your spouse, friend, or anyone who will put up with your new attempts at story telling Even use a recorder in order to listen to yourself and hear how you sound. Gauge their feedback (and your own) and compensate for it the next time you tell the story. By using the story technique, you have created an emotional bond with the prospect and you should never break it. Even when they call you, you can keep that emotional bond alive with a custom on hold message that not only engages the caller, it also keeps both your bonding and marketing message active as well. Since 1987 HoldMasters has been creating on hold messages for every kind of business all across the country. Let HoldMasters help you when your business is on the line.

8/03/2018 Don’t Pursue Success, Attract It
I believe you don’t pursue success you attract it. Success leave clues and once you have those clues and you own them and incorporate them into your life, you will be attracting success. There are four Laws of the mind come into play: 1. Once your mind fixes on an idea that idea tends to be realizes. 2. Where there is an element of doubt, the harder one tries, the less they are able, and doubt wins out.3. When the battle is between the conscious mind and the subconscious mind, the subconscious always wins.4. A dominant emotion subdues a weaker one. Focus must be a key ingredient. Focus is about finding simplicity in this ‘Age of Distraction’. It’s about finding the focus you need to create, to work on what’s important, to reflect, to find peace. By having focus in your life, you develop a simple system for getting things done. Your ability to focus will allow you to create in ways that perhaps you haven’t in years. It’ll allow you to slow down and find peace of mind. It’ll allow you to simplify and focus on less, on the essential things, the things that matter most. I would suggest one thing to focus on is how people who call your business are treated over the phone. If they are placed on a brief hold (and AT&T tells us that 70% of all incoming calls are placed On-Hold) how are they treated? Are they treated to information about you and your business or are they treated to a radio, electronic music, beeps or silence? Since 1987 HoldMasters has been creating on hold messages for every kind of business all across the country. Let HoldMasters help you when your business is on the line.

8/02/2018 Rituals Become Habits
Creating habits for success starts with your daily rituals, and we all have them. Take a moment and think about your rituals from the time the alarm wakes you to when you find your pillow at the end of the day. Those rituals define you and guide you on your path to either success or struggle. Rituals become habits and we are the product of our habits. So, the question is; are your habits helping you or stopping you? If the later create new rituals in order to initiate new habits. Do something new for twenty-one days and you have a new habit. See if it helps change your direction if not, do something else. Remember, you are in charge of you. You are not a tree, you can move, you can change. One habit that everyone in business must develop is the habit of engaging the client to keep that emotional connection alive with every touch you have with that client; and there are many ways of doing this. One idea might be a monthly newsletter where you share facts and tell stories. Another way is using your HOLD button on your phone with a custom On-Hold message by HoldMasters, the On-Hold message company, Since 1987 HoldMasters has been creating on hold messages for every kind of business all across the country. Let HoldMasters help you when your business is on the line.

8/01/2018 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 of 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 match 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 have a message that reflects your marketing and branding message. One that engages the listener and keeps the emotional connection alive. Since 1987 HoldMasters has been creating on hold messages for every kind of business all across the country. Let HoldMasters help you when your business is on the line.

1/01/1970 Happy Birthday America
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 of 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. Happy Birthday America.

7/31/2018 Emotions, The Key To Success
Do you remember where you were on 9/11? Why do you remember? Could it be you are emotionally connected to that date? What is your emotional connection to 9/10? Dale Carnegie said, “When dealing with people, remember you are not dealing with creatures of logic, but creatures of emotion.” Influencing others about ideas, products or services seldom works with logic and always works with emotion. Emotion is the engine that moves people into creating the outcomes they want. Plato said, “Human behavior flows from three main sources: desire, emotion, and knowledge.” I believe that knowing (knowledge) and wanting (desire) doesn’t move the needle until the emotional component steps in. Remember, facts tell, emotions sell. If you are in business, offering products or services to others, once you tap into the prospects emotional field your chance of success blooms. One rule that I believe is paramount is never break that emotional connection. If you do, you could lose that client. Every touch you have with that client must keep that passionate connection alive. Creating that type of connection starts with the culture created by the owner(s) and moves down the line from upper management, to mid management, to worker bees, sales, bookkeeping, janitorial, and phone operators or receptionist. One area that is easy to handle, that is both effective and efficient, when incoming calls are being placed On-Hold, is having a custom On-Hold message. It keeps the emotional connect alive. It also affords you the opportunity to up sell and cross sell current clients. Since 1987 HoldMasters has been creating on hold messages for every kind of business all across the country. Let HoldMasters help you when your business is on the line.

7/30/2018 Why Create Value
Why creating value in the sales process is an overriding must. All too often salespeople act like 'walking, talking brochures' into the sales call and simply regurgitating product information is all that is needed to make a sale; wrong. Remember, 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 problems, their pain and solving that is what creates value for them. The underlying goal of every sales call must be to create value for customers by understanding the problems (or challenges, opportunities and objectives) confronting them. Customer problems, or pain, shows itself in many different ways. In essence, a problem is simply nothing more than the difference between what a prospect is facing or realizing now (their present situation) and what they need or want, that is what they'd like to accomplish. The gap between the two is the problem or the pain, and it becomes the salesperson’s opportunity to generate value; the scale and nature of the gap will usually determine how much urgency the customer feels to act on it. Our sales test is to understand that gap, and develop solutions through our products or services that help the customer solve the problem and alleviate the pain and satisfy their desires. The best way I know of to find that pain is by asking questions. The way you generate quality questions is by understanding the business and industry you are calling on. And the way to understand that is by doing some research on the industry in general and that company specifically. Creating value not only transforms sales effectiveness, it also provides insulation from price pressure. You are able to continue creating value even when someone has called your company and is placed on hold by having a custom infomercial on your phone system. These messages give you the opportunity to engage the caller while supporting both your marketing and branding message allowing you to both up sell and cross sell your product or service. Since 1987 HoldMasters has been creating on hold messages for every kind of business all across the country. Let HoldMasters help you when your business is on the line.

7/27/2018 The 94% vs. 6% Conundrum
Why is it that most businesses will spend 94% of their marketing budget to get the phone to ring and only around 6% when it does? Do they feel that once that incoming call rings there is zero reason to spend any budget? They’re wrong. You’ve spent money on creating a desire for your product or service. That was part of your marketing dollars. If you are a savvy marketer, you also spent some of that budget on creating your brand. Now the phone rings and how you treat your callers, your potential customers or current clients, can make all the difference in the world. With the knowledge, according to AT&T, that 70% of all callers are placed On-Hold, it is essential that they are treated with respect and equally essential that you carry both your marketing and branding message forward. When placed On-Hold you can create an On-Hold message that both carries your advertising and your branding message at a very nominal cost. These On-Hold messages works 24/7 never taking a vacation or sick days. It’s has all the information that you would want everyone who calls your company to know while keeping your brand alive. It prevents that emotional disconnect that silence or a radio station offers. The proof of that is companies with On-Hold messages, usually see a 2 1/2% to 5% increase in sales (AT&T research). Since 1987 HoldMasters has been helping businesses increase sales on average 2 1/2% to 5% around the country. Let HoldMasters help when your business is on the line.

7/26/2018 Facts Tell Emotions Sell
If you want to make more sales learn how to get that prospect emotionally involved with your product or service. Remember that “Facts tell and Emotions Sell” is more true today that at any time in the past. In the past, your better widget would sell based on facts. What has happened is that the competition now has copied and even improved on your widget. However, if you get that prospect emotionally involved, your widget will be the one chosen. As an example I haven’t seen lines waiting to buy the new Samsung, but what about the i-Phone? Over the years, Apple has created an emotional attachment to their phones and tablets and people just want them, however, that isn’t true for their computers. The question is then how can you keep that emotional attachment going for your product or service? One way is via the telephone. When someone calls in, there is a s 70% chance they will be placed On-Hold (according to AT&T research), and through your On-Hold message you can keep that emotional connection. If you have nothing but silence, there’s a 60% chance they will abandon the call within thirty seconds (again AT&T research), with a radio playing music maybe ninety seconds. But with an On-Hold message they will stay on the line for four or more minutes. Since 1987 HoldMasters has been helping businesses increase sales on average 2 1/2% to 5% around the country. Let HoldMasters help when your business is on the line.

7/25/2018 Decision Time
Everyone makes decisions. Some are major, others are minor; but we all make them every day. When making a pronouncement the questions we must ask ourselves; What does this decision mean? What outcome(s) am I looking for? What are the steps required to accomplish this result? What resources do I need? Once you’ve answered those questions you are set to make and take an action plan that you will follow. I would strongly suggest that all goals and plans be in writing, and, that those involved review those plans daily. When people see progress, even small achievements, it adds more energy to the plan. One decision every business should make is to have a custom cost effective and efficient On-Hold message for their phone system. The reasons are: 1. It keeps the emotional connection alive with your clients and prospects as well as your marketing and brand message. 2. It up sells and cross sells current clients. 3. According to AT&T research a business with an On-Hold message shows a 2 ½ to 5 % increase in business on average. 4. It prevents call abandonment. 5. It’s just good common courtesy thank your callers and keep them informed of your business as opposed to some form of music, beeps or silence. Since 1987 HoldMasters has been helping businesses increase sales on average 2 1/2% to 5% around the country. Let HoldMasters help when your business is on the line.

7/24/2018 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 is called par; in sales the standards are set by the salesperson or sales manager, and are called budgets. 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 effect and efficient actions is 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 businesses increase sales on average 2 1/2% to 5% around the country. Let HoldMasters help when your business is on the line.

7/23/2018 Selling That 800 Pound Gorilla
Selling That 800 Pound Gorilla When selling a product or service there is always that 800 pound gorilla that you’d like to land and, for some reason, you don’t even try. Why not? All they can say is, ”No”. Almost every industry has an 800-lb. gorilla--an intimidating corporation with a large international customer base, leverage over suppliers, powerful staff strength, and a deafening roar. It can seem impossible to compete, and suicide for a small business to try it. If you think about it, there is really very little to lose when you set your sights on your industry gorilla. You want to be the best in your industry, right? What is it going to take? Build your company and your reputation into one that can credibly compete against the largest incumbent. Going up against the gorilla is just a natural step in your growth, and remember losing is not the end of the world. You will probably earn admiration in your industry just for trying, and other customers and prospects will take notice. When you win, even once in a while, your employees and co-workers will be energized, your competitors will respect you, and your company will never be the same." Go for the whole enchilada and move in ways a gorilla can’t. A small thing you can do, for example, is to show you are very responsive, give clients and prospects your mobile phone number. It will also show how aligned you are with their mission, and that you would address issues immediately. It also shows that you and your company can move faster than the gorilla in many ways, with less bureaucracy and better customer service. Use that to your advantage. Often the gorilla has some negative emotions with the present vendor, some real pain. Even if they are the largest player in your industry, they are going to suffer from complacency and inefficiency. Those are the easiest to go up against because you can show how you can do better. Your confidence matters a great deal to your employees and co-workers. If you give every indication that you personally believe, that you expect to beat the 800 pound gorilla, then everyone will feed off that energy and do the impossible with you. Show them that you are putting into place the people, processes, and products required to compete with the best in your industry. Reinforce that you have the better value proposition. And, just aim at one spot. You may not be able to compete for all of the fruit in the tree, but you can take enough to feed yourself. This doesn’t mean you stop going after the low hanging fruit, the smaller customer is still your bread and butter. Look and sound like you deserve the gorilla’s business. Create professional looking and sounding audio and visual tools. A visual tool might be your web site; don’t cheap out on it. A cost efficient and effective audio tool is an on hold message for your phone system. They engage your callers with both your marketing and branding message plus they have the ability to up sell and cross sell present clients. Since 1987 HoldMasters has been helping businesses increase sales on average 2 1/2% to 5% around the country. Let HoldMasters help when your business is on the line.

7/20/2018 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 pain 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 that continues both your marketing and branding story. 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 businesses increase sales on average 2 1/2% to 5% around the country. Let HoldMasters help when your business is on the line.

7/19/2018 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 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 listener. 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 businesses increase sales on average 2 1/2% to 5% around the country. Let HoldMasters help when your business is on the line.

7/18/2018 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 businesses increase sales on average 2 1/2% to 5% around the country. Let HoldMasters help when your business is on the line.

7/17/2018 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 businesses increase sales on average 2 1/2% to 5% around the country. Let HoldMasters help when your business is on the line.

7/17/2018 Limiting Beliefs Your Life
What are your limiting beliefs? Are they holding you back from reaching your goals and dreams? Limiting beliefs are poison, success-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 businesses increase sales on average 2 1/2% to 5% around the country. Let HoldMasters help when your business is on the line.

7/16/2018 Change Your Story, Change Your Life
Change your story, change your life. Your story suggests your personal philosophy and psychology. Those voice in your head, and we all have them, is called thinking, suggesting to us the reasons we travel the road to our goal or live on detour highway. One thing I know for sure, we as human beings don’t just live on instinct alone. We are not like the goose who must fly south in the winter, we have the ability to choose which direction we want to fly. If we don’t like where we are, we can move; we are not trees. Remember, your past does not predict your future. When you drive down your path you must look forward; just think what would happen if you drove your car by looking at the rear-view mirror? Become resourceful, and see and use all the resources available. Know what you want and create a plan that gets you to your goal. Have mini goals so you will see progress along the way. It’s been said that, “Progress is the key to happiness”. I believe we all want to grow both personally and professionally and the story we tell ourselves, and others, is either freeing us or constraining us. One piece of philosophy that works is the giving unto others of yourself. This becomes your personal brand. Your brand tells the world who you are as a person and as a business. 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 businesses increase sales on average 2 1/2% to 5% around the country. Let HoldMasters help when your business is on the line.

7/13/2018 Innovation and Marketing
When you think about business it’s all about innovation and marketing. By innovation I mean doing more for others then yourselves. If you are innovating you are looking to make lives better. A suggestion is don’t fall in love with your business, fall in love with your customers or clients. Add more value even in your marketing. Satisfied customers sometimes go away, raving fans stay. Remember, people don’t buy products, they buy emotions. If you do what everyone else does and do it better you have an advantage, if you do what no one else does you have a huge advantage. To add more value, you need: Involvement, Engagement, Commitment, Passion, Enthusiasm, Focused Effort, and Energy to serve your clients, your employees and your community. You can’t move people unless you are moved, you can’t touch people unless you are touched. Remember, communication is the response you get. The quality of your life is directly connected to the quality of your communication. Remember, nothing in life has any meaning except the meaning you give it. The label we put on our experiences become our experiences. It’s not the event, it’s what we do with it. It’s the meaning you associate (assign to it) determines how you feel and what you do. Whatever you look for you will find. Focus on what you want and you’ll get more of it, and focus on what you fear and you’ll get more of it. One area of communication that can work either for or against you is your telephone. When used properly, in business, can add to your bottom line. When speaking with a prospect or client your tonality plays a very important role as well as your pace of speech and the words you use. Another area where your phone can make an enormous difference is when someone calls you and is placed on hold. Nobody likes to be placed on hold so how they are treated while holding can help keep that emotional connection buzzing. By having a custom message on hold, according to AT&T, you should see a 2 ½% to 5% increase in sales. Since 1987 HoldMasters has been helping businesses around the country increase sales. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

7/12/2018 Focus
Focus must be the center of interest or activity. Successful people maintain a positive focus in life no matter what is going on around them. They stay focused on their past successes rather than their past failures, and on the next action steps they need to take to get them closer to the fulfillment of their goals rather than all the other distractions that life presents to them. Focus is on the journey, not the destination. Joy is found not in finishing an activity, but, in doing it. Focus is about finding simplicity in this ‘Age of Distraction’. It’s about finding the focus you need to create, to work on what’s important, to reflect, to find peace, By having focus in your life, you develop a simple system for getting things done. Your ability to focus will allow you to create in ways that perhaps you haven’t in years. It’ll allow you to slow down and find peace of mind. It’ll allow you to simplify and focus on less — on the essential things, the things that matter most. Focusing on the LITTLE THINGS will make you more effective and efficient. Failure isn’t one event, it’s a combination of little events that you weren’t focused on nor is success one event, it’s the sum of many little events that you put your focus on. One little thing that is both effective and efficient is using the hold button on your phone to engage callers while they are waiting to speak to you. This is done with a custom on hold message that continues both your marketing and branding message and enables you to up sell and cross sell your product or service. Since 1987 HoldMasters has been helping businesses around the country increase sales on average 2 1/2% to 5% (AT&T statistic). It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

7/11/2018 Leadership
Leadership is everybody's business. It is for men, women and children. It is for families, business and communities. It is for you. It’s how you lead yourself. We must influence or lead ourselves without formal authority. Everyone possess the capacity for leadership, and I’d like to encourage you to develop the leader in you — to become an active participant in shaping your future and the future of others. When you lead yourself, you attract others to you, hence, you attract success you don’t pursue it. Leaders (and we all are leaders) know the past does not equal the future. The past is, or should be, lessons learned. As leaders of ourselves or others, we must learn to work on the emotional level for with the right emotional connection we can get through to others and ourselves. Remember, “FACTS TELL, EMOTIONS SELL”. LEADERSHIP is that ‘Invisible Must’ that’s an inside job of you being your own leader. You must become the person who gets what you want and know that you can achieve whatever you want. John Quincy Adams said, “If your actions inspire others to dream more, learn more, do more and become more, you are a leader.” It is said, that Management is doing things right; leadership is doing the right things. A leader gets results from maximizing resources. Resources aren’t the problem, resourcefulness is. Emotion is the ultimate resource things like creativity, commitment, determination, certainty, flexibility, compassion is. One resource that gets results is having an on-hold message on your phone in order to keep your callers engaged while continuing both your marketing and branding message. Since 1987 HoldMasters has been helping businesses around the country increase sales on average 2 1/2% to 5% (AT&T statistic). It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

7/10/2018 Up Your Standards
Look at your physical self, it’s a reflection of your standards. If you are in shape, and round is a shape, it is a result of your rituals and rituals become habits. You don’t get results without taking some kind of action. A ritual is something you do consistently. Rituals create momentum, they define us, they become habits which in turn become standards It’s the little things, these rituals, that creates the road to success. Mark Twain once said, "Eat a live frog first thing in the morning, and nothing worse will happen to you the rest of the day." "Eating a frog" is the greatest antidote to procrastination, and the most productive people know the importance of biting into this delicacy first thing in the morning. In other words, spend your morning on something that requires a high level of concentration that you don't want to do, and you'll get it done in short order. Make a habit of eating three frogs before you check your email, because email is a major distraction that enables procrastination and wastes precious mental energy. Let’s not even bring up Facebook. Rituals are what you do every day (do your exercise OR do you stop at Donkin’ Donuts). To be successful you must have successful rituals. Rituals become habits; what are your rituals? Do something every day, for 21 days, and make a new habit. Choose Habits that help you win. If you have a Vision that is not backed up with rituals, you are wasting your time. Remember, it’s not what we get that makes us happy, it’s who we become by seeing those Visions become a reality. One habit that will pay dividends is using your phone in a proactive manner both for prospecting for new business and how you handle incoming calls. One cost effective and efficient way to get dividends from incoming calls is with a custom on hold message. Since 1987 HoldMasters has been helping businesses around the country increase sales on average 2 1/2% to 5% (AT&T statistic). It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

7/09/2018 Progress, The Key To Happiness
Many of us see The New year, January ONE, as fresh start and a chance to make progress in the New Year; progress can start anytime, like right now. I’ve discovered, from reading many books and going to many seminars that progress is the key to happiness and we all want to be happy. Getting things might excite you for the moment but progressing toward your goals whether personal or professional, will make you happy and fulfilled. Lasting happiness comes from growing not just getting. Some people resolve to change in the New Year, don’t worry, change is automatic you don’t have to work on it; progress is not. If you want lasting change you first must have a vision of what you really want, not what you’re not going to get. This vision must be compelling, of what you are going to create, something that really excites you, it must be something that pulls you, not something that you need to push yourself to do. Push requires will power and will power never lasts. Discover your reasons for this change and these reasons will pull you toward the goal or goals. Reasons can be positive or negative; if I don’t do this, this is what I’m going to get or if I do, do this, this is what I’m going to get. Reasons come first, answers come second. Review these reasons every day. In order to make this or these visions a reality remember these three words, “Raise Your Standards”. Make your “Should” list into a “Must” list. When you do this something within us changes. Treat all the people you do business with as you would like to be treated from the first hello, to when you deliver your product or service, to when you call them or they call you. Should they call you having a custom on hold message not only keeps them engaged, it also continues both your marketing (what you do) and branding (who you are) and it affords you the opportunity to up sell and cross sell your product or service. Since 1987 HoldMasters has been helping businesses around the country increase sales on average 2 1/2% to 5% (AT&T statistic). It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

7/06/2018 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 Fortune 500 companies as well as home based business around the nation increase their bottom line. Let HoldMasters help you when your business is on the line.

7/05/2018 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 keep 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 On-Hold advertising. It helps 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 can up-sell and cross sell present clients and reassure prospects they are making the right choice. Since 1987 HoldMasters has been helping businesses increase sales on average 2 1/2% to 5% around the country (AT&T statistic). It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

7/03/2018 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 bonding (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 businesses increase sales on average 2 1/2% to 5% around the country (AT&T statistic). Let HoldMasters help you when your business is on the line.

7/02/2018 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 businesses increase sales on average 2 1/2% to 5% around the country. Let HoldMasters help you when your business is on the line.

6/29/2018 : Focus On Your Altitude
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 21/2% to 5% with a 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.

6/28/2018 Confidence Builds Success
How high is your confidence level? To reach that next level of success, you must have confidence; not only in yourself and also in the product or service you offer. Confidence in your product or service stems from your passion and your passion is a powerful tool that is felt by those around you. Your confidence stems from your belief in your product or service and that belief builds trust and remember trust is not visible it must be felt. Once you build that trust bond, a sale for your product or service is almost automatic. Your passion will be sensed by the buyer and the circle of belief to passion to confidence continues. You can extend that circle with your Hold button on your phone. By having a custom On-Hold message that echoes your belief and passion along with your marketing and branding message helps keep the emotional connection and 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 makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

6/27/2018 Why Have Bad Habits
You are the sum of your habits. When you allow bad habits to take over, they dramatically impede your path to success. The challenge is bad habits are insidious, creeping up on you slowly until you don’t even notice the damage they’re causing. Breaking a bad habit requires you to make a decision. I have never met a person who has never eliminated a bad habit. So, in order to make that change now, remember how you did it in the past and replicate that process. Habits, good and bad ones, stem from rituals therefore, change your rituals for just seven days, and you’ve built the foundation of a new habit. Habits are there to propel you toward your success in life as well as business. Breaking bad habits requires self-control. Research tells us that it is worth the effort. Self-control is like a muscle, to build it you must exercise it. Warren Buffett said, “Chains of habit are too light to be felt until they are too heavy to be broken.” Since everyone sells something, ideas, products or services, developing strong good habits will do more to engage and inspire others and attract that success you seek. A good habit to develop is telephone courtesy. When people call, you match and mirror their tonality listen to the words they use and use them back in the conversation. Should you have to put them On-Hold, make sure you have a custom On-Hold message that keeps that engagement alive and vibrant. 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.

6/26/2018 The Emotional 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 businesses increase sales on average 21/2% to 5% around the country. Let HoldMasters help you when your business is on the line.

6/25/2018 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 businesses increase sales on average 21/2% to 5% around the country. Let HoldMasters help you when your business is on the line.

6/22/2018 How To Be A Great Salesperson
It is said, “Great salespeople are literally the engine of every economy in the world.” And remember, everyone is a salesperson regardless of what you do. So, the question is how does one become a great salesperson? First of all, great salespeople don’t think in the terms of sales but in terms of building a business. Business is built one customer at a time and influencing that last customer into referring you to new prospects. Great salespeople listen more then they speak in order to understand the prospects challenges and finding a solution. Great salespeople under promise and over deliver. They invest their time in people, places and things that have a positive effect on their income. They are always into learning how to do what they do better by reading books, listening to CD’s, getting coaching and taking seminars. They are continually networking and enlarging their circle of influence. Great salespeople never depend on the marketplace or the economy; they depend on their own ability to create commerce. And if you notice, they seem to have a circle of friends as driven as they are. To these people, good enough, is never good enough. They never give up. They are time misers. They are self-starters and are always building their pipeline. They also realize that when prospect or clients call they want to continue with that personalized connection by having an on hold message that trumpets their business by informing and entertaining the callers with both their branding and marketing messages while engaging the caller. Since 1987 HoldMasters has been helping businesses in Orlando and around the nation increase their bottom line. Let HoldMasters help you when your business is on the line.

6/21/2018 Objections The Bane Of All Salespeople
Objections are the bane of all sales situations and how they are handled can make the difference between a sale being made or lost. I would suggest that you bring the objection(s) up before the prospect does because it instills trust and, after all, you are working on becoming a trusted advisor to that prospect. And, since you brought up the objection, you can defuse it as well. I usually take the attitude that an objection is created by a lack of understanding by the prospect therefore by me bringing it up, I afford myself the opportunity of delving deeper into my sales story and eliminate the objection. When I do get an objection, I hear the prospect really saying, “I don’t understand (fill in the blank) tell me more.” Objections are clues to what needs to be said and understood by the prospect. When that prospect or client calls you and is placed on hold, by having a custom cost effective and efficient on hold message can reassure that caller about his or her concerns while carrying both your marketing and branding messages forward. Since 1987 HoldMasters has been helping businesses in Orlando and around the nation increase their bottom line. Let HoldMasters help you when your business is on the line.

6/19/2018 Marketing Plans
What is your marketing plan? Do you have one? If you are a large company chances are it has hundreds of pages, if you are a small mom and pop, maybe six pages in a three ring binder. Either way, you should have a plan and you should look at it at least monthly to track your progress. A good plan should cover one year. Writing the plan is usually much harder than executing it. It’s a good idea to have everyone involved with your business giving input because every part of your business is involved in the implementation. A marketing plan gives everyone involved in your business a common purpose, a rallying point. It’s your map to success sort of a step by step guide on the road to success. Like a football coach with a game plan, this is your game plan for your business. Part of that plan should involve your phone system since many prospects and current clients call you. When that phone rings, how are they handled? If placed on hold how are they treated? If you haven’t thought of an on hold message, think again. Here you have someone that called you and is interested in what you offer as a product or service and now they are on hold, captive to what they hear. Do you want them to hear a radio station, a series of beeps, some music or silence? How about an Infomercial about your business with both your marketing and branding information being disseminated to that caller? Keeping the caller engaged and emotionally connected is job number one for this infomercial, Since 1987 HoldMasters has been helping businesses in Orlando and around the nation increase their bottom line. Let HoldMasters help you when your business is on the line.

6/18/2018 Inbound vs. Outbound Marketing
Inbound vs. Outbound Marketing Inbound vs. Outbound Marketing is today’s blog. With Outbound marketing you are reaching out to the community of your potential prospects to get them to notice you, to call you. Outbound marketing is seen as more traditional – it includes fliers, email lists, direct mail, telemarketing, radio and television and social media. Although these techniques are familiar they do have their drawbacks. Some consumers are put-off seeing them as invasive even pushy. Add the fact they can be expensive and there isn’t any surety that your endeavors will even be seen or heard by those you’ve targeted. Reports tell us that 44 percent of direct mail is thrown directly into the garbage without ever being looked at. About 91% of email users surveyed have unsubscribed from company mailing lists – lists, they had previously opted into. And 84 percent of 25-34 year-olds have moved away from websites due to advertising they see as extraneous or intrusive. If that is discouraging cheer up because Inbound marketing works and cost less on average, $62 per lead less, then Outbound marketing. Your ‘Hold Button’ on your phone is a great source for Inbound marketing. Some 20% of consumers made a purchase based on effective on hold messages. Remember, 70% of all incoming calls are placed On-Hold and that caller is captive to your On-Hold message, which is always on, waiting to be heard. There’s no question that inbound marketing in the form of on hold messages works. So, take a quick peek at your advertising budget to see what you could cut back on or eliminate in order to take advantage of proven results. When you realize the power of on hold advertising against whatever you’re eliminating, you’ll quickly notice that an inbound marketing message is worth the marketing spot you’re sacrificing, as a matter of fact, chance are on hold advertising for a year is less costly than one week’s worth of radio. Since 1987 HoldMasters has been helping businesses in Orlando and around the nation increase their bottom line. Let HoldMasters help you when your business is on the line.

6/15/2018 Opportunity Wants To Happen To You
There is no security on this earth, only opportunity. Opportunity is all around you if you are willing to open your eyes and look. Opportunity wants to happen to you; are you ready? To be ready just be opened for it. Jim Rohm says, “Often, the most extraordinary opportunities are hidden among the seemingly insignificant events of life. If we do not pay attention to these events, we can easily miss the opportunities.” Remember there are 86,400 seconds in a day, no more, no less, so don’t waste one of them. Although people say, “Opportunity Knocks” I believe you have to seek it. Even when opportunity knocks, a man still has to get up off his seat and open the door. Finding opportunity is a job. The opportunities you seek may determine your future. The best way to predict your future is to create it. There is no one to blame for your lack of opportunity, only yourself. You must discipline yourself and create rituals that help you look for those opportunities. Once those rituals become habits note how many opportunities become visible. One opportunity that you can create for your business is On-Hold marketing. Here you have a great opportunity of up selling and cross selling your current clients your product or service to a captive listener and, continue your marketing and branding messages to the prospective client. An On-Hold message is an inexpensive yet efficient and effect way to keep that emotional connection alive. Since 1987 HoldMasters has been creating custom Infomercials for Fortune 500 Companies, Mom and Pop’s as well as home based businesses around the nation. Let HoldMasters help you when your business is on the line.

6/14/2018 Sell Value, Not Price
Selling value not price usually gets the deal. As long as the buyer sees and understands the value of your product or service, price really is not the consideration. Add to the value statement, once that buyer understands that your product or service will eliminate a challenge(s), you are creating an ongoing relationship. Professional salespeople also know that emotions are tied directly into sales. People buy based on the emotional connection not the dog and pony features and benefits show. Put all this together in order: 1. Find out the challenge(s), the pain, by asking questions (and actively listening for the answers. 2. While getting into rapport establish that emotional bond. 3. Spotlight and accentuate value while you are sharing ideas with the buyer. Making presentations sound so formal but sharing some ideas creates a more relaxed atmosphere. Another inexpensive yet efficient and effect way to keep that emotional connection alive, as well as increasing sales through up selling and cross selling, is having an On-Hold message. An On-Hold message continues your marketing and branding communication to a captive audience. Since 1987 HoldMasters has been creating custom Infomercials for Fortune 500 Companies, Mom and Pop’s as well as home based businesses around the nation. Let HoldMasters help you when your business is on the line.

6/13/2018 Attracting Success
One doesn’t seek success, one attracts it. Jim Rohn said it best when he said, “ Success is nothing more than a few simple disciplines practiced every day” and remember, discipline is the road you take as you accomplish each of your daily goals, they are the paths to your ultimate goal. Keep in mind you are in charge of how you navigate your day. You are the captain of your ship of choice and the choices you make determine your outcomes. So, how does one “Attract Success”? First of all, ask yourself; what will success look like when I get there? In other words, what is your definition of success? I’d bet everyone reading this might have a different definition that is why a goal must be established so that you know where you are going. It’s been said that, “Success leaves clues”. One way to attract success is see yourself as if you are already successful. People like to be around successful people. Model successful people; find out what they did to become successful and what they do to stay there. Read books on how successful people reached their goals; that will save you time and maybe eliminate mistakes. Remember, time is something you can’t get more of, so, it is incumbent on you to use time wisely. Note what successful businesses do. The kind of training every employee gets from team building to sales, customer service, to receptionist. Notice that most large successful companies have On-Hold messages working for them carrying their marketing and branding message to every inbound caller placed On-Hold. Therefore, if you are a home based business or a small company you can sound like a Fortune 500 company. On-Hold messages make small companies sound big and big companies sound friendly all the while increasing business. Since 1987 HoldMasters has been creating custom Infomercials for Fortune 500 Companies, Mom and Pop’s as well as home based businesses around the nation. Let HoldMasters help you when your business is on the line.

6/12/2018 Resources or Resourcefulness
Often people in business fail. When asked why they usually claim that they didn’t have the “RESOURCES”. Have you ever failed? What reason(s) do you give? I would submit for you to think about the following; the 'Resources' were always there, you just weren’t very 'RESOURCEFU' Lack of time, money, or connections are the usual excuses, yet, if you are resourceful, you should be able to find any and all of them. To achieve more and better results, more resourcefulness is as important as more resources. Too often we tell ourselves a story that we believe, however, that’s all it is, a story. I have found if you change your story you change your outcome. I have also found that when I become resourceful and change my story, my resources appear. Many business owners don’t realize the resource they have with their ‘Hold” button on their phone. Here they have a perfect opportunity to up-sell and cross sell current clients as well as dispensing both their marketing and branding story to a captive audience. So, if you are a home based business or a small company you can sound like a Fortune 500 company. On-Hold messages make small companies sound big and big companies sound friendly all the while increasing 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 Let HoldMasters help you when your business is on the line.

6/11/2018 Undersatanding a New MBA
When I think about an MBA I don’t think about being a ‘Master of Business Administration’ I think about ‘Marketing, Branding and Advertising’. My MBA helps a business get business by learning the difference between the three. In simple terms MARKETING tells what you do, BRANDING tells who you are and your promise while ADVERTISING lets your prospects know how to find you and why they should. Yes, they are intermingled and form a web of symbiosis; yet, each one stands on its’ own. Too often salespeople try and sell their product or service when they should be branding themselves and their company. By doing this rather than selling, buyers are buying. Your marketing has created interest through your advertising and now your job is to create brand reliability by showing value. Once a buyer trusts a brand and sees the value getting him or her to sign a PO is the next step. That brand promise must continue with every interaction within your business from the person answering the phone to the customer service department to accounting and so it goes. Every contact with you and your company MUST continue both your marketing and branding and your brand promise. One cost effective and efficient way is with on hold messages. Here you have the callers undivided attention why not use it wisely by engaging that caller? Some statistics from AT&T tell us that 70 percent of callers are placed on hold and 60 percent will abandon the call within 30 seconds if there is music or silence, 12 percent will take action on something they heard while holding and that a business with on hold messages shows, on average, a 2 ½ to 5 percent increase in sales. Since 1987 HoldMasters has been creating custom Infomercials for Fortune 500 Companies, Mom and Pop’s as well as home based businesses around the nation. Let HoldMasters help you when your business is on the line.

6/08/2018 Never Miss An Opportunity
When you receive calls from existing clients or the phone rings because of your marketing and advertising and, with all the competition out there, they chose you, what kind of an impression are you going to make? You better hope it’s a good one. As the old saying goes, “You don’t get a second chance to make a good first impression.” For one reason or another that call is placed On Hold; what do you want that caller to hear? Hopefully not silence. With silence On Hold your chance of keeping that caller for more than twenty seconds is difficult if not impossible. With a radio playing, you might keep the caller for about a minute depending of the type of station and music that is heard. And what if that caller hears a commercial for your competitor, oops, bye bye. However, if you have a broadcast quality On Hold message created by HoldMasters working for you at this significant point of contact your chance of keeping that caller jumps to about four or five minutes (hopefully never this long) due to the fact that you are informing, educating and entertaining him/her while they wait. Research tells us that with On-Hold Messages there is anywhere from a two and a half to five percent increase in sales. Every customer contact is highly pre-qualified because they have instigated the interaction. That is a marketing opening no business should discard or snub. Since 1987 HoldMasters has been creating custom Infomercials for Fortune 500 Companies as well as home based businesses around the nation.

6/07/2018 Creative Selling Gets The Sale
Most people don't associate the word ‘creative’ with ‘selling.’ For the simple reason the word ‘creative’ invokes pictures of starving artists dressed in black, making a statement with paint and old auto parts. Those creative types wear berets and read The Village Voice. Salespeople wear jackets and read “Success” magazine. These are what we call stereotypes. However, if you think about it selling is a very creative endeavor. A successful salesperson creates demand for either a product or a service. That in turn creates customer satisfaction. At its core, the sales process is creative. To me a salesperson is not an order-taker; he or she creates images and ideas. Ideas are those sporadic things that didn’t exist until somebody creates it and then, presents it to solve someone’s challenges, and answering their needs. These ideas create an emotional tie to the salesperson and the product or service. Once that prospect calls and is placed On-Hold, the creativity doesn’t have to stop; in fact, it should continue with a customized On-Hold message. It should state why you are better than the competition found on line. Your custom On-Hold message is an extension of both your marketing and branding message. Since 1987 HoldMasters has been creating custom Infomercials for Fortune 500 Companies as well as home based businesses around the nation. Let HoldMasters help you when your business is on the line.

6/06/2018 Change Your State, Change Your Results
Change your state, change your results. How you feel at any given time determines your actions, and your actions get you closer to, or prevent you from, achieving your desired goal(s). Changing your state is as simple as changing your physiology, and it’s simple, just change your biochemistry. There are many ways to do that, some helpful and some not so helpful. The not so helpful ones are alcohol, drugs, smoking and eating. All of these changes your biochemistry, but not in a healthy way. A very healthy way is to move your body, or exercise. Whether you are a CEO, President, sales or just a working bee, your biochemistry controls your actions with others as well as yourself. If you are a leader it effects those that you lead therefor, to get the results you want from those that you lead, your state is paramount. For those who sell for a living your state determines your commission check. Often times the story you tell yourself, you know those voices that fill your mind, sets the sail of your state; so, change your story. Once that story changes, your state (situation) will change and you will see different results. In my business, On-Hold Messages, many of the decision makers I speak with tell me that, “We never put anyone On-Hold”. They discount statistics from AT&T that tells us 70% of ALL incoming calls are placed On-Hold. That 12% of those callers will take action on something they heard while On-Hold; and there is a 21/2 % to 5% percent increase in sales with On-Hold advertising. Their story cuts their ROI potential. Our messages are designed to engage your callers by informing, educating, and entertaining them while it continues both your marketing and branding message. Since 1987 HoldMasters has been creating custom Infomercials for Fortune 500 Companies as well as home based businesses around the nation. Let HoldMasters help you when your business is on the line.

6/05/2018 Branding For Profit
When it comes to consumer options, brands matter. Shoppers pay extra for a brand that has created a reputation of quality, dependability, and trust. Leading brands are more than just products or services—they suggest memories and emotions associated with quality. When buyers trust a brand, it makes them loyal—and when they are loyal, they buy more. Here are some reasons why people buy brands. Brands, provide peace of mind, you know what you are getting. When the brands they use consistently deliver a positive experience, consumers form an opinion that the brand is dependable, which gives them peace of mind when buying. Also, brands save decision making time. Brands create difference that allows us to select one style of running shoe brand over another or over a generic product and helps define, in an instant, with a modicum of thought, what makes your product different and more attractive than comparable products. Brands offer safety and reduce the risk of dissatisfaction. People, by nature, generally avoid risk and seek safety. Once people are familiar with a brand they are willing to pay a higher price. Successfully branded products make more money for their companies by demanding top prices. Plus, a brand tells the purchaser who you are and can reflect the personalities and self-perceptions of their users. Creating a brand image is part of the mix with your marketing and advertising. Your marketing tells your audience what you do, your branding tells the consumer who you are while your advertising starts the selling process. You always want to continue your marketing and branding messages even when people call your business. One cost effective and efficient way is with on hold messages on your phone system. A custom on hold message works like a silent sales person by engaging the caller with your marketing and branding message while you have their undivided attention. Since 1987 HoldMasters has been creating custom Infomercials for Fortune 500 Companies as well as home based businesses in Orlando and around the nation. Let HoldMasters help you when your business is on the line.

6/04/2018 Marketing vs Advertising
I was thinking of how products and services are brought to market and I came up with these thoughts. First, there is the idea of the product or service and who it will serve and how it will serve. Once developed, how is it presented to the marketplace; we call that marketing and advertising. Advertising is just one component, or subset, of marketing; public relations, media planning, product pricing and distribution, sales strategy, customer support, market research and community involvement are all parts of comprehensive marketing. Advertising is an audio or visual form of marketing communication that employs an openly sponsored, non-personal message to promote or sell a product, service or idea. Sponsors of advertising are typically businesses wishing to promote their products or services. At first glance, marketing and advertising seem to be different terms to describe the same thing -- getting a product or service sold. In actual fact, although they both contribute to the same end objective, they are distinct from each other and each has its own process. Marketing refers to the process of preparing your product for the marketplace. It involves understanding who your potential customers are and what they want to get from your product or service. Colors, logo and other design elements help to align the image of your product with the interests of your target audience. It is marketing that defines your brand and attracts the market share you want. Advertising is the process of making your product and service known to the marketplace. It is essentially spreading the word about what your company has to offer. While marketing is the way in which you convince potential buyers that you have the right product for them, advertising is how you communicate to them the existence of that product. Once you have the attention of prospects or existing clients your marketing, branding and advertising should continue when they call your business with the use of on hold messages. You have their undivided attention while they are holding therefore make use of that time Since 1987 HoldMasters has been creating custom Infomercials for Fortune 500 Companies as well as home based businesses around the nation. Let HoldMasters help you when your business is on the line.

6/01/2018 Extraordinary Talent
Not everyone has extraordinary talent. However, lack of it can be made up with extraordinary effort. The message is never give-up. What do you think you deserve? Based on your results, in most cases, you have gotten what you’ve earned. In order to get to your goals (and we all should have them written down) we must fight distractions. Remember success in life is based on results, not excuses. It’s not enough to just want, you’ve got to go for it. I have found that those dreams and goals don’t always come easy, however, if they are worthwhile, you got to go for it, you’ve got to step up, you are the one that makes it happen, or not. The formula for success is easy it’s the journey that is rough so remember to focus on what’s important; you are in charge of your life, don’t cheat yourself. How you respond to a challenge is really up to you. It’s the same thought process with your business and your goals and vision for it. You must focus on what you want, on what’s important and fight distractions. You must use every tool in your toolbox. One great tool is the HOLD button on your phone. Having a custom On-Hold message is both effective and efficient. According to AT&T research, on average, 70% of incoming calls are placed On-Hold and 60% will hang up within thirty seconds if there’s music, beeps or silence. Many of those callers will not call back costing a loss in business and profit. However, with On-Hold messages 12% will take action on what was heard and with On-Hold advertising, people will stay on the phone four minutes or more 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 (keeping them engaged) around the nation to enable them to increase their ROI with custom On-Hold-Advertising It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

5/31/2018 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 and cross 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. The reason for writing this blog is three-fold: first, to help you increase your business. Second, to keep my business and me in your mind. Third is to network with you. If you’d like to network contact me through this web site

5/30/2018 Are Questions 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 and cross 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?

5/29/2018 Using Email To Gain Business
Smart salespeople have known this for a while now: Email prospecting is one of the most effective ways to get in front of your potential customers. Using email to gain business requires an understanding of how email is supposed to work. The strength of email is that messages can flow back and forth without both people being present at the same time. Email not a way to send junk mail electronically; it's a way to start and have a conversation. Your initial email doesn't have to convince the prospect to take any action other than just hit REPLY and thereby indicate an interest in learning a bit more, then wait until subsequent emails to explain details or request a meeting. Your goal is to open a dialog (rather than sell something it should simply contain a teaser (not content free, but certainly not a word parade) with a suggestion to get the prospect REPLY and ask for more information. Should you get a reply, you now know that the prospect is at least minimally interested in what you're offering. More importantly, you're now in a dialog where you can explain more, add value, and gradually move the sale to the next level which might be a phone conversation or an in person visit. The following are some cold call emailing rules: • Make it about them, not about you • Keep it short, ideally 4 sentences max (make it interest and mobile friendly) • Use language that’s conversational • The smaller the ask the easier to answer • Follow up, and follow up your follow ups • The more personalized, the better Should that prospect take the step and call you and placed on hold (remember according to AT&T 70% of all incoming calls are placed on hold) make sure you have a cost effective and efficient on hold message that keeps both your marketing and branding message alive while engaging the caller. Since 1987 HoldMasters has been creating custom Infomercials for Fortune 500 Companies as well as home based businesses in Orlando and around the nation. Let HoldMasters help you when your business is on the line.

5/29/2018 Honesty and Integrity are Essential
Honesty and Integrity are Essential Honesty and integrity are essential to a sales professional. Honesty is maybe the effortless one to be clear about; you must always tell the truth and never tell lies. Even when you tell a lie, even a white lie, and you get caught your believability is gone and any prospect of a sale goes with it. And if you over-promise and under deliver you will never get more business from that customer, or from anyone he or she ever talks to. People seem to remember things that you have done wrong much more noticeably than all the good things you do. On top of that, lying is really hard work! You have to retain what falsehoods you have told and to whom you have told them. Then the moment arrives when you slip up and are called out. What kinds of lies are sales people tempted to tell? When sales people are enthusiastic about their product or service and eager to make a sale, the temptation to exaggerate or bend the truth a little pops its ugly head. Another time that it may be enticing is when the sales person skips over some prickly truths when writing the proposal and when it comes to discussing risk. If you are honest about conceivable risks (and show how you would alleviate them) you will expand your trust bond rather than saying there is no risk. It is great to be passionate about what you are selling and determined to make sales, yet, sometimes sales people get over enthusiastic and lose sight of the importance of being completely honest. It’s always better to slightly under-promise then over-deliver and delight your customer than the other way around and disappoint them. Having integrity is about having strong ethical values and sticking to them like not talking negatively about your competition or not sharing confidential information. Keep that trust bond going when they call you with a cost effective and efficient custom on hold message that keeps both your marketing and branding message alive while engaging the caller. Since 1987 HoldMasters has been creating custom Infomercials for Fortune 500 Companies as well as home based businesses in Orlando and around the nation. Let HoldMasters help you when your business is on the line.

5/25/2018 Value Propositions
Value Propositions Setting appointments can be easy if you follow some simple steps. First of all be prepared. Do your homework about both the industry and the company you’re calling. Offer the prospect something of value, called a ‘Value Proposition’, to be delivered and experienced. The ideal value proposition is concise and appeals to the prospects decision-making drivers. It is said that the value proposition is the number one thing that will determine whether your prospect or client will want to learn more about your product or service and buy from you. Your proposition should explain how your product/service solves challenges or improves situations; how it delivers specific benefits; and tells the prospect why they should buy from you. Value propositions are not just an aesthetic look; they are there to improve your prospects lifetime value. Make sure you are speaking the language of that prospect or customer and you learn that language by researching both the industry and the client’s business. A value proposition is not a slogan or a catch phrase and it’s not a positioning statement. Be clear as to what your proposition is; what is it, for whom and how is it useful. Once you state this information to your prospect clearly setting that appointment should be a slam-dunk. Should that prospect call you, you may want to have an On-Hold message that continues to inform the caller about your value proposition, your branding and your marketing messages. Since 1987 HoldMasters has been creating custom Infomercials for Fortune 500 Companies as well as home based businesses in Orlando and around the nation. Let HoldMasters help you when your business is on the line.

5/24/2018 Moving A Cold Contact To A Warm Relationship
Moving A Cold Contact To A Warm Relationship Anyone in sales (and we all sell something) knows that relationships are the best sales tool. So, the question is how does one develop a relationship from an initial cold contact? However you meet this ‘New Person’ there are ways to warm it up. Suppose you want to connect with someone on either LinkedIn or Facebook write a personal note asking to connect. I always ask if they feel there could be synergy and I enclose information of what I do in about two or three sentences as well as a link to my website. I always ask about their business and about them and how I can assist them in growing their business. I will research their industry as well as their company and if I see an article apropos to their business or industry I share it with them with a simple note, “I thought this would be of interest to you.” I then will try to move the “Relationship” off line by calling and asking for a face-to-face meeting. I make sure they have my phone number should they call me and are placed On-Hold, I have a cost efficient and effective On-Hold message which carries both my marketing and branding message to every caller. Since 1987 HoldMasters has been creating custom Infomercials for Fortune 500 Companies as well as home based businesses in Orlando and around the nation. Let HoldMasters help you when your business is on the line.

5/23/2018 Increase Your Revenues
Increase Your Revenues If you want to increase your revenues you must either raise your prices or increase sales. Increasing prices is easy, so let’s talk about increasing sales. One-way to up your sales numbers is to make more calls. Getting referrals from presents clients and customers is always a winner, one satisfied customer recommending you to a friend. Another way is by expanding your network. This is done through advertising, using social media as well as ‘Networking Events’. Many of these ‘Networking Events’ are free. Visit all the ones that meet and become a regular if there is a fit. When attending a networking event come as a giver of referrals. Most givers usually get back referrals from those that received. Meet the members one-on-one to help you get better acquainted with them and they with you. Make sure your website is easy to navigate and I always recommend that your phone number is easy to find. One prime thought, have a goal and write it down. An example of a goal might be; “I will make ten calls every day to set appointments for face-to-face meetings”. Another goal might be, “I will set at least one face-to-face meeting each day”. Make sure that every one you contact knows your phone number to enable them to contact you. I also recommend that you have a cost efficient and effective custom On-Hold message should that caller be placed On-Hold. Since 1987 HoldMasters has been creating custom Infomercials for Fortune 500 Companies as well as home based businesses in Orlando and around the nation. Let HoldMasters help you when your business is on the line.

5/22/2018 Psychological Selling
Here are some tips for psychological selling. First of all, people make decisions emotionally not through logical thought then, they justify their decisions with facts. That’s why intangible benefits are the keys to persuasion so, always look for the emotional hot button and ring it often in as many different ways you can. Remember, people are egocentric. They see how your product or service relates to them. They are asking themselves the question, “What’s in it for People look for value and value is not a fixed number. Value is relative to what you’re 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. Therefore, it is imperative to 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 pressure people to do anything. When a sale is made, it’s not because you wield some magical power over them. You can urge. You can push. You can cajole. But ultimately, people do what they want to do. This means your job is to show how what you’re offering meets your prospect’s needs and alleviates pain. In my opinion, people love to buy. People love to be sold. They love to discover wonderful new products and experiences. What people don’t love is to be cheated or tricked. Therefore, instead of ‘selling’ to people, try to ‘help’ them. Sell good products, make appealing offers, and treat people fairly. That’s a surefire formula for success. Should those buyers call you and are placed on hold (remember according to AT&T research, 70% of all incoming call are placed on hold) make sure you have a custom on hold message that continues both the branding and marketing message you had delivered by 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 makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

5/21/2018 Tips To Make Selling Easier
If you are in sales you know that selling is a tough job yet, there are certain actions you can take to make the job easier. First of all, find a sales coach, attend sales training classes. Think of the best of the best sports stars, they all have coaches and take lessons; why shouldn’t someone who makes his or her living selling? Take advantage of social media like LinkedIn or Twitter; it’s called Social Selling. Learn words that strengthen you sales story. There are words and phrases that can work magic when you have a sales conversation. An example the word ‘YOU’ makes a prospect or existing client feel special so, use it early and often during your conversation. The word ‘VALUE’ must be used if you are looking toward closing the sale since customers care less about features and benefits, they care only about VALUE and realizing their goals. Never use the word ‘BUT’ because it signals that you are about to say something that is counter to what they want to hear; use the word ‘AND’ instead. The word ‘DO’ sounds better than ‘TRY’ because it gives a sense of trustworthiness. The word ‘OR’ allows you to offer options and who doesn’t like options and it adds to the odds of getting to YES. Remember to make suggestions since nobody wants to be told what to do. Turning suggestions into questions is a great way to gain and keep respect. The word ‘IMAGINE’ gets you into telling a story and is a very useful tactic and remember, to cast you prospect as the hero. This allows them to picture themselves with and using your product or service. Always use sensory language to grab the prospect’s attention remembering that sales are all emotional we get emotional through our five senses. Power words provoke strong feelings and reach the emotions therefore, create a list of these words and incorporate them into your conversation. As you have learned in basic sales practices always use their name. People like to hear their name and it shows you have prepared this conversation just for them. Should they call you, you, must keep that emotional connection alive and that is done 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 It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

5/18/2018 Prospecting For Business The Number One Challenge
Prospecting For 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 or music. 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, 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.

5/17/2018 What Is Your Professional Brand
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 matter 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 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, music or silence. On-Hold message 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, 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.

5/16/2018 Communication Is The Response You Get
George Bernard Shaw once said, “The single biggest problem in communication is the illusion that it has taken place.” Too often in business we think we’ve communicated and don’t understand why we didn’t get the response we wanted. Remember, communication is the response you get. Just because you say something doesn’t mean a communication has taken place. Also remember, words are only seven percent of communication, there is 93 percent that aren’t words; body language represents fifty-five percent and the tonality of your voice the other thirty-eight percent. Yet, everything we do is communication. We as a species can not communicate. The person we communicate with most often is ourselves. What we say, the choice of words we use in our head, the tonality has a great effect on our personal psychology. When you are in business every communication has power from what you say to yourself to what you say to the person you are communicating to. One area of extraordinary communication is on the phone. There you have no body language as a guide only words and tonality. That is why your choice of words is prime as well as your sound. On the phone you must match volume, tempo, and the keywords the person you are speaking to uses. Your phone can be a huge asset in your business from finding new clients or prospecting, to servicing current clients. One area of passive use of the phone to increase business is On-Hold messages. Here you have a captive listener so now is the perfect time continue your marketing and branding message to up-sell and cross sell your current clients on the goods or services 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 makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

5/15/2018 Enthusiasm Is Contagious
Enthusiasm Is Contagious Do you have a job or do you have a career? I would suggest that whatever you do to earn your daily bread you do it with enthusiasm. If we got to profile who we did business with we would all pick someone who’s enthusiastic over someone’s who’s not enthusiastic. And yet this very important ‘sales technique’ is widely ignored. The first definition I was given of selling was ‘transference of feeling about a product, idea or service.’ I was told nobody will be more excited than you are about your products or services. Zig Ziglar said, “For every sale you miss because you’re too enthusiastic, you will miss a hundred because you’re not enthusiastic enough,” and Zig was spot on. To help you, start with the words you use like; fantastic, tremendous, awesome, wow, great, spectacular, and fabulous. Next take a minute and think about something that excited you in the past and tell that story out loud. Try and remember how you felt as you tell the story and listen to your voice. Then use that same voice along with the words we mentioned when you are talking about your product/service. When watching T.V. try to find a commercial where the actors or actresses are unenthusiastic, chances are you won’t find any. Believe me they are not naturally that enthusiastic. They do it because enthusiasm SELLS! We are inherently attracted to people that are enthusiastic. Make it your goal to be that kind of person. The word enthusiasm traces its roots to the Greek word ‘Enthousiasmos’ which means ‘divine inspiration’, ‘To be inspired or possessed by a god, be immersed, be in bliss’. Many of us surrender to the effects of enthusiasm everyday but we won’t use the power ourselves. We see it all the time so it become incumbent on you to embrace it. Here is a thought that if you act enthusiastic you will become enthusiastic. Enthusiasm is contagious and can be continued even when you are called by your client and he or she is placed On-Hold. If you have an On-Hold message you can keep it going with a very cost effective and efficient message 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 makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

5/14/2018 Relationship Building
Relationship Building Stop ‘Closing the Sale and Start Opening Relationships’ should be the mantra of everyone that offers products or services to the market place. Not too many years ago the idea was ABC, ‘Always Be Closing’, today however the successful representative is building relationships. There is more to selling then one sale. There are opportunities to up-sell and re-sell your client base if you have a relationship. How you build those relationships is both an art and a science. The science part is the easy part, find the formula and replicate it. The art is developing the formula. First part of the formula is gaining rapport. People like to work with people who are like themselves. So, step one is to recognize how your prospect/customer/client takes in information. We all take information via one of our five senses with sight, sound and touch being most prominent. Therefore, it’s your job to communicate within that sense. Next you must know what challenges they are facing. Once you know that through asking pointed open ended questions, you can ascribe an antidote to help them assuage the pain, your product or your service. Just by doing these two activities you stand a greater chance of building that relationship. However, it should not stop when you get that order or contract. Relationship selling must continue every time you or your business touches that client. Should that customer call you and be placed On-Hold that emotional connection must be kept alive by having an On-Hold message that bolsters both your brand and marketing 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 makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

5/11/2018 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. 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 that 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 makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

5/10/2018 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/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 It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

5/09/2018 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 a custom informative and entertaining 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 makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

5/08/2018
Winning Strategy Getting 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 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 It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

5/07/2018 Bad Habits Interrupt Your Life
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 It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

5/04/2018 Getting Emotional With Yourself
Getting Emotional With Yourself Getting emotional with yourself is an important key toward your success. Since “Facts Tell and Emotions Sell” unless you are emotionally involved with your vocation, you are cheating yourself. If you sell for a living (and we all sell something), your emotional connection to your product or service will show through your body language. Remember words are just 7% of communication the other 93% is your tonality and your body language. Unless you emotionally sell yourself, selling others will have challenges. We deal with some invisible forces that either make or break us. Those forces start with belief. You must believe in your product or service. That belief ignites your attitude, enthusiasm, passion and emotion. The key to getting emotional is getting into motion. Your emotions drive this invisible bus to success. In order to keep that emotional connection alive when someone calls you, have a custom on hold message to engage and inform them. On hold advertising keeps not only the emotional connection alive, it re-enforces both your marketing and branding message to a captive audience. Since 1987 HoldMasters has been helping 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.

5/03/2018 Prospecting The Lifeblood of Sales
Prospecting is the art of opening new relationships. The new business opportunities that later turn into sales are initially identified through prospecting, making prospecting the lifeblood of sales. To increase your prospecting outcomes, you first have to accept its significance to your sales results and treat it appropriately by setting aside time and the energy to prospect every day. Write a weekly plan and make sure prospecting is a part of it. It is best to set aside the time first thing in the morning to ensure it gets done before the world makes other demands of you. Then, turn off all distractions; turn off the Internet, email, smart phone and focus on prospecting. Remember, prospecting is the activity of opening new relationships to find potential new business opportunities. To prospect well, you need to focus your time and energy on what works best for you, but not exclusively. If you are great at cold calling, you should absolutely focus on cold calling. But that doesn’t mean that you should never use email marketing, inbound marketing, networking, trade shows and conferences, direct mail, social networking, or referrals. You should include all of these tools in your arsenal. Then, plan the time that you will set aside for each method and how many prospects you will gain from your effort. Two things cause poor prospecting results. The first is not spending enough time prospecting and the other is unproductive prospecting. This mostly comes down to language choices. It comes down to what you are saying when you prospect, remember, there is no substitute for scripts. Recognize that you are already using a script. The words that you use when prospecting (and on sales calls, by the way), are choices that are comfortable to you because you have rehearsed them. They are comfortable to you because you have them memorized, not because you are reading them. But, this doesn’t necessarily mean they are the best language choices. Your effectiveness is improved by choosing carefully the word that are used, making observations about what is working and what isn’t working; and this takes an awareness, focus, and discipline. Remember, the outcome of prospecting is to open new relationships not a needs analysis, a presentation, or a discussion about the merits of your product or service; do not slip into a selling mode. Even when you use all of the ideas above, you are still going to hear “no.” You are going to hear it a lot. But relationships, including business relationships, are built over time. Prospecting for new business is not easy, however, if you have that skill, you can virtually write your own ticket. Should any of these new prospects call your office, and are placed on hold, make sure you have a great custom on hold message that continues both your marketing and branding story while keeping that caller emotionally engaged, 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.

5/02/2018 Rapport, A Key To Success
Whether you are a salesperson, a supervisor, a teacher or a parent, knowing how to develop rapport is key to your success and performance. Knowing how to build rapport is the basis to encounter success and realization in life. And yet, it’s amazing to realize how little education and training we get on a set of skills that can make the difference in our lives between happiness and unhappiness. In fact, without rapport there is no one interested in the message you want to communicate or the service you want to provide. Without rapport, there is little chance to influence or to persuade others. One powerful method is to match and mirror the behavior of the other person. Matching and mirroring is the skill of assuming someone else’s style of behavior to create rapport. When you match and mirror, you don’t only listen with your ears, you listen with your entire body. You are present to the other person; remember, it is not mimicry, it’s about being in tune with the other, by using your observations about the other’s behavior. Match their body posture and gestures, the rhythm of their breathing, the energy level, voice tonality, and the pace of their speech. Also, use words that they use and try to understand with which of their senses they process information. For example, if they use words like, “I see what you mean or it looks good to me” there is a good chance they process visually. Also, visual people speak more rapidly than auditory people. Auditory people speak slower and say things like, “I hear you. it sounds good to me”. While people who process though touch speak slower and use words like, “that sure feels good, let me sit on it for a few days.” Try and keep this same strategy working for you should that client/prospect call you and is placed on hold. A cost effective and efficient custom on hold message allows you to keep the caller engaged while keeping that emotional connect 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 makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

5/01/2018 Great Sales Presentations
If your business depends on selling products or services to other firms, or individuals then you and your staff need to make great sales presentations. Here’s how to make presentations that show prospective clients exactly what your company can do for them: First , know your audience. Know the industry and if possible know about the person. With social media and the Internet, it is possible to gain all that kind of knowledge. Use terminology they’ll understand and make sure you are familiar with their business terminology. That will help you to establish rapport with them; remember people like people who are like them. Second, be honest. If you don’t know the answer to a question, don’t try to fake it. There’s nothing wrong with admitting uncertainty. At the same time, be sure to play up your strengths including the ability to learn what you must to serve the client’s needs. Remember there are four parts to a strong presentation; introduction, body, conclusion and of course Q&A. The key however is to make it sound like a conversation and remember to ask lots of open ended questions. One major part is to rehearse in order to know where you are going and allowing you to sound natural. Make sure that you are animated and practice your tonality. Always match and mirror your prospect or client. Try and keep this same strategy working for you should that client/prospect call you and is placed on hold. A cost effective and efficient custom on hold message allows you to keep the caller engaged while keeping that emotional connect 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 makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

4/30/2018 Sales Are Negotiations
Sales are negotiations and negotiations are sales. They are two different perspectives on the same events which is; how do you influence people, how do you assist people, how do you alter how people perceive and think about your offer? The first person you must influence is yourself. If you are not sold on the value of your product or service how can you expect to inspire your prospect or client? By listening actively and, treating the client or prospect fairly, and together exploring options to increase value, salespeople can find ways of getting to yes that diminish the need to rely on hard-bargaining strategies and excessive discounts. In discussion, it’s easy to forget that our clients/prospects have feelings, opinions, values, and unique backgrounds that contribute to what they do and say during talks. Should a misunderstanding or conflict arise in the negotiation, deal with the problem directly rather than trying to gloss over it with discounts. In your goal of getting to yes, the need to draw out the interests underlying your client/prospects positions by asking open ended questions and listening actively to the answer. By recognizing what concerns are influencing the other person, and sharing your own interests, you can open up opportunities to discover compromises across issues and increase your likelihood of getting to yes. Create and emotional bond between you and your client/prospect and get him or her emotionally connected to your product or service. Remember, people buy emotionally and back the emotion up with facts. Stephen Covey said, “When you really listen to another person from their point of view, and reflect back to them that understanding, it's like giving them emotional oxygen.” Always communicate in an optimistic way, that is a much more efficient means of getting to yes than criticizing and critiquing. And escape the cycle of action and reaction. Instead, channel your resistance into more productive negotiation strategies, such as exploring interests, inventing options for mutual gain, and searching for independent standards. Try and keep this same strategy working for you should that client/prospect call you and is placed on hold. A cost effective and efficient custom on hold message allows you to keep the caller engaged while keeping that emotional connect 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 makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

4/27/2018 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.

4/26/2018 Marry Your Truth
What is your business strategy? What are your core beliefs? What is your story? What are your truths? What is your focus? These questions must be answered in order to run a successful business. Please notice I said “MUST” not “SHOULD” be answered. The reason being, we usually get our “musts” and seldom get our “should”. To be successful in business it is recommended that you divorce your story and marry your truth. Whatever your business your state determines your success and your state is created by your rituals. Everyone has personal rituals and every business has their company rituals. Those rituals help establish an emotional bond to the prospect, client, patient or customer. Remember, all products or services are acquired via an emotional connection therefore all interactions must keep that connection alive. One inexpensive and powerful way is through your Hold Button on your phone. Based on research from AT&T we know that 70% of all incoming calls are placed On-Hold and 60% will abandon the call within thirty seconds with silence, or beeps On-Hold; they might stay another ten seconds with music. However, with an On-Hold message that keeps the emotional connection alive, callers will stay On-Hold four or more minutes. Best news is that AT&T found that businesses experience a 20% increase in requests for additional products and services mentioned On Hold and there is 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 makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

4/25/2018 The Power of Words
Words matter and if you are into sales to earn your bread and butter, there are words that will help sales people close more deals faster. The word ‘YOU’ makes a prospect feel more special and the word ‘VALUE’ explains the real value of your product or service. And always use their name, people love to hear their name. Try to eliminate using ‘BUT’ and use the word ‘AND’ which sounds more inclusive. The word ‘DO’ sounds better than ‘TRY’ because it gives a sense of trustworthiness. The word ‘OR’ allows you to offer options; and what prospect doesn’t like options? Make suggestions like ‘SHOULD WE’ rather than telling them what to do. By using the word ‘IMAGINE’ you are able to engage your prospect with a story that keeps his or her interested in what you are saying and it helps them picture themselves using your product or service. Sensory language engages the emotional side of the prospect as well as how they process information and add power words that trigger strong feelings. Make sure you refer to your product or service as an opportunity to fix their problems and eliminate their pain. Should they call you and are placed on hold make sure you have a custom On Hold message that encompasses all of the above. Your message must engage the caller as well as maintain both your marketing and branding message all the while keeping that emotional connect alive. Since 1987, HoldMasters has been serving the Central Florida area as well as clients all across the country with custom On-Hold messages. With information from AT&T that tells us 70% of all incoming calls are placed on hold and 12% of those callers will take action on something they heard while On-Hold, plus that there is a 2 1/2% to 5% increase in business with an On Hold message in place. Let HoldMasters help you when your business is On The Line.

4/24/2018 The Psychology of the Sale
Many marketing experts teach basic ideas about psychology. They insist that people can be fully understood and directed with a checklist of reasons or pyramid of wants. In order to get people emotionally involved here are a few basic psychological morsels that can help you sell more. Remember, people make choices emotionally then they support with facts. They decide based on a feeling, need, or emotion, not through a cogent thought process. That’s why intangible benefits are the answers to persuasion. People are self-centered; that means they are centered around the ego or self. We all see the world in terms of how it relates to us personally. They operate in the, “What’s in it for me” world. And they look for value. Bear in mind, value is not a static number it is comparative to what you are selling, what others charge, what the prospect is used to paying, how badly the prospect wants it, and how the prospect comprehends the difference between your offer and others. The greater the value relative to the price, the more likely people are to buy. You can’t compel people to buy, people buy what they want. Getting to a yes in sales is solving your prospects needs. This psychology carries over should that prospect call your office and is placed on hold. If you have a custom on hold message you can continue your emotional connection by engaging that caller. Since 1987, HoldMasters has been serving the Central Florida area as well as clients all across the country with custom On-Hold messages. With information from AT&T that tells us 70% of all incoming calls are placed on hold and 12% of those callers will take action on something they heard while On-Hold, plus that there is a 2 1/2% to 5% increase in business with an On-Hold message in place. Let HoldMasters help you when your business is On The Line.

4/23/2018 Solving A Need
Unless your prospect has a need to solve a problem they are not going to buy a product or service. There are times when a prospect will buy things on impulse without thinking through what their actual need is. Usually, there is an underlying reason for a purchase even if the prospect doesn’t bring it up. Many sales reps walk into a prospect meeting with their canned sales talk and proudly exalt the virtues of their product or service through a number of slides without engaging the customer in the discussion. I think the reason is that it is easier to go through talking points you’ve said 1000’s of times than to involve the prospect in a conversation about their business challenges. This is the sell and tell approach to selling and it is not recommending as a method to become successful in sales. The best sales presentations are conversations that involves your prospect in the discussion. The best way to get the prospect involved is to ask open ended questions; questions that require the prospect to expound on an answer not a simple yes or no. The best form of sales is active listening where you’re engaged in what the customer is telling you. Show your knowledge and charm through great questions not you relating great stories. Dale Carnegie said, “You can make more friends in two months by becoming interested in other people than you can in two years by trying to get other people interested in you.” If you ask more, listen more and care more you will see a parade of successful sales coming your way. There is an art to finding the pain points and everybody has them and once you manage to ferret out some of those problems you can then begin to direct the conversation to your solution and how it may solve their problem. One problem that many a business has is call abandonment. That is where a call comes in and is placed on hold and when is picked up again the caller is gone. The caller called for a reason and left the call because while on hold there was silence, music or some beeps; bottom line you just lost some potential profits. This problem can be eliminated with a cost efficient and effective on hold message. Since 1987, HoldMasters has been serving the Central Florida area as well as clients all across the country with custom On-Hold messages. With information from AT&T that tells us 70% of all incoming calls are placed on hold and 12% of those callers will take action on something they heard while On-Hold, plus that there is a 2 1/2% to 5% increase in business with an On-Hold message in place. Let HoldMasters help you when your business is On The Line.

4/20/2018 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 salesperson’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 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 and loss of revenue. Whether you are a mom and pop, 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, maintain that emotional connection as well as their marketing and branding messages to their clients and prospects, to businesses 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.

4/19/2018 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 list is that your prospect 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 the person you’re 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 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, to businesses 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.

4/18/2018 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 the dollars to spend and the mental ability to understand. When selling “Benefits” you are essentially describing a product’s features; but you tie it in some way that it improves the prospect’s/client’s situation and eliminates the pain. Remember selling “Benefits” is more effective then selling features, unless, the prospect/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/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, music or a series of beeps; 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 of 2 1/2% to 5% increase in sales. Since 1987 HoldMasters, The On Hold Message System, has been helping business all across the nation, Let HoldMasters help you whether you are a mom and pop, home based or a Fortune 500 company when your business is On-The-Line.

4/17/2018 Tangible vs Intangible Selling
Tangible vs Intangible Selling Selling products and selling services both require actual communication and the credible competence to sell something that corresponds to a customer's requirements. But selling hard products is different than selling a service that is intangible. Perceptive skills used to prove your explanation's values is essential in each situation. To sell products, you usually ask questions to uncover the rneeds of a buyer. Once you know what he wants, you decide on the quantifiable product solution that best complements those needs. With selling products, stressing key features and attributes and pointing out the advantages they offer is crucial. In some instances, one product solution covers multiple buyer needs with what is referred to as a bunch of fulfillments. This boosts its value and is markedly true in technology-based products solutions. One of the most influential tools you have in selling a quality product is a demo. This is where you use evidence tools to validate the value of your explanation. The product itself is always the best tool for a demonstration. You can prove to the customer that it is stable, easy to use and normally delivers his or her needs. If the product is too complicated or not yet built to easily display, you can use images, graphs and charts, Support devices including PowerPoint and illustrations can help show off your product benefits. The major difference in selling a service rather than a physical product is its intangibility. If you try to sell a prospect on paying for your lawn care service, for instance, you have no tangible product to show him. Instead, you need to influence him or her that the service's value and your understanding and personal reliability are worth paying for. Service sales can be more challenging because you don't have a product that the client can see, smell or feel. Instead, you have to establish rapport and present yourself as a genuine person. If you don’t have a product, testimonials help you create believability in convincing service selling. Testimonials are customer accounts of the benefits they have experienced with your services. While you can also use testimonials selling products, they are particularly beneficial to selling services. Customers can vouch for your service quality, and their overall experience. You can find it hard to communicate your service to prospects. In fact, people you sell to may not be able to picture what you do. You can counteract this somewhat by fixing on how your service benefits customers, but even then, you may have to repeatedly verbalize why your service has value. Customers may show more unwillingness when buying a service, because unlike a product, they can’t evaluate it before they use it. Prospects are more likely to accept your offering if it is backed by satisfied customers. One service that is both tangible and intangible is an on hold message for your phone. This service offers you, the business owner, the ability to up sell and cross sell your product or service to your callers all the while keeping them emotionally connected to your business. Since 1987, HoldMasters has been serving the Central Florida area as well as clients all across the country with custom On-Hold messages. With information from AT&T that tells us 70% of all incoming calls are placed on hold and 12% of those callers will take action on something they heard while On-Hold, plus that there is a 2 1/2% to 5% increase in business with an On-Hold message in place. Let HoldMasters help you when your business is On The Line.

4/16/2018 Customer Service
If you're a good salesperson, you can sell anything to anyone once. But it will be your attitude to customer service that governs whether or not you’ll ever be able to sell that person anything else. The crux of good customer service is developing a relationship with customers, a relationship that that individual customer feels that he would like to follow. Good customer service is the essence of any business. You can offer promotions and slash prices to bring in as many new customers as you want, but unless you can get some of those customers to come back, your business won't be lucrative for long. Remember, the one true secret of good customer service and acting accordingly, "You will be judged by what you do, not what you say." If you truly want to have good customer service, all you have to do is guarantee that your business consistently follows some of these rules: The first rule of good customer service is that your business phone needs to be answered. Get call forwarding or an answering service; hire staff if you need to, but make sure that someone is picking up the phone when someone calls your company. People who call want to talk to a live person. Don’t make a promise you can’t keep. Trustworthiness is a major key to a great bonding and customer service is no exception. Think before you promise because nothing frustrates a client more than a broken one. At all times listen to your customers. Is there anything more infuriating than telling someone what you want or what your problem is and then finding out that that person hasn't been paying attention and needs to have it explained again? If you have a staff, train them. Talk to them about the importance of good customer service. Add to this list a professional customized on hold message that reflects both your marketing and branding message that engages the caller as well as informs, giving you the ability to up sell and cross sell your product or service. Since 1987, HoldMasters has been serving the Central Florida area as well as clients all across the country with custom On-Hold messages. With information from AT&T that tells us 70% of all incoming calls are placed on hold and 12% of those callers will take action on something they heard while On-Hold, plus that there is a 2 1/2% to 5% increase in business with an On-Hold message in place. Let HoldMasters help you when your business is On The Line.

4/13/2018 Empathy Is The Key
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 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, that 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 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 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. The On Hold Message keeps your caller engaged while it may up sell and cross sell your product or service. Let HoldMasters help you when your business is on the line.

4/12/2018 Beliefs Of Excellence
Beliefs Of Excellence If you think about it, everything happens for a reason and a purpose; and 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. Remember, everything was impossible until it wasn’t. 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 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. The On Hold Message keeps your caller engaged while it may up sell and cross sell your product or service. Let HoldMasters help you when your business is on the line.

4/11/2018 Selling Is Both A Science And Skill
Selling Is Both A Science And Skill Selling is both a science and a skill. It’s more than some fast talker spouting out a series of facts then putting pressure on the prospect to close the sale. Those sales people make a commission when they sell but seldom do they establish a recurring client. Those sales types are always looking for new. They seldom, if ever, get a referral. Knowing how to sell involves psychology, the science, and the knowledge of presenting a product or service; the skill. A good psychologist is a great listener and knows how to ask probing questions. By asking great questions and then actively listening for the answer that sales person is establishing a very strong emotional bond with that prospect. Even if the sale isn’t made for the product or service, the connection is there for referrals. Knowing how your prospect or client process information is the key to success; it is a skill and that skill can be learned. You can keep that emotional tie alive even after you’re not in front of the client/prospect when he or she calls and is placed On-Hold with an On-Hold Message from HoldMasters. Since 1987, HoldMasters has been serving the Central Florida area as well as clients all across the country with custom On-Hold messages. With information from AT&T that tells us 12% of those callers will take action on something they heard while On-Hold, and that there is a 2 1/2% to 5% increase in business with an On-Hold message in place. Let HoldMasters help you when your business is On The Line.

4/11/2018 Selling Is Both A Science And Skill
Selling Is Both A Science And Skill Selling is both a science and a skill. It’s more than some fast talker spouting out a series of facts then putting pressure on the prospect to close the sale. Those sales people make a commission when they sell but seldom do they establish a recurring client. Those sales types are always looking for new. They seldom, if ever, get a referral. Knowing how to sell involves psychology, the science, and the knowledge of presenting a product or service; the skill. A good psychologist is a great listener and knows how to ask probing questions. By asking great questions and then actively listening for the answer that sales person is establishing a very strong emotional bond with that prospect. Even if the sale isn’t made for the product or service, the connection is there for referrals. Knowing how your prospect or client process information is the key to success; it is a skill and that skill can be learned. You can keep that emotional tie alive even after you’re not in front of the client/prospect when he or she calls and is placed On-Hold with an On-Hold Message from HoldMasters. Since 1987, HoldMasters has been serving the Central Florida area as well as clients all across the country with custom On-Hold messages. With information from AT&T that tells us 12% of those callers will take action on something they heard while On-Hold, and that there is a 2 1/2% to 5% increase in business with an On-Hold message in place. Let HoldMasters help you when your business is On The Line.

4/11/2018 Beliefs Of Excellence
Beliefs Of Excellence If you think about it, everything happens for a reason and a purpose; and 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. Remember, everything was impossible until it wasn’t. 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 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. The On Hold Message keeps your caller engaged while it may up sell and cross sell your product or service. Let HoldMasters help you when your business is on the line.

4/10/2018 Asking For The Order
Asking For The Order One of the old school selling questions that you’re always asked by the sales manager, “Have to ask for the order?” Most salespeople are trained to go in and show the product/service to the decision maker, or who we think makes the buying decision. After presenting and trumpeting the FAB (features, advantage, benefits) we were told to asked for the order. I did exactly as I was instructed. I presented my product, and then asked for the order and got nothing! How frustrating it is to do what I was told and get zero results for my efforts. Then you are told, “It’s a numbers game.” If you see 10,000 people, eventually you will get someone who gives you a “Yes.” Do you like those kinds of numbers? Do you really want to work that hard? Remember, the prospect has a challenge and a goal, and they want to fix it. Your job is to ask open ended questions they allow that prospect to tell you how he makes decisions. Here are three questions you might try: 1. “The last time you bought______ (fill in the blank), how did you it?” 2. “Do you anticipate doing it the same way this time?” 3. “How should you and I move forward together?” If your prospect gives you indecisive answers, is vague, etc. You will want to dig into the reasons keeping them from moving ahead together. Here are some other questions to ask: How did you know you make a good decision the last time you worked with someone like me? How will you know you made a good decision this time? These questions are designed to help you get some insight of how your prospect has made decisions in the past, and how they will make them in the future. Your goal in your selling system is to get either a “YES” or a “No” to doing business together. People love to buy, but they hate to be sold. Your job to make the sale is to gain the trust of the prospect by connecting you and your product or service to them emotionally. Those same prospects, should they call you, you want to keep that emotional connection alive. One of the most cost effective and efficient is with a custom on hold message on your phone system. Knowing that 70% of all incoming calls are placed on hold (AT&T statistic) this message can be a silent salesperson that can upsell and cross sell your product or service to a captive listener while keeping both your marketing and branding message alive while keeping that caller engaged. Since 1987 HoldMasters has been creating custom messages for all kinds of business ventures throughout the country. Let HoldMasters help you when your business is on the line.

4/09/2018 Creating Urgency
Creating Urgency A familiar (and infuriating) hurdle for salespeople is constructing a sense of importance with prospective customers. Often, we face meeting no-shows, receive push-back, or think it overs from prospects because of some perceived distractions. In any case, had you had a compelling story that reminded them of their pain, the results are usually much different. Whenever you are finding that your prospects are just too inundated, use these few tips for building trust to bring your product or service to the top of their priority list. Your prospects can’t benefit from your product or service without acknowledging that they need it. Therefore, your job is to get them to see the big picture with open-ended questions (and actively listen to the answers) that reveal where their wants are, and how you can help resolve them. When you help the prospect recognize their challenge(s), you will generate a sense of urgency and enhance the probability that they will act. Talk less and listen more. The key to a successful conversation is simply lending an ear. Make the conversation primarily about them, as opposed to what you’re selling, that will keep your prospect engaged. By asking open-ended questions and actively listening for the answer will allow your prospect to come to their own conclusions, as opposed to bombarding them with sales speak. Once you are in front of your prospect or on the phone, make that time count. This is the precise opportunity to impart and share ideas on how to rapidly settle obstacles or address fears that disturb them. Be clear and communicate on how you can diminish pain points and add significance where there’s a need. I believe that a salesperson doesn’t get the sale, a problem solver does. Never stop communicating value. Continue to keep your prospects engaged 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. One cost effective and efficient way to keep the prospect engaged is with a on hold message. Knowing that 70% of all incoming calls are placed on hold this message can be a silent salesperson that can upsell and cross sell your product or service to a captive listener while keeping both your marketing and branding message alive. Since 1987 HoldMasters has been creating custom messages for all kinds of business ventures throughout the country. Let HoldMasters help you when your business is on the line.

4/06/2018 Selling Tangible vs An Intangible
Selling Tangible vs An 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. 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 are 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 creating custom messages for companies all across the nation that not only engages their caller’s, it also carries both their marketing and branding message forward enabling them to both up sell and cross sell their product or service. Let HoldMasters help you when your business is on the line.

4/05/2018 Building A Trust Bond
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 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 creating custom messages for companies all across the nation that not only engages their caller’s, it also carries both their marketing and branding message forward enabling them to both up sell and cross sell their product or service. Let HoldMasters help you when your business is on the line.

4/04/2018 If You Want To Grow Carrots Don’t Plant Tomatoes
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 creating custom messages for companies all across the nation that not only engages their caller’s, it also carries both their marketing and branding message forward enabling them to both up sell and cross sell their product or service. Let HoldMasters help you when your business is on the line.

4/03/2018 Phone Selling
Phone Selling If you’re not comfortable on the phone, sales probably is 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 creating custom messages for companies all across the nation that not only engages their caller’s, it also carries both their marketing and branding message forward enabling them to both up sell and cross sell their product or service. Let HoldMasters help you when your business is on the line.

4/02/2018 Pique Your Prospect's Interest
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 sales people should focus on 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 on 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 you 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 creating custom messages for companies all across the nation that not only engages their caller’s, it also carries both their marketing and branding message forward enabling them to both up sell and cross sell their product or service. Let HoldMasters help you when your business is on the line.

3/30/2018 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 incoming 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 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. If you’d like to network contact me through this web site.

3/29/2018 Be Seen As A Resource
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 or a series of beeps can sever that connection. A very cost effective and efficient On-Hold message can assuage that and possibly up-sell some additional 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 makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line. If you’d like to network contact me through this web site.

3/28/2018 Prospecting
The definition of sales prospecting is when sales reps make outbound calls, send outbound emails, or knock on doors in hopes of creating opportunities for offering your product or service. Prospecting involves cold-calling as well as reaching out to present clients for referrals or to nurture leads that have gone cold. If you are B2B sales organization B2B prospecting isn’t synonymous with lead generation, but it is part of lead generation. It’s the part that takes place on the very front end, before qualification, nurturing, and development. Companies use B2B prospecting to build lists of prospects. Pretty direct. Once you have your lists, you can market and sell to them — i.e. launch campaigns to engage and nurture leads, collect more information, and hopefully convert new customers. Although some traditional tactics have withstood the test of time, prospecting is changing. A number of different forces (marketing technology, economic shifts, customer migration between channels, etc.) are moving businesses to test out new strategies for B2B prospecting or, in some cases, double down on the old. Content is the essence for almost every marketing tactic in the spectrum. Some interesting statistics tell us that 71 percent of marketers use content marketing to generate leads and 93 percent of B2B companies say content marketing generates more leads than traditional strategies plus, 60 percent of B2B decision-makers say branded content helps them make smarter buying decisions. Remember, all of your content should be high-quality and speak to the interests, needs, and objectives of your target markets. But if you want to use content for prospecting, that’s not enough. You also need to make sure every asset includes a relevant call to action. You want them to call you and your company. When they call, according to AT&T, there is a 70% chance they will be placed on hold. Make sure that hold time is productive for both the caller and you with a custom on hold message that not only engages the caller but carries your marketing and branding message forward. Let HoldMasters help you when your business is on the line.

3/27/2018 Proactive or Reactive
Are you proactive in business or reactive? When you are proactive you make things happen; being reactive you are cleaning up a mess or just play the waiting game. Proactive sales people are always prospecting and building their pipeline. Reactive salespeople are waiting for the phone to ring. A proactive business is innovating while a reactive business either is just keeping up or catching up. Being proactive means thinking ahead; projecting what the client might respond in a positive way. Instead of taking a passive approach, sales reps learn more about the potential clients and the details of the project they are working towards. They pursue clients to increase the number of sales they make and increase their number of wins. The proactive sales rep learns about the potential clients and the competition that is working hard to gain the market share. They look to other sales reps’ success to learn what works and why. They arm themselves with the information they need to create the best sales presentations possible and prove to their customers that they can provide them with the best solutions in ways they haven’t even thought of. The group of prospective clients becomes much less favorable when more competition is added to the assembly. A proactive method can increase the influence of your company to include more business types that may profit from what you offer. Being proactive when the phone rings and the caller is placed on hold is a simple fix. Get a custom on hold message that not only engages the caller along with the continuation of both your marketing and branding strategies. According to AT&T, 70% of all incoming calls are placed on hold and 60% will hang up within thirty seconds if there is silence, music or a series of beeps. If there is a message on hold 12% of those callers will take action on something they heard and that a business with on hold messages shows a 2 ½ to 5% increase in sales. Let HoldMasters help you when your business is on the line.

3/26/2018 How To Influence
When bringing a product or service to the market it is imperative that we understand who our prospects are and how do we influence them. For the purpose of this blog I’m speaking to the salesperson, although, some of the ideas are applicable to the company itself. First on my list of things to know and understand is the business you are calling upon. You need to know the industry in general; what is happening in that industry, its challenges. Second, learn as much as possible about the specific company you are calling and what challenges they are facing. Next, ask questions that make that prospect feel the pain of those challenges if they are not fixed; the more pain the better. Now, you are into a conversation that enables you to share how your product or service may alleviate that pain. There are times when a business doesn’t even know there is a challenge. One example is with incoming phone calls; how often are callers put on hold? How many of them abandon the call and are gone when you return to the phone (costing you sales)? What is the caller hearing while waiting? According to AT&T, 70% of all incoming calls are placed on hold and 60% will hang up within thirty seconds if there is silence, music or a series of beeps. If there is a message on hold 12% of those callers will take action on something they heard and that a business with on hold messages shows a 2 ½ to 5% increase in sales. Let HoldMasters help you when your business is on the line.

3/23/2018 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 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 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 System, has been serving businesses across the nation with custom On-Hold Advertising that, according to AT&T research, shows a 2 1/2 % to 5% increase in business when one is in place. Let HoldMasters help you when your business is On-The-Line.

3/22/2018 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 with in 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 web site. 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. If you learn something new about their industry connect with them. Another way to keep that on-going great impression is via the phone. 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 of a Fortune 500 company, On-Hold messages are both cost efficient and effective. Since 1987 HoldMasters, The On-Hold Message System, has been serving businesses across the nation with custom On-Hold Advertising that according to AT&T research shows a 2 ½ % to 5% increase in business when one is in place. Let HoldMasters help you when your business is On-The-Line.

3/21/2018 Changing Beliefs
From the moment we are born, our sub-conscious mind is storing and stacking beliefs fed to us by outside sources from our parents to our friends. Add to this list teachers, religious leaders, government and society in general. These beliefs run our lives both personal and professional. The stronger the belief the harder it is to change. Some of these beliefs serve us and some don’t, some are helpful and some are hurtful to ourselves and to others; yet to grow we must eliminate those that don’t serve us. One way is through learning. Knowledge is a powerful weapon in our growth as human beings. Once we have acquired the knowledge we must plan to eradicate that limiting belief. The decision must be strong like the old saying, “if you want to take the island, burn the boats.” This resolution is a must in order to grow. As we learn we must become open to change in thinking as well as the new technologies that are presented. From a business prospective, regardless of the type of business you are in, change is happening all around. If you are in business I’m sure you are not operating the same way you did last year or five years ago. What beliefs changed in your mind? There is however one constant in any business and that constant is getting your product or service to market. The ‘how’ might have changed but the ‘results’ haven’t, if people don’t buy in to your product or service and it isn’t desired by prospects, you aren’t in business very long. Today marketing and branding are key words to success. One cost effective and efficient way is with an On-Hold message that people hear when they call you. 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.

3/20/2018 Using Technology
Whatever business you are in I’ll bet you use a computer and I would think a Smart Phone as well as other technological devices that make your business run more efficiently. I also believe most every business has a website to attract new clients as well as communicate with established ones. It only makes sense to have professionals interact with you in all these areas. Too often I see a business, that in some areas of their operation, are still using last century’s technology. “WHY,” I ask myself, have they forgotten how to grow? Why are they complacent? If they have a website are they using the best SEO (search engine optimization)? If they offer a product or service are they selling, or as I like to call it, influencing or inspiring others? Growing in all areas of your life creates happiness. Too often smart business men and women see spending money on marketing, equipment, sales training as only an expense, not as another step to achieve the growth to reach the aspired goals. Although getting today’s technology requires the writing of a check, it usually ends up depositing more in the ROI account. Sales training cost money however lack of sales usually costs more. One area that is very cost effective and efficient is getting an On-Hold message for your business. People placed On-Hold (according to AT&T on average 70% of all incoming calls are placed On-Hold) are captive to what they hear. Too often those callers abandon the call and the business has a loss of a new client. On-Hold advertising not only keeps the emotional connection alive, it can up-sell present clients while it keeps your marketing and branding message fresh in the caller’s mind. 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.

3/19/2018 Arguing Doesn’t Work
Arguing with people doesn't really work. Presenting people with facts that contradict their beliefs actually backfires and causes them to dig in more. Recently, a few political scientists have begun to discover a human tendency deeply discouraging to anyone with faith in the power of information. It’s this: Facts don’t necessarily have the power to change our minds. In fact, quite the opposite. In a series of studies in 2005 and 2006, researchers at the University of Michigan found that when misinformed people, particularly political partisans, were exposed to corrected facts in news stories, they rarely changed their minds. In fact, they often became even more strongly set in their beliefs. Facts, they found, were not curing misinformation. Like an underpowered antibiotic, facts could actually make misinformation even stronger. But there are people outside of politics whose well-being and next meal depend on opening people's minds: they're in sales. Their job, over and over, requires getting people to open their minds to the idea of parting with their hard-earned money in exchange for goods or services often, a thing they didn't know existed until just now. People tend to agree with people they identify with and like. You see it in politics; you also see it in sales. That's why salespeople ask you about yourself and chat you up before asking you to part with your cash. Always agree with the person should he say your product or service is too expensive reply back, “"I agree it's a lot of money. It's the most valuable product on the market and has the best return on your investment. “ Since “Facts Tell and Emotions Sell” you, as a salesperson, must get that prospect emotionally involved and you do this by asking questions and finding areas of pain that your product or service can eliminate. You are an influencer not a salesperson. Once you get a person emotionally involved then you keep them there all the time, even in emails, texts, advertisements and over the phone. With the phone, when people call you and are placed on hold, the most cost effective and efficient way is with a custom on hold message. Since 1987 HoldMasters, The On Hold Message Company, has been producing custom On Hold messages for every kind of business all across the nation. Not only can these messages keep the emotion connection alive it also can up sell and cross sell present clients. Let HoldMasters help you when your business is on the line.

3/16/2018 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. 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 serving clients across the country with custom On-Hold messages. With information from AT&T that tells us 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. Let HoldMasters help you when your business is On-The-Line.

3/15/2018 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 serving clients all across the country with custom On-Hold messages. With information from AT&T that tells us 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. Let HoldMasters help you when your business is On-The-Line.

3/14/2018 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 to enable them 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. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

3/13/2018 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 out 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 a 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 to enable them to increase their ROI with a custom On-Hold-Message that makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

3/12/2018 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.

3/09/2018 Don't Be Rude
I’m going guess that no one reading this wants to be rude to most people especially if you are in a business that deals with the public at large. I would further guess that if you are in sales (and we all are in sales, selling ourselves) your goal is to build good relationships with those you meet. Being somewhat presumptuous, those of you who are decision makers, in any business, want your representatives to reflect a very positive image of your business at all times. In my years of being a buyer as well as a seller I have never know anyone whose goal was to go out and misrepresent a product or a service; their goals have always been to establish a positive trusting relationship, to connect with those they meet on a emotional level. Yet, too often when people call into your business and are placed On-Hold (and according to AT&T 70% of all incoming calls are placed On-Hold) they are greeted with a radio, some kind of music, silence or a series of beeps. None of these keeps that emotional connection alive; in fact, it breaks it and 60% of the time (again AT&T research) they abandon the call within thirty seconds. One cost effect and efficient way to avoid “Call Abandonment” is with an On-Hold Message from HoldMasters. 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. Based on AT&T research On Hold messages helps increase ROI 212% to 5% when custom On-Hold-Messages are employed. 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.

3/08/2018 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. Journalist 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, you are 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, maintain both their marketing and branding messages to their clients and prospects around the nation to enable them 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. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

3/07/2018 Key Word, Value
When selling goods or services the key word 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 sales person is to find that scale and show how your product and/or service fills it. Once you’ve shown the value, based on your prospects 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 effect and efficient way is with an On-Hold Message from HoldMasters, Your On-Hold Message System. Since 1987, HoldMasters has been serving the Central Florida area and clients all across the country with custom On-Hold messages. With information from AT&T that tells us that; 1) 70% of all incoming calls are placed On-Hold, 2) 60% of those callers will abandon the call within thirty seconds if there is silence or a radio, 3) 12% of those callers will take action on something they heard while On-Hold, and 4) 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.

3/06/2018 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. 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 question 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, 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. Let HoldMasters help when your business is on the line.

3/05/2018 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 a 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. Let HoldMasters help you when your business is on the line.

3/02/2018 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 and/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.

3/01/2018 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 creating custom On-Hold messages throughout the country. Let HoldMasters help you when your business is on the line.

2/28/2018 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 business across the nation. Let HoldMasters help you when your business is On-The-Line.

2/27/2018 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 creating custom on hold messages for all types of businesses all over the country. Let Holdmasters help you when your business is on the line.

2/26/2018 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 creating custom on hold messages for all types of businesses all over the country. Let Holdmasters help you when your business is on the line.

2/23/2018 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 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 or a series of beeps when they call you. 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%. Since 1987 HoldMasters has been helping business across the nation keep both their marketing and branding message alive while engaging the caller. Let HoldMasters help you when your business is On-The-Line.

2/22/2018 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 wake. 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 or a series of beeps, chances are, again according to AT&T research, they will abandon the call within thirty to forty-five seconds creating a lost opportunity for a new client/customer or, to upsell or cross sell that client. One way to avoid this pitfall is to have a HoldMasters On-Hold message customized for your business. 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. Based on AT&T research, On-Hold messages have been shown to increase sales between 2½% to 5%. Since 1987 HoldMasters has been helping across the nation. Let HoldMasters help you when your business is On-The-Line.

2/21/2018 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 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 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/customers 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 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 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%. Since 1987 HoldMasters has been helping business across the nation keep the callers engaged all the while keeping both the marketing and branding message alive. Let HoldMasters help you when your business is On-The-Line.

2/20/2018 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 process or product. 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 business 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.

2/19/2018 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 the 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 is about people. You have to build relationships first. You have to put yourself in your customer’s shoes and empathize with their position. No app is going to teach you that. So, how do you do it? I find ‘Networking’ a powerful activity. Depending on your business and who you sell to; are you business to business (B2B) or business to consumer (B2C)? 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 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 business 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.

2/16/2018 Keeping Your Emotional Connection Thriving
Keeping Your Emotional Connection Thriving Those of us that sell products or services create a bond with our customer and/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 a custom 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). HoldMasters, The On-Hold Message System, has been serving clients around the nation since 1987. Whether you are a home based business or a Fortune 500 company HoldMasters can help your business secure that 21/2% to 5% increase in sales that AT&T research tells us that a businesses with On-Hold promotions realizes. Let HoldMasters help you, when your business is on the line.

2/15/2018 The Success Procession
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 serving clients all over the United States. Whether you are a home based business or a Fortune 500 company HoldMasters can help your business secure that 21/2% to 5% increase in sales that AT&T research tells us that a businesses with On-Hold promotions realizes. Let HoldMasters help you when your business is on the line.

2/14/2018 Riding On The Road To Success
Riding On The Road To Success Did you realize that success is a choice? Success in life is not holding a good hand, it comes from playing a bad hand well. Of all the goals people say they want, there are two that seem to stand out; success in both their personal and professional lives. If you think about it they are symbiotic. Each one supports and bolsters the other. As a merger, they support one of life’s most important goals, happiness. The question that is begging an answer is the ‘how’ these goals are realized and what should you do to achieve them? Some argue that it’s the power of positive thinking, you know, put good thoughts in your mind and good things will happen. The question is, is that enough? I don’t think so. I believe you have to have both the resources and resourcefulness along with a winning strategy plus an unstoppable work ethic. To be successful you also must know that failure can be a bump on that road and that you have to endure it. Remember that if you understand failure you know it’s just another word for “Learning”. It was Edison who once said, “I have not failed 10,000 times—I've successfully found 10,000 ways that will not work.” The secret of success is not one single, pithy tip. The “secret of success,” if there is one, is that success is brought about by a combination of smart habits, a tenacious spirit, and a whole lot of luck. Making a few conscious changes to your behavior and attitude could prove to be quite rewarding. You can help success along doing a few smart things. If you are in sales, make cold calls, go to networking meetings, build relationships, ask for referrals, go to seminars and read books. As a business create an atmosphere where all of your employees feel important and know the mission and vision of the company. When calls come in to a business everyone should be on the same page. Have an On-Hold message on your phone that keeps the emotional connection with callers by engaging them and keeping both the marketing and branding message alive. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home based businesses around the nation (thanks to the Internet) 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.

2/13/2018 Your Habits Define You
Your habits define you, therefore, make sure you have an arsenal of great habits. What you eat defines your overall health, your exercise program, or lack of one, defines how you look and in many cases how you feel. The habit of gratitude guides your mental acuity and how you relate to others. I would think that everyone would agree that smoking is a bad habit, as well as being unhealthy, and those that smoke should stop. I would suggest that that you stay away from people that erode your life; you will be happier for it. There are plenty of people out there who deserve your attention, and the last thing you want to do is think about the people who don’t matter. No more phone, tablet, or computer in bed. This is a big one, which most people don't even realize harms their sleep and productivity. Short-wavelength blue light plays an important role in determining your mood, energy level, and sleep quality, which could affect your interactions with prospects and clients. Take time to construct a list of your habits, both good and bad; keep the good ones and start to eliminate the others. The way you change is by creating new rituals which become habits. Make sure these rituals enhance your life in every way possible both your business life and your personal life. In business one good habit is to have a custom On-Hold message should people call you. Since 1987 HoldMasters has been creating custom messages on hold for all kinds of businesses throughout the country. These messages maintain both your marketing and branding message all the while engaging the caller and eliminate call abandonment, hang ups. Let HoldMasters help you when your business is on the line.

2/12/2018 Always Sell Value
What is the difference in selling value vs price? When selling value, you can avoid bidding situations, and nobody likes that. If you establish value, early in the conversation, with a breakthrough question about their objectives: “Is the lowest investment your only concern, or is excellence also important?” You want to hear the buyer say something like “Price is important, but we also want the quality to be good.” Always affirm the value of your product or service. That way you just planted a seed of insecurity in the buyer’s mind of what will be lost in quality by playing the price game. What you’ve done is focus the conversation from price to value and value should always be the goal and key. Not everyone is a prospect and those that look only at price and are not concerned with value should not be on your customer list. First and foremost, you, the salesperson, must see the value. You have to believe in the value of your product or service in order to communicate effectively to the prospect. Belief is contagious and your belief flows on to the prospects psyche. You support your belief by standing your ground on price. You might offer that prospect something in addition like better terms or delivery, but holding your price by selling value will build a trust relationship that lasts. Now that you have built a trust relationship, never break it with any and every interaction with that prospect and hopefully your new client. Even when he or she calls your office, how your phone is answered, and what happens when they are placed On-Hold, are all keys to maintaining that trust bond. Should the caller be placed On-Hold make sure you have a custom message that not only engages the caller but continues both your marketing and branding message. Since 1987 HoldMasters has been creating custom messages on hold for all kinds of businesses throughout the country. Let HoldMasters help you when your business is on the line.

2/09/2018 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, music, 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, engaging and entertaining that caller, I call it ‘Edutainement’, he or she still feels that level of importance. Since 1987 HoldMasters has been serving clients around the country. Whether you are a home based business or a Fortune 500 company HoldMasters can help your business secure that 2½% to 5% increase in sales that AT&T research tells us that a businesses with On-Hold promotions realizes. Let HoldMasters help you when your business is on the line.

2/08/2018 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 a 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, irritating beep-beep-beep, music or a radio station. Since 1987 HoldMasters has been serving clients around the country. Whether you are a home based business or a Fortune 500 company HoldMasters can help your business secure that 2½% to 5% increase in sales that AT&T research tells us that a businesses with On-Hold promotions realizes. Let HoldMasters help you when your business is on the line.

2/07/2018 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 and 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 competitions. 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 has been serving clients around the country. Whether you are a home based business or a Fortune 500 company HoldMasters can help your business secure that 2½% to 5% increase in sales that AT&T research tells us that a businesses with On-Hold promotions realizes. Let HoldMasters help you when your business is on the line.

2/06/2018 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 serving clients around the country. Whether you are a home based business or a Fortune 500 company HoldMasters can help your business secure that 2½% to 5% increase in sales that AT&T research tells us that a businesses with On-Hold promotions realizes. Let HoldMasters help you when your business is on the line.

2/05/2018 Prospecting With EMail
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 6am 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 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. Let HoldMasters help you when your business is on the line.

2/02/2018 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 all the while engaging the caller. 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 has been creating On-Hold-Advertising for businesses around the country, helping those businesses obtain that 2 ½% to 5% increase in sales (AT&T Statistic). Let HoldMasters help you when your business is on the line.

2/01/2018 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. 'On-Line Advertising', in a new report, says for the first time, Internet ad revenues have passed those of broadcast TV; not all of TV, mind you. While online ad sales, which rose 17% to hit $42.8 billion last year, according to the report from the industry group 'Interactive Advertising Bureau', had already passed cable TV, broadcast and cable combined still dwarf online ads at $66 billion. 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 64% 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. Thirty-five percent have mobile phones that aren't smartphones, with 9% owning no cell phone at all. All of this technology yet many businesses are still putting 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 costing dollars to your bottom line. There is an answer, HoldMasters. HoldMasters creates custom On-Hold Advertising that informs and entertains your callers while On-Hold and keeps both your marketing and branding message alive to that caller. 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 has been creating On-Hold-Advertising for businesses around the country, helping those businesses obtain that 2 ½% to 5% increase in sales that AT&T tells us that On-Hold Advertising garners. Let HoldMasters help you when your business is on the line.

1/31/2018 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 has been creating On-Hold-Advertising for businesses around the country, helping those businesses obtain that 2 ½%% to 5% increase in sales that AT&T tells us that On-Hold Advertising garners. Let HoldMasters help you when your business is on the line.

1/30/2018 Building Your Pipeline
Building a pipe line 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. Let HoldMasters help you when your business is on the line.

1/29/2018 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. Let HoldMasters help you when your business is on the line.

1/26/2018 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 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 therefore, 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 2 1/2% to 5% increase in sales with On-Hold Messages 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. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

1/25/2018 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 or 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 them 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 has been creating On-Hold-Advertising for businesses both in Orlando and around the country, helping those businesses obtain that 2½% to 5% increase in sales (AT&T statistic). Let HoldMasters help you when your business is on the line.

1/24/2018 Taking Action
What action do you want your clients or customers to take? I would assume you’d like them to continue to do business with you. My guess is that you’d like your prospects to do business with you as well. Most people in business spend both time and money getting both new and repeat customers, as a matter of fact according to AT&T about 80% of the average business budget is spent on “OUTBOUND MARKETING” (getting people to call you or come to you) and brand building. Here’s the scary news, the average business spends only about 6% of their marketing and branding budget once the potential client or customer comes in or calls up (called INBOUND MARKETING). Again, according to AT&T research 70% of all incoming calls are placed On-Hold and 60% will abandon the call, hang up, within thirty seconds if there is silence and, they may stay for an additional fifteen seconds if there is music. This doesn’t have to happen if a low cost efficient and effective custom On-Hold message is working and telling those callers information about the products or services you offer. 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 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. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

1/23/2018 The Basics Stay The Same
Suppose you went back in history when there wasn’t any email, no social media, no video, no blogs just people taking products and services directly to the people, personal branding at its’ best and most basic. Mark Twain understood and appreciated the value of a sales process many years ago. He sold thousands of copies of Huck Finn and Tom Sawyer, through what was then called, subscription agents, salespeople who would pre-sell his books door-to-door using sample pages of the books. He even had a manual for them to follow and the first line of his manual said, “You must be interested yourself, or you cannot interest others; and the way for you to become interested, is to KNOW your book THOROUGHLY.” That is basic for any sales success, Know Your Product or Service. To be successful in sales you must know how. The first step is finding the prospects. Who are the potential users of your offer? This takes preparation but once done you move on to the next step by securing a hearing. Once in front of that prospect you must create a desire by showing how your product or service can alleviate a pain and add to the bottom line. Once this is done ask for the order. Sales today is the same as it’s always been; find the prospect, ask for an appointment, present your story, and ask for the order. To be successful you must ask yourself some questions. Do I have a passion for sales? Do I believe in my product or service? Am I building relationships? Am I getting testimonials and referrals? Do I present myself professionally? Am I prepared? Do I know my prospect or client? Do I follow a common sense system for selling? Do I practice my skills? In addition, when these prospects or clients call you, having a On Hold message that carries both you marketing and branding message all the while engaging the caller is a cost effective and efficient investment. Let HoldMasters help you when your business is on the line.

1/22/2018 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. Let HoldMasters help you when your business is on the line.

1/19/2018 Never Waste A Sales Opportunity
Never Waste A Sales Opportunity No business wants to put a caller On-Hold knowing that the caller will be upset and lose interest. That's usually 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, they in all probability 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 callers 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 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. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

1/18/2018 Emotional Goal Setting
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 has been helping both Fortune 500 companies, mom and pop businesses, and home based businesses, not only in Central Florida, also 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. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

1/17/2018 Little Things Mean A Lot
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 has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, not only in Central Florida, also 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. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

1/16/2018 Make Others Feel Good
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 and with your present clients it can both up sell and cross sell increasing you bottom line. Let HoldMasters help you when your business is on the line.

1/15/2018 We All Have A Dream
We All Have A Dream Today we honor a man with a vision, a goal and a dream; Dr. Martin Luther King, Jr. Dr. King’s thinking was, and is, a model for every one of us. Every one of us ought to have a vision of where we want to go and grow both personally and professionally. Where do you see yourself in the years to come with your family and your work? How you get there is accomplished by goal setting from daily mini-goals to ascending to the top of the mountain reaching that sought after brass ring. Usually, once accomplished, most people then create a new vision to reach for a new goal. For most people, the sense of progress is their key to happiness. For most people finding happiness is the dream. Therefore, the questions to ask yourself today are; what is my vision for my future both personally and professionally? Have I developed a road map to get there with short and long-term goals? How am I progressing, am I happy (with my results)? I believe most business, large and small, from Fortune 500 companies to mom and pop’s, to professional offices (doctors, lawyers, accountants) are basically the same. Each company offers either a product or a service that must be acquired by others. Every company spends time and money both in marketing and branding themselves in order to reach potential buyers, their customers, clients or patients. That marketing and branding must continue with every touch to a potential buyers or current clients. Many of these touches are obvious and some aren’t. One of the not-so-obvious touches is the use of your On-Hold function of your phone. When placed On-Hold you are captive to what you hear so the question is, what do you want your callers to listen to? Do you want them to hear a radio station playing today’s hits and commercials (maybe your competitions)? Or, would you prefer music, beeps or silence? How would you like to continue your marketing and branding? You can, with a custom On-Hold message that not only maintains both your marketing and branding message, but in most cases can up-sell or cross sell your present clients. Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home based businesses, not only in Central Florida, also 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. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

1/12/2018 Mission and Vision Statements
Would you have a ‘Mission Statement’ that says, “Toddle Along” as yours? Some people have, and some people don’t have any mission statement at all. What a sad way to run a business. No mission and in all probability no goals. The mission statement should guide the actions of an organization, spell out its overall goal, provide a path, and guide decision-making. It provides the framework or context within which the company's strategies are formulated. It is like a goal for what a company wants to do for the world. There is a difference between a ‘Mission Statement’ and a ‘Vision Statement’. To distinguish between the two, a vision statement expresses an organization's optimal goal and reason for existence, while a mission statement provides an overview of the group's plans to realize that vision by identifying the service areas, target audience, and values and goals of the organization. I would suggest that when developing these statements every member of the team get involved, for when expressed, the entire team feels ownership. I would also suggest that every team member know the marketing plan of the organization in order to give greater service to the clientele. One way is through the On-Hold button of the phone system by having a custom On-Hold message for all callers placed On-Hold to listen too. 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. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

1/11/2018 A Tip To Increase Revenue
When I listen to the radio or watch television I notice that often times the phone number is given asking the viewer or listener to call a number. Remember, those announcements cost money, therefore, every time that phone rings, you, the businessman or women, have paid for that ring. So, if the caller hangs up, abandons the call, you have lost revenue. The question is, how do you handle that call? Is the person answering that call knowledgeable about what you have advertised? First of all, you need to make sure your marketing is universally known to your entire staff well enough that anyone answering the phone should be able to know enough as to where to transfer that call. A little thing like that could be the difference between commerce being done or not. Secondly, an inexpensive and a very cost effective and efficient On-Hold messages should be in place making your ‘HOLD BUTTON’ part of your marketing, branding and sales team. Custom On-Hold Advertising pays big dividends according to AT&T research that say that there is a 2½% to 5% increase in sales with On-Hold messages in place, both by up-selling and cross selling existing clients, and informing first time callers to your business by preventing ‘Call Abandonment’; that’s where your incoming caller hangs up due to having a radio or silence greet them while they wait. You piqued their interest with your marketing; now continue to hold that same interest as well by being courteous and informative 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 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. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

1/10/2018 What’s In It For Me
“What’s in it for me” is the normal mantra most prospects have when greeted by someone in sales, and everyone is selling something. “What will your product or service do for me, how will it help relieve my challenges, my pain?” is the question that most prospects and/or clients have on their minds before they buy. You, the salesperson must get them emotionally involved. Remember, “Facts Tell and Emotions Sell” so the number one job of the seller is to get the prospect emotionally involved, then show a benefit. Show that prospect or client how the product/service will benefit them. Doctors 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-professionals, just regular sales people must 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 are 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 not only upsell and cross sell products or services, we also 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 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 prospect around the nation to enable them 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. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line

1/09/2018 Your New Years Resolutions
January 15th is fast approaching and that date is the day that 95% of the people who made New Year’s Resolutions fall off the wagon. Many people don’t even make a resolution at all because they have made them in the past and never followed through; they don’t want to disappoint themselves again. For the obvious reason the start of a New Year seems to allow the calendar to give us the idea (and permission) that we can have a fresh start. So, we make resolutions thinking that will make us happy. I submit that whatever goal you choose to reach, seeing progress toward that target is what will make you happy; progress equals happiness. Getting things might excite you for the moment but if you’re not growing, if you’re not progressing that happiness you seek will be eluding you. You are not looking to change, you don’t have to work for change; change is automatic but progress is not. If you want to make real progress you must take control and not just hope it will happen. When you RESOLVE to do something it’s like Tony Robbins says, “If you want to take the island, burn the boats.” The first question is; what is your vision; what do you want to accomplish? This vision must be compelling, it must take your complete focus, and it has to excite you. This vision must pull you rather than pushing you toward that goal. Push requires will power and will power never lasts. You need to know the reasons for your goal both positive (what will I get when I reach my goal) and negative reasons (what will I lose if I don’t reach my goal). As you see the progress toward that goal, you will see happiness growing in your soul. Reasons come first, answers come second. One resolution you can make and is easy to keep is to use your Hold Button on your phone to market and brand your business as well as increase business by having an 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 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. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

1/08/2018 How Is Your Aim
Most people don’t fail because they aimed to 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 necessary need 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 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. This enabled them to 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. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line. www.holdmasters1.com

1/05/2018 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 it 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 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 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, not only in Central Florida, also around the nation to enable them 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 all the while engaging them. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

1/04/2018 Building Relationships Through Rapport
When people like each other, their body language, energy levels, language and lots of other things match. If you want to build rapport more quickly, learn to match another person on purpose. Remember, the more we like someone the like someone we will be. The word that describes this is matching. “People like people who are like themselves” is a saying Tony Robbins uses often and it’s so true. We believe and trust people we like. It then stands to reason whenever you are trying to influence others one very important key is rapport. We can match many things about other people; their beliefs, personal history, vocabulary, style of dress, body language breathing, and lots more. Most easily matched is body language. First you can match how they stand or sit, their posture of both their upper and lower body. You can match gestures and movements. Learn how to match the other persons voice; the pace, tone, volume, expressions, rhythm, words they use, patterns of speech, as well as the degree of seriousness and formality. Match their energy in breathing and gestures. Mirroring is another tool in rapport building. It’s important to remember matching and mirroring is something we do WITH another person not To another person. Commonalities also are bridges to rapport. Find and build on these commonalities you share; attitudes, likes and dislikes, goals, experiences, backgrounds, values and hobbies. Once you established rapport never brake it. Should that person call your office match what you can hear, their voice and all of those attributes connected to the voice. Should that person be placed On-Hold you can keep the rapport going with a custom On-Hold message. Let HoldMasters help you when your business is on the line.

1/03/2018 Body Language, The Silent Language
Body language represents up to 93% of the meaning of a message. Even though body language works mostly outside the spotlight of our conscious mind we create, cultivate and preserve relationships mostly through this silent language. When someone tells you one thing and their body language tells you another; which do you believe? If you are like most people, you believe the body language and discount the words. In the top to bottom order of meaning, body language is the chief. Many books have been written about Body Language and there seems to be a consensus that 65% to 90% of every conversation is interpreted though this silent language. Remember in communication words are only 7%, voice 38% and body language 55%. With these numbers in mind, when meeting someone for the first time your first impression really counts; on both sides. What you think about the other person and what they think of you. Remember you have only one chance to make a good first impression. Whether that’s right or wrong it is generally true. First impressions count, make sure they count in your favor. What you wear and how you look is 59% of your first impression. Add to that the way you stand, sit, and walk tells a lot about you. Think about how you move your body when speaking, open hand movements that are relaxed yet measured in pace, and erect posture and head held up high adds to the impression. With your voice (38%) you will influence a person’s first impression of you therefore your voice should be sturdy, relaxed and compelling, not too loud or too quiet. The words you use most flow easily without cumbersome hesitations in a firm even tempo, stressing key words and phrases. So, think and practice your delivery. Then there’s your tone how you express yourself in moods and emotions which may show subtle difference in meaning. Control your pace to be similar to the listener’s People listen more to your body language and voice than your words (7%) so make sure they enrich your words. When people call you, you are unable see their body language and they can’t see yours. All you have is your voice and their voice, therefore make sure you have an On-Hold message with a clear well paced voice with colorful words that paint a picture of your business expressing both your marketing and branding message all the while keeping the listener engaged. Let HoldMasters help you when your business is on the line.

1/02/2018 The Art Of Listening
Two words LISTNING’ and ‘SILENCE’may have the same letters however listening is so much more than being quiet and more than hearing and, it’s more than the other half of speaking. When you listen to others it encourages them to listen to you. Listening creates relationships and also gives us an opportunity to learn. Listening can save you embarrassments as well as mistakes. Too often we are so busy listening to ourselves we forget to listen to others and if we don’t listen to others it makes it hard to communicate with them. Listening takes true self-discipline and includes the responses we make, the questions we ask, and our body language. True listening is done with our hearts, mind and eyes as well as our ears. In order to listen completely it’s important to note that you must set aside your beliefs, expectations, fears, predispositions, and aspirations. At times this may be difficult especially if we think we really have something important to say or add or if we feel strongly about what the other person is saying. We must really listen to understand. Putting your thoughts on hold forces you to concentrate on what the other person is saying and seeing the world from their point of view. We have heard the expression, We have one mouth and two ears which means we should listen twice as much as we talk maybe it’s because listening is twice as hard as talking. I have noticed most people don’t listen, they are waiting for their turn to speak. Listening is a skill that takes both practice and willpower. When people call your business, and are placed On-Hold (according to AT&T 70% of all incoming calls are placed On-Hold), silence is not golden. You have the opportunity of engaging, along with maintaining both your marketing and branding messages with each captive caller with a custom On-Hold message. Not only does your message inform the caller it entertains the caller and On-Hold messages can keep a caller on line four or more minutes, again according to AT&T. Let HoldMasters help you when your business is on the line.

1/01/2018 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 does take effort. Hope you are blessed with sunshine of laughter, new beams of energy and raindrops of happiness as you step into another brand New year.

1/01/1970 Marry Your Truth
What is your business strategy? What are your core beliefs? What is your story? What are your truths? What is your focus? These questions must be answered in order to run a successful business. Please notice I said “MUST” not “SHOULD” be answered. The reason being, we usually get our “musts” and seldom get our “should”. To be successful in business it is recommended that you divorce your story and marry your truth. Whatever your business your state determines your success and your state is created by your rituals. Everyone has personal rituals and every business has their company rituals. Those rituals help establish an emotional bond to the prospect, client, patient or customer. Remember, all products and/or services are acquired via an emotional connection therefore all interactions must keep that connection alive. One inexpensive and powerful way is through your Hold Button on your phone. Based on research from AT&T we know that 70% of all incoming calls are placed On-Hold and 60% will abandon the call within thirty seconds with silence, or beeps On-Hold; they might stay another ten seconds with music. However, with an On-Hold message that keeps the emotional connection alive, callers will stay On-Hold four or more minutes. Best news is that AT&T found that businesses experience a 20% increase in requests for additional products and services mentioned On Hold and there is 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, not only in Central Florida, also 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 us help you when your business is on the line. If you’d like to network contact me through this web site.

1/01/1970 Selling In The Last Days of December
Selling any product and/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 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.

1/01/1970 Building Sales Opportunities
I am totally convinced that networking is one of the best ways and cost efficient ways of building a business. Networking works as an effective low-cost marketing method enabling you, the networker, build sales opportunities and contacts, based on referrals and introductions. Sadly many people miss the boat due to the fact they talk to a ton of people, but seldom listen. To be effective at networking it is strongly suggested to dig deeper into the relationship and find out if there is synergy between you and the person you’re speaking with inorder to build that relationship. Resist the desire to talk about your business, no matter how much you love it or how sure you are that the person you're speaking with needs you. You want them to do the talking. Keep asking them open ended questions and you can delve deeper into their mind set, by asking them to tell you more about the business, clients, how they got into the business. Make yourself so interesting that when you ask that person out for coffee they are looking forward to the meeting. When going to a networking opportunity if possible, know who is going to be there, know who you’d like to meet. Google them and learn something about them and have some questions in your mind to ask. Know something about their industry and their business. As you can see, networking isn’t just showing up with a smile, it’s preparation as well. Remember, networking is all about relationship building so ditch your sale pitch. Should that person call you, make sure your phone system has a On-Hold message both to entertain and educate all callers. Having an On-Hold message carries both your marketing and branding message forward. HoldMasters helps businesses around the country create custom Advertising On-Hold. Let us help you when your business is on the line.

2/08/2017 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 saying, 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 and/or service as well as keeping your brand message alive. Since 1987 HoldMasters has been helping businesses, both Home Based and Fortune 500 companies in Central Florida and around the nation increase their ROI. Let HoldMasters help you when your business is on the line.

12/29/2017 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.

12/28/2017 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.

12/27/2017 Decisions Determine Destiny
The decisions we make determine our destiny. We have been making decisions from the day we’re born right up to today. Many of those decisions have served us well, and, some may be obsolete, yet, we still adhere to them. Since we are all endowed with the ability of choice, wouldn’t it be prudent of us to re-evaluate our past decisions from time to time; especially business decisions? Most decisions, on the surface, seem to be made from facts presented; yet, I believe the geneses of decisions are emotional justified with facts. Whether you are a CEO or anyone down the chain of command your decision process is the same, emotions supported by facts. In sales, the sales person or as I like to call them, the influencer, must get the buyer emotionally connected to the product or service in order to get a decision. Once that buyer has that emotional connection it should never be broken. For example, that buyer calls your business and is placed On-Hold, what does he or she hear? If they hear a radio, they may not like the format; a series of beeps become irritating, silence they may think they have been disconnected, or, you can have a custom On-Hold message that maintains the emotional connection. 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.

12/25/2017 Merry Christmas
May all your dreams, wishes and goals be realized along with great health as your constant companion.

12/22/2017 Marketing, A Full Time Job
Marketing your business is a full time job and is a line item on your budget. You must promote your business regardless of what you do. Whether you sell widgets or are a professional there are on-going costs to marketing. If you use television, radio, print, direct mail, social media or a combination of them all there are costs involved and those costs are necessary if you want to grow your business. All of those marketing costs are designed to get your phone to ring and when it rings how you handle your calls can be the difference in profit or loss. Let me explain. Your marketing worked and that has caused the phone to ring. There is a 7 to 10 chance that caller will be placed On-Hold. Now here is your challenge; do you want to continue your marketing and branding information and keep that emotional bond with the caller and your business or do you want to break it off? If the former, may I suggest an On-Hold message as your ticket to success. Surveys show that 15% to 20% of phone callers make purchases based on information they heard while On-Hold. 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.

12/21/2017 Job Number One
Keeping your client base informed and educated and at the same time assisting new callers to your business entertained and informed as well as keeping your marketing and branding alive, is job number one of a Message-On-Hold. According to Telemarketing Magazine, surveys show that 15% to 20% of phone callers make purchases based on information they heard while On-Hold; maybe that is why AT&T tells us that there is a 2 1/2% to 5% increase in sales when there’s Advertising-On-Hold rather than silence or a radio station. Advertising your business on your phone when callers are placed On-Hold is cost effective and efficient plus prudent. U.S. West Communications found that messages On-Hold results in a 40% increase in retention of phone callers On-Hold, 15% increase in inquiries, 12% increase in requests for products and services mentioned On-Hold. 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.

12/20/2017 SELLING = INFLUENCING
What do the words “Sales Person” mean to you? If you think about it everyone is a sales person. If you are a parent you are a salesperson, if you own your own business you are a sales person everyone sells something. Parents sell their children all the time business owners sell their employees on ideas friends sell their friends on dinning choices or entertainment options. So, in reality when we think of sales, we are really thinking about influencing another person. How about in place of “Sales Person” how about calling them “Influencers”. Those of us that earn our bread and butter through influencing others must understand that there is a system that doesn’t require a song and dance; it requires knowledge. Step one in knowing that people are influenced by emotion and emotion starts with motion. When offering a product, service or new ideas always get the person or persons talking (motion) by the questions you ask. Always ask opened ended questions that can’t be answered by a simple yes or no. This usually starts to get the person(s) emotionally involved. By active listening it also tells you what that person need or wants. There are times when what you offer doesn’t click; your job is to tell that person(s) that you can’t help them. Your job number one, as an influencer, is to help and serve therefore, if your product, service or idea doesn’t fit, tell them. They will appreciate it and chances are they will recommend you to others. You can keep that influencing alive should they call you and are placed On-Hold with a cost effective and efficient custom On-Hold message. 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.

12/19/2017 Gifting Yourself
Buying gifts for friends and loved ones is a tradition during this holiday season. If you are in business may I suggest you think of a gift for it, your business. Whether you are an owner or employee there are gifts you can give your business. Employees can find things that not only make their job easier, but items that can make them more valuable to the company. By being more valuable you attract more responsibility and generally that means a greater income. One of the best presents an employee can give himself or herself is more education about the business. Business owners should look for professional help is all areas. Since most of today’s business use computers how about additional training for the employees. With today’s options for marketing and branding, find a professional that understands all aspects of marketing. Most businesses sell either a product or a service; sales training should be a must. Everything I’ve just mentioned has a price tag and yet they are all investments that bring a return. Should anyone reading this need some suggestions please contact me at my website, www.holdmasters1.com. I am very big on networking and know many people that can find those presents to gift yourself. Let HoldMasters help you when your business is on the line.

12/18/2017 Happy Holidays
Tis the season to be jolly between Christmas, Hanukkah and Kwanzaa everyone is busy. It is also a time to reflect on 2017; how did you do in reaching your goals? Were you progressing or holding your own? And through this hustle and bustle time, are you planning for 2018? With the way technology changes, planning more than twelve months ahead seems futile. The newest technology and laws affect everyone I know. My suggestion is to create a one- year goal, broken to monthly and still broken down further to weekly and daily objectives. Create for yourself, or your business, a daily work plan and on a daily basis evaluate how you did. Remember that not only do we have to work in our business; we must work on it as well. The little thing of checking your progress, or lack of it, on a daily basis can keep you on track. I will caution you not to stress yourself if you haven’t achieved your plan; use it as a learning tool. Don’t see setbacks worse than they are just see them as they are and make corrections. Over this past year I’ve written many blogs to help a business grow, go back and read them I’m sure anyone can benefit. They can be found at www.holdmasters1.com and click on blog. Let HoldMasters help you when your business is on the line.

12/15/2017 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 and/or service as well as your branding message. AT&T also tells us that a business with an On-Hold message averages a 2½% to 5% increase is sales. Is your business ready for the Holiday Season? I’d be surprise 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 second, with a radio station a little over a minute, 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 2½% to 5% increase is sales. 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. 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.

12/14/2017 60 Hours a Year On-Hold
A few years back I was making a presentation for HoldMasters to a businessman who told me that he never puts people On-Hold. The phone rings and the operator answers, putting the caller On-Hold while buzzing my prospect. He takes the call and tells the caller he will look it up. He then puts that caller On-Hold while he goes to his files. About two or three minutes pass, he comes back picks up the phone and takes care of the caller’s needs. He then turns to me and repeats, that they never put anyone On-Hold. According to AT&T, 70% of all incoming calls are placed On-Hold and an estimated 60% of business phone callers put on hold will hang up without messages & music On- Hold. The bad news is an estimated 30% of these phone callers don't call back. CNN did a survey that said that the average person spends 60 hours per year On-Hold and the average executive spends 17 minutes per day on hold. I wonder how much business is lost by that 30% who don’t call back, and how much business might be gained during those 60 hours per year 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. 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.

12/13/2017 Why People Buy
Why people buy is an age-old question. The important thing to remember is that people ‘BUY’ and don’t like to be ‘SOLD’. When speaking to a prospective client (customer or patient) they buy for their reasons, not yours. Years ago, in sales, a song and dance plus selling features and benefits’ were the key to success. Years ago, we didn’t have smart phone, tablets or computers either. Today, buyers know your product or service as well as you do and in some cases better. So, what should you do to make a sale? Two things; first, ask questions and second, listen to the answers. The benefit for you the salesperson is, the client will tell you what challenge(s) they are facing and what they need to solve it. Once you are clued into the prospect’s need, you can decide if you can alleviate the pain. Should that prospect call you make sure you keep the branding and marketing message alive with a custom On-Hold message. Remember, On-Hold advertising also helps you up-sell and cross sell current clients as well. 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. It informs present clients and 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.

12/12/2017 Competition Is Pushing You
In the business world, regardless of your business, competition is always pushing you. You, the businessperson, have invested your time and money getting into your occupation. Once established, you still spend time and money marketing and branding your business. You are asking people to trust you by doing commerce with you. You are asking them to call your business or come in through the doors. I know you would never ignore someone that enters your business then why ignore someone that calls your business? Having silence On-Hold not only is ignoring the caller, it’s also ignoring your own business. Chances are within thirty seconds that caller is gone and may never call back. If that caller On-Hold is listening to a radio station, if they don’t like the music it’s torture, or worst yet they might be listening to a string of commercials, maybe even your competitions. A custom produce On-Hold Message from HoldMasters not only keeps the caller holding on it also informs as well as entertains them. AT&T research tells us that a business with an On-Hold message averages a 2½% to 5% increase is sales. 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. 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.

12/11/2017 Resources or Resourcefulness
Resources or resourcefulness are the question. I would guess almost everyone has the resources to learn and grow. If you don’t own a computer, tablet or smart phone, 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 the 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 your desired outcome.. 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, 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.

12/07/2017 Marketing With Limited Dollars
I wrote a blog the other day that dealt with marketing this one deals with a limited amount of dollars to market your business. The first thing I would do is create a web site. Do not do it on the cheap, have a professional create it and hire a professional copywriter to do the writing. Your site reflects who you are and what you stand for. It is a big part of your branding. Remember marketing is what you do branding is who you are. Know what your goals are so that your site reflects those goals. Although your site is a sales tool, don’t let it look like a sales pitch. It should create an emotional connection with the viewer and create rapport with your business. Since this might take a good portion of your monthly dollars to complete, my second activity, which doesn’t cost too much, would be to find a networking group. There are many to choose from so I would attend several until you find the one that fits your personality and your business. I would make sure that if your business is B to B (business to business) then that’s the kind of group you want; if it’s B to C (business to consumer), then look for that type of group. Once you join, show up for every meeting and get active. Make sure you have one on one meetings with your fellow members so you understand what they do and how you can help them and visa, versa. In Networking, the adage “Givers Gain” is paramount. Give referrals without expectations and see your results. It’s like casting bread on the waters. Also through networking you can create strategic alliances, other business professionals that can complement yours as well as yours complements theirs. A very cost effective and efficient marketing tool is On-Hold Advertising. Remember, every time your phone rings it is because of your marketing therefore every incoming call cost you, money. Since those that call are captive to what they hear and since AT&T tells us 70% of all incoming calls are placed On-Hold, doesn’t it just make sense to keep that marketing and branding message alive as well as the emotional connection? 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.

12/06/2017 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 he or she must 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 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 then 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. 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.

12/05/2017 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. A 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 technique. Once you have mastered a technique, you hardly need look at a recipe again and can take off on your own. 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. 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.

12/04/2017 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 with emotionally involved. If you need help in developing those questions do some research about the industry is general, the business and the person specifically so 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 connect in person, 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. 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.

11/17/2017 The Doctor Is In
Medical professionals (this includes all profession; 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 then one location talk 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 web site the practice will see more traffic. Since 1987 HoldMasters, your On-Hold Message Company, has been helping Fortune 500 companies, mom and pop businesses, professional practices and home based businesses, maintain both their marketing and branding messages all the while keeping the caller engaged. It can up-sell and cross sell present clients and inform prospects of your practice and philosophy. It makes a small practice sound big and a big practice sound friendly. Let HoldMasters help you when your business is on the line.

11/16/2017 Networking Your Way To Success
Networking Your Way To Success I have never met a person that doesn’t network is 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 do a great job for the person you are referred to since it reflects on the person who suggested you. Always remember to ask your clients for referrals since they like you and are please 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, 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-sells 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.

11/15/2017 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 business out there that once their phone rings, customer building relationships stops. 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 to 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? You caller is now captive while On-Hold and you are informing and re-enforcing both your marketing and branding communication as well as engaging that caller. 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. It can up-sells 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.

11/14/2017 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 principals. 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 is 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. Let HoldMasters help you when your business is on the line.

11/13/2017 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; your job in 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 important, 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. Let HoldMasters help you when your business is on the line.

11/10/2017 Size Doesn’t Count
I’ve been asked the question is On-Hold marketing just for large companies? The answer in a word is no. Any business regardless of size can install an On-Hold information system at their business. Today there is equipment available for even the very small and home-based businesses to use On-Hold messages to grow their business. Whether you have a simple 2 line phone purchased at a local electronics store and receive only a few callers a day or have a sophisticated business key system and receive hundreds of calls a day, an On-Hold system will enrich your image and stimulate your services more effectively than any other medium. Surveys by CNN suggest that without messages On-Hold nearly 60% of business callers placed on-hold will hang up. North American Telemarketers Association tells us that almost 30% of these callers won't call back. A survey by AT&T reveals that callers will hold up to four minutes longer when hearing music with information and there is a 2½% to 5% increase in sales. 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. 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.

11/09/2017 Protecting Your Assets
What is you 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 as 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 and little on attracting the client or customer. 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 connect to you never break that connection. One way to keep that connection alive is with an On-Hold message 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, 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.

11/08/2017 Sales, The Life Blood Of Business
No business exists without sales. Sales are the life-blood of every business and a sale is always made, either by the sales person 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 elevate a challenge. The best way I’ve discovered to discover the need is by asking questions and listening for 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 understand 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 helps you the sales person 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 connect 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 because they are treated to a radio, some electronic music, beeps or pure silence. Why not give them information about your business and about yourself? With On-Hold messages you will keep that emotional connection alive and in many cases up-sell and cross sell products or services. Since 1987 HoldMasters, your HoldMasters, 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 both their clients and prospects all the while engaging them. It makes a small business sound big and a big business sound friendly. Let HoldMasters help you when your business is on the line.

11/07/2017 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 connect 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 tells us it’s easier to keep customers then 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 and services ,plus, it keeps the 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. 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.

11/06/2017 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 belief, 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, Let HoldMasters help when your business is on the line.

11/03/2017 Being Efficient and Effective
How do you market your business? Do you use the usual TV, Radio, print and social media? Are you active in networking yourself as well as your product and/or service? Are you using social media? They all work. Some cost money, some cost time and some cost both money and time. Remember, marketing it what you do, not who you are. Branding is who you are and the perception the consumer has of you and your company. Therefore, one of the most efficient and effect ways of keeping that marketing and branding message moving is through a message On-Hold. You’ve done enough marketing to create interest in your company’s products or services and you’ve branded yourself and your company as one that consumers want to do business with, now, you have a captive audience on your phone, waiting On-Hold for service; what do you offer them. Hopefully it’s not silence. Sixty percent will abandon the call within thirty seconds thinking that they were disconnected and if you are playing a radio playing music the caller doesn’t enjoy, that could be torture, and that caller might last up to ninety seconds. The good news is that with an On-Hold message that prospect would stay on the line for four or more minutes while your On-Hold message is informing as well as entertaining, continuing both your marketing and branding message all the while keeping them engaged. On-Hold messages, according to AT&T research, will show an increase in sales between 2 ½ to 5%. Since 1987 HoldMasters, your On-Hold Message Company, has been helping from Fortune 500 companies, to 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.

11/02/2017 Perfection Is Not Attainable
“Perfection is not attainable, but if we chase perfection we can, at least, catch excellence” are the words of Vince Lombardi, great football coach. Remember, excellence is not a skill it’s an attitude. Excellence by definition is the quality of being outstanding or extremely good. The key to excellence in knowing the ‘WHY’ of what you do. What is it that you are passionate about? Your passion drives your engine to excellence. Your “why” is the most important thing you can figure out right now. It is the reason you do the things that you are passionate about. If you don’t know that, you can never completely fulfill your personal and professional dreams. If you know your inner self is to know your purpose, your values, your visions, your motivations, your goals and your beliefs. Not as what you have been told by others, but what you have discovered for yourself. Knowing your inner self requires a high level of introspection and self-awareness. If you have clarity to at least half of what is listed above, you probably hold quite a high level of self-awareness. One way a business can chase perfection is to care for their clients and there are many ways of doing it. One way is through the telephone when they call you. By having a custom On-Hold message that keeps the caller entertained, informed and engaged all the while sharing both your marketing and branding message as well as showing courtesy. This makes a great impression as opposed to silence, electronic music or a radio. 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. It can up-sells present clients and inform prospects of your business and philosophy. It makes a small business sound big and a big business sound friendly.

11/01/2017 Value, The Key To Selling
Whether you are in one of the professions, sell a product or service or sell ideas to fellow employees, if you show the value, price never becomes an objection. People go into debt for value from buying a home or a car to fixing your health, when people see value, price goes away. So, the question is; how do you establish value? You do it in the same way a doctor does in analyzing your health, by asking questions. The key here is to actively listen to the answers and not be thinking of your next question. Every person may have a different hierarchy of values one person’s values may not have the same importance as to another person’s therefore, your probing questions, are the key. By asking questions you discover the challenge(s) and pain. By being empathetic you are better able to bond and through bonding and rapport you become proficient in discovering what is of value for that person. Showing you care adds value and one place where you can do this, even when you are not there in person, is with your phone. How you handle incoming phone calls tells volumes about you and your business. With incoming calls, you have the perfect opportunity of continuing both your branding and marketing from how the call is answered, to if and when, the caller is put On-Hold. Being On-Hold is not a place where “Silence Is Golden” nor is some type of music. Research from AT&T tell us that, on average, 70% of all incoming calls are placed On-Hold. Welcomed by silence, the caller will hold less than 30 seconds, adding music adds another 10 to 15 seconds however, with an On-Hold message four plus minutes. Having a custom On-Hold message is both effective and efficient. Let HoldMasters help you when your business is on the line.

10/31/2017 Communication
Most people think that communication is interacting with others; and that in part is true, however, the first person we always communicate with is ourselves. Communication, thinking and decisions are all started with one thing, questions. When we think, we are asking ourselves questions; what do I want for dinner, what movie do I want to see, which client can best be served with my product or service? All questions; questions first, decisions next. It is interesting to note that your communication is first with yourself, therefore how you communicate with yourself must be on top of the list. The better the question the better the decision. The human brain is like a computer you ask a question and it searches its’ files for an answer. Ask a poor question, get an abysmal answer. All of the decisions we make start with a question; the better the question the better the decision. As an example, we all know that setting a goal gives us direction to where we are going so the first question you might ask yourself is, “Where do I want to end up?” Then you work backwards with steps until you come to your first step which might be a question like, “How do I start?” Each of these questions strategizes out a roadmap for a series of decisions all designed to reach your goal. Being somewhat assumptive, I would think that if someone comes to your business you wouldn’t ignore them, then why, if someone calls your business, why would you treat them with silence, a radio, some beeping sound or just bad music (BTW these four options cost you money in lost sales)? There is an alternative, it’s called a custom On-Hold message. Let HoldMasters help when your business is on the line.

10/30/2017 Culture
Culture, either in business or in the home, illustrates the established standards and principles and accepted conduct of the unit. One definition of culture by Deal and Kennedy is “the way a we do things around here”. However, culture also changes over time. The mores of each organization have its own principles, values and behaviors. In other words, culture can be defined as a developing set of shared principles, values and attitudes. Culture is a key factor in business and has influence on the planned course of business. Culture impacts management, choices and all business tasks from accounting to production. For the sake of this blog we will identify with strictly with business culture that has its’ own exclusive facet that includes getting off on the right foot, meetings, negotiation, formalities, social media use, internships and work placements and other elements. When doing any kind of business, etiquette is a must. Always remember to say, “Thank You” regardless whether you are on a job interview or selling a product or service. Put your cell phone on vibrate or just turn it off to avoid distractions. Always see the other persons point of view and never lose you temper. And above all, always listen actively and be honest. Is your culture warm and friendly sprinkled with a sense of humor or is it up-tight and sterile? I would always suggest the former over the latter. Every business, regardless of size can sound warm and friendly when receiving incoming phone calls with a cost efficient and effective custom On-Hold message. These messages make small companies sound big and large companies sound friendly. Let HoldMasters help you when your business is on the line.

10/27/2017 Wasted Time VS Productive Time
Did you know that 16% of callers make purchases from information while On-Hold? Maybe that why AT&T research tells us that there is a 2½ to 5% increase in sales when there is an On-Hold message. Plus your On-Hold message can help callers make better buying decisions. Seven out of ten first time callers will hang up if they hear only music or “ silence.”  Plus, according to research, 1/3 of these callers won’t bother calling back. Why? Because they feel like they’re being ignored! They feel that it’s easier to call your competitors than to be ignored when they call you. Okay, you realize that silence On-Hold is not helpful since people feel as if they’ve been disconnected so you have a radio playing. Great, you like to waste time and you don’t mind if your caller hears a commercial or two or three, maybe even your competitions. And just maybe your caller doesn’t like the music. May I suggest you turn that wasted time into productive time by having HoldMasters create a custom On-Hold message for you that not only informs and engages your caller, but also carries your marketing and branding message forward. Since 1987 HoldMasters has been helping people in Orlando as well as around the country. Let us help you when your business is on the line

10/26/2017 Growing Your Client Base
If you are always replacing a present client with a new client your business isn’t growing. Obtaining new clients for your business and keeping existing clients is a full-time job and one that must be worked on every day; growing your client base is a must. Your existing client base is an excellent source for referrals and if you are not asking for them, you are missing out on growing your business. Your marketing efforts are your source for obtaining new clients. Your efforts are rewarded when your phone rings. What happens when that phone rings is paramount to your success. How is that caller is treated; are they placed On-Hold and greeted with silence? If statistics are correct they will stay there for about thirty seconds then abandon the call. This could cost you a repeat sale from an existing customer or a sale from a prospective client, neither is the outcome you want. How about spending a small amount of dollars on a Message-On-Hold program that keeps callers on the line engaged for four minutes or more while your On-Hold messages informs as well as entertains that caller with both your marketing and branding communication. BTW, according to AT&T research, with advertising On-Hold there is around a 2 ½ to 5% increase in sales, not to shabby. Let HoldMasters help you when your business is on the line.

10/25/2017 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 skimp on marketing. How you market is another area to look in to. 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. 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? Here is an interesting fact with 80% of the marketing budget designed to get the phone to ring, only 6% to 8% is set aside for after the phone rings. One of the most cost-efficient ways to keep your market and branding ongoing is with a custom On-Hold message on your phone. Let HoldMasters help you when your business is on the line.

10/24/2017 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 elevate 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 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 not engages the caller while communicating both your marketing and branding messages. Let HoldMasters help you when your business is on the line.

10/23/2017 Developing Good Habits
Everyone I’ve ever met has habits. Some habits serve us while other 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 healthy 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. 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 developed 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 health 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 temporarily. 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. Let HoldMasters help you when your business is on the line. October 24, 2017: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 elevate 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 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 not engages the caller while communicating both your marketing and branding messages. Let HoldMasters help you when your business is on the line.

10/20/2017 Saving One Hang-Up A Day
How often do you lose a caller to hang ups? Most business owners don’t have a clue. It’s called “Call Abandonment” and it’s costing you money. Would you like to stop it? Research has shown that hang-ups will decline from 50% to as much as 75% with a message On-Hold. Many of our current clients have reported similar results. If you are saving only 1 hang-up per day (now fill in the blank) and it became a sale, how much would that mean in a week, a month, a year in dollars? And at the same time, you are improving customer satisfaction; wouldn’t you want to do that? On-Hold messaging can be viewed as one element of marketing. It lets a business speak directly to its customers and prospects while they're waiting On-Hold. As a marketing tool, On-Hold messaging can't be beat. The customer on hold is a captive audience. And unlike with advertisements and commercials, your company has paid nothing to get the customer's attention. With a Message On-Hold you can showcase your products or services all the while reinforcing the customers' belief that they're doing business with a company that offers top-quality products and services. With an On-Hold message new listeners become advocates who appreciate the company more as they learn more about it. 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 all the while engaging the caller. It can up-sells 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.

10/19/2017 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 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, 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 on line 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, 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, it 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. Let HoldMasters help you when your business is on the line.

10/18/2017 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 On-Hold message that answers FAQ’s all the while enhancing both your marketing and branding message. Let HoldMasters help you when your business is on the line.

10/17/2017 Great Communication
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 learns, 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, your 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 prospects 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. Let HoldMasters help when your business is on the line.

10/16/2017 Creating Urgency
I have discovered even though your product or service diminishes the prospects 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 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 prospects motivators can help cement the deal. Keep probing and asking questions and vigorously listen to the answers. Make sure you have a great On-Hold message, should that prospect call you, that continues your marketing and branding message all the while engaging the caller. Let HoldMasters help when your business is on the line.

10/12/2017 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. So to create a strategy you 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 achieve it. Your state of mind has to be laser focused on the outcome. So, in place of pursuing success, you attract it. One cost effect 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 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 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.

10/11/2017 Value Propositions
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 benefits less cost which includes economic risk. A value proposition is a testimonial which 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. Let HoldMasters help you when your business is on the line.

10/10/2017 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, not theirs’s. 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, and leaning towards the speaker are all forms 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 carries that branding forward as well as keeping your marketing message alive. Let HoldMasters help when your business is on the line.

10/09/2017 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.” Sales people 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 2½ to 5%. Let HoldMasters help you when your business is on the line.

10/06/2017 Taking Action
What action do you want your clients or customers to take? I would assume you’d like them to continue to do business with you. My guess is that you’d like your prospects to do business with you as well. Most people in business spend both time and money getting both new and repeat customers, as a matter of fact according to AT&T about 80% of the average business budget is spent on marketing and brand building. Here’s the scary news, the average business spends only about 6% of their marketing and branding budget once the potential client or customer comes in or calls up. Again according to AT&T research 70% of all incoming calls placed On-Hold and 60% will abandon the call, hang up, within thirty seconds if there is silence and they may stay for an additional fifteen seconds if there is music. This “Call Abandonment” doesn’t have to happen if a low-cost custom On-Hold message is working and telling those callers information about products or services offered. 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 has been helping both home-based as well Fortune 500 companies in Orlando and the rest of the country with custom On-Hold message systems. Let HoldMasters help you when your business is on the line.

10/05/2017 Cheap Is More Expensive
Cheap is usually more expensive in almost any endeavor. Cheap usually means low quality in every aspect of the product or service. There is a difference between inexpensive and cheap and I don’t know of any business that wants to look cheap. All we have to do is look at how the abundance of cheap food with little nutritional value has hurt our health here in the United States; cheap food and high medical bills. In business it is necessary to be prudent, but not cheap. Most businesses set out a budget and part of that budget is marketing. After all, a business needs customers or clients. Usually about 80% of a budget is set aside for marketing, getting the phone to ring but the sad part (or in this case, the cheap part) is only 6% of that budget is spent when that phone rings. Since 70% of incoming calls are placed On-Hold (AT&T statistic), and the caller is captive to whatever you have On-Hold, the sensible thing to do is to dispense information about your product or service. The good news is, again, according to AT&T research, there is a 2½% to 5% increase in sales with On-Hold advertising. How would that kind of an outcome influence your bottom line? Since 1987 HoldMasters has been helping both home-based as well Fortune 500 companies in Orlando and the rest of the country with custom On-Hold message systems. Let HoldMasters help you when your business is on the line.

10/04/2017 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 its’ 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 (AT&T statistic), 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 has been helping both home-based as well Fortune 500 companies in Orlando and the rest of the country with custom On-Hold message systems. Let HoldMasters help you when your business is on the line.

10/03/2017 Prospecting For Business The Number One Challenge
When prospecting for new business you’ve probably heard the saying that it takes 10 “no’s” to get one “yes,” but I think that number is outdated. In today’s market, it can take 40 voicemails to reach a live person and dozens of emails to yield a single response. For sales reps, that kind of rejection often makes sales prospecting a tedious, intimidating, and downright discouraging task. Unfortunately, that doesn’t change the fact that you still have a quota to meet and the only way to hit it is to find new prospects. Nothing beats proper preparation and practice, therefore creating a fun environment for the task of cold calling will have a positive effect. Asking a complete stranger for their time comes unnaturally to most us. I would suggest that you block out an hour in the morning and an hour in the afternoon where you’re doing nothing but cold calling. This means, no email, no Facebook, and no impromptu meetings for the full hour. If it helps, block these off on your calendar so people know not to bother you during that hour. Try to catch prospects off guard by joking around and keeping things light at the start of a call after all they are complete strangers and you are trying to convince them that they want, no need, your product or service. Remember, you are not the only one calling them, they receive sales calls every day; be different. Remember, you have about 30 seconds, at most, to make a pitch and convince a prospect to listen, rather than hang up the phone. This means you have to focus on researching good prospects, and then tailor each pitch specifically to that prospect’s industry or market. But good research alone isn’t enough, you must also relax and sound like a person rather than an impersonal pitch. It can be extremely difficult to call prospects every day who are annoyed, angry or hostile toward calls. But make sure you never give up. This job is vital to your success, and there are ways to be the best each day. Stay positive, remember that any anger or annoyance directed at you isn’t personal. Just hang up and move onto the next call. Keep your energy level up. First, get in the right mindset. Stop thinking of selling and start thinking of building relationships. Remember, prospecting is introducing yourself to people who have a likelihood of being interested in your products or services. Second, be picky about who you’d choose to be a client. Unlike any other marketing method, prospecting allows you to fill your plate with exactly the kind of clients you want to do business with. Third, to make prospecting easy and effective, you need to pick a method that is a good fit for your skills and personality. If you're good at making calls, then by all means make calls. If you have a knack for writing friendly, inviting emails then emailing might be your ticket. If you're good at meeting new contacts in networking situations – live or online – then you should leverage that gift.  Fourth, prospecting is not a numbers game. It's a relationship game. So, if you plan on cold calling everyone in the National List of Advertisers this week, you're doomed to failure, not to mention exhaustion. Take your time when prospecting. Do a little bit each day or each week, focusing on quality prospects. So, you see, prospecting doesn't have to be a massive effort. It can be a simple and relatively painless part of your business routine, a routine that can steadily build and maintain your base of great clients. Should those prospects call you, make sure you have a great custom On-Hold message that continues both your branding and marketing strategies all the while engaging the caller. Let HoldMasters help you when your business is on the line.

10/02/2017 The Selling Never Stops
Why do some salespeople do well while others hardly make a living? I believe that selling is a profession and should be treated as such. I would think that the successful salesperson does things the unsuccessful never does. Too often sales people are not prepared to see the prospect because they are not trained. Would anyone go to an untrained doctor, lawyer or accountant? I doubt it, so why deal with untrained sales people? Sales, like every other profession evolves over time and how sales were made in the past doesn’t mean those same strategies work today. Sales has always been a relationship connection and today relationships are king. That said, there is so much more to selling. The keys to being successful in sales are to know both your product or service and understand how they can relieve a prospects pain. That said, the successful sales person knows how to find the pain and that takes practice. Like any skill, sales start with learning and practicing the basics. I would suggest that just like football or basketball players have coaches, sales people need them as well. I have found one of the best on-going sales training and coaching groups is Sandler Training, an international franchise organization. Once the sales person has connected with the prospect the sale doesn’t stop there. Every touch with that prospect and hopefully future client must continue the selling process. Should that prospect call your organization, from how your phone is answered, to customer service, your marketing and branding message must continue. Your On-Hold button is a perfect place where you can craft and produce an On-Hold message that engages the caller all the while keeping your marketing and branding message alive. Let HoldMasters help you when your business is on the line.




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