1. Listen to (and write down!) the questions your clients ask. They’re clues to the problems you can help them solve. They’re also topics for your next article, talk and e-newsletter. Don’t invent this stuff – just listen!
2. Plan and write out your next sales conversation. Got a meeting next week with a hot prospect? Write down the words you will use to find out who the decision makers are, what the budget is, the scope of their problem, and how you’ll ask them to take next steps. If you have no idea how to do this, send me an email and I’ll help you think through it.
3. Read a marketing article. Most non-marketers don’t go out of their way to read about marketing. A painless way to stay motivated, though, is to read one new article every week.
4. Pay attention to the marketing messages all around you. See if you can pick out the WIIFM (What’s In It For Me?) and call-to-action (what they want you to do). Practice thinking like a marketer.
5. If you manage others who perform your client work, visit a client with your employee to show interest. This keeps you fresh and demonstrates your commitment to the...
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