We've come a long way since I sent you the email Hope is not a Strategy.

We've talked about finding your niche, developing a compelling value proposition, figuring out what marketing approaches will work for you, nurturing relationships, selling and managing clients.

Now I'm sure a lot of times you read some of the emails, thought “I know that” and moved on.

But I'd ask you to consider something for a moment.

Something that applies not just when you read my emails,  but whenever you read any hints, tips and guidelines – or when you're on a training course.

“Success in marketing and business development is driven not by what you know – but by what you do.”

I've seen it lots of times in training courses: those I've delivered, and when I've been a student too. I've seen it when people read books or websites.

I do it myself.

The moment I hear something I know already I get a satisfied glow. I nod sagely. I kind of feel validated.

And that warm, validated feeling seems to stop me from asking the killer question:

Not “do I know this?”

But “do I do this?“

Because that's the question that leads to action.

That's the question that leads to improvement.

And that's the question that leads to results.

So next time you read or hear something about marketing or sales (or pretty much anything) and you find yourself thinking “yeah yeah, I know this – nothing new” – catch yourself. Change that thought.
Try:

“Do I do this?”

Then “Should I do this?”

Then “When will I do this? How will I do this?”

And then you'll start progressing in leaps and bounds.