There is a sweet spot between being smart and dumb that is just right for marketers.

For instance, its well known that salespeople can be too smart for their own good, over-talking, wearing out their welcome, putting feet in their mouths, and not listening enough, or allowing prospects to sell themselves.

At the same time, if you can figure out a way of putting more customers on the books, and keeping them there, as frequent flyer and awards programs have, then you can see the payoff for being clever.

Ive found there is a single question that can help you to find a perfect middle ground, while learning a lot, as well:

Where do you get your business?

Yesterday, for example, I caught up with a client who has his own hypnotism practice. He does a nifty stage act and he counsels individuals, helping them to get more sales and to turn their lives around in various ways.

I asked him how hes doing, he said Great! and then I asked the magical question about his source of business.

Whenever I want business, I stand in front of a 7-11, walk up to smokers and say, I see you smoke and they say Yup, and I ask Have you ever thought of quitting? and they say Id love to and then I hand them my card, and its as simple as that!

Wow, thats great, isnt it?

His prospects are qualified, he makes direct contact with them, they disclose a need, and he says hes there to help.

What can be simpler or smarter?

By the way, how do YOU get your business?