Like many of you, we’re very busy at Grunder Landscaping Co. right now. And when you’re busy, it’s easy not to think about the future. But I know that while I have plenty of work for the next three or four months, I can’t lose sight of September, October, and beyond.

I can’t afford to be complacent, and neither can you. Spend time now laying the groundwork for future sales. Each week you ought to be reaching out to past clients to see if they need anything from you. You ought to be having lunch and meeting with new folks who could use your services and with folks who know others who could use your services.

You need to be making friends to make sales.

I have actually gone back to using some of the same tactics I used more than 30 years ago when I first got started in business. They put me on a path to success then and they keep me on it now. I’m cold-calling. I’m handing out my business cards. I’m letting everyone I come in contact with know I would love to work with them. In other words, I’m making friends. And when you do that, you open your business up to all kinds of opportunities.