I talk about gas pedals with my clients a lot. To grow sales quickly, we must step on the gas, hard. We must systematically start to call, meet, help and proactively communicate with clients and prospects. The more of these things we do, the more business grows.

 But that’s just the start. This will get you the initial spike in sales that all of my clients see. But the real magic is not in the start, but in the long term. The magic is in the months and years. The magic is in the consistent communications to customers and prospects over an extended period of time. Real revenue growth lies in the repetition proactive communications actions — keeping the gas pedal pushed all the way down.

The problem is human nature. When things are good, we let up. When things are bad, we press (the gas). The key to growing sales over the long term — and this is the habit that my clients pay me to build — is in keeping the gas pedal pushed way down over months and years, even when things are going well. Don’t let up. Don’t ease up. The good times don’t just stick around on their own. We need to do the work to keep the good times here.

 So when things are good, when sales are coming in, and when the cash is flowing, push the gas pedal down even harder.