Forums: Discussions for entrepreneurs and small business.

Many times we hear the advice, "Don`t take it personally." I disagree; I think we should not be afraid to take it personally. No, I don`t mean wallow in it, let it damage your self-esteem or give up. I mean that when you are evaluating why your product or service was rejected, don`t be afraid to look in the mirror.

Sales at the most basic level is about building a relationship between people and is therefore personal. So when I am evaluating why a prospect is choosing to not be a client I look at the personal stuff too. I look at what I may or may not have done to further the relationship. I may conclude that I`m not going to make any changes and that`s ok. I may conclude that I need to change the verbiage in a letter, develop a more focused advertising campaign or be a better listener.

The bottom line is the only control I have is over what I do. I do not have control over the prospect. I am the one responsible for my business and that may mean making some personal as well as professional changes. If we aren`t afraid to look at how we can improve professionally, we shouldn`t be afraid of looking at how we can improve personally. Just don`t let it leave you "bloody, bruised or broken," let it leave you healthier and stronger.

I guess what I am trying to say and perhaps not very clearly or succinctly is that business, especially via the internet has gotten too impersonal for my taste. We can`t forget that the fancy web sites and creative taglines are bringing people not businesses to our "door". I don`t believe in "B2B" sales - it`s all P2P sales.