People in business development frequently have problems separating
business from personal relationships. They think if they develop a
personal relationship with a prospect or client, it will enhance their
ability to develop business. Unfortunately, once you develop a
personal relationship you lose perspective. You begin to see things
from a personal perspective rather than a business perspective.
Remember: Be professionally
involved but emotionally detached.
If you are more interested in maintaining personal
relationships instead of serving their needs and solving their
problems, you lose that professional objective/perspective and you
cease to be of value to your clients. Prospects or clients deserve the
courtesy of being able to honestly evaluate you on a professional
business basis. They should not be encumbered by personal situations or
personal involvement with you. There is nothing wrong with being
involved with your clients in a business-social relationship ...
because there is no obligation beyond solving their problems on a
win-win financial basis. Be careful of crossing that fine line from
business to personal. You are always on stage with your prospect.
If
you don't know you're on stage ... you're on stage.
