When I ventured out into the world of entrepreneurialism, I knew little about the technicalities of business. However, I knew three things: 1) I like people (and most people like me because I am honest and integrous), 2) I knew that no matter how good I was or my product was, unless I sold something, I wouldn't stay in business, and 3) I knew leadership.

Interestingly, my career path was vastly different — banking and law enforcement— than most of my peers.

Liking people and getting them to trust you is step one in getting business. And, all professions depend largely upon sales, because we're all selling something, whether it's our great idea, or a methodology, a product or a service. Everyone is looking for best practices.

Just because someone knows and likes you doesn't mean they're sold on your great idea, product, or service. There is a bit more to it than that. And, most sales people will tell you that you have to be tough enough to go through lots of "no's" before getting to the "yes's".

The piece that I believe ties it all together neatly is leadership. Leadership. Ah, yes...leadership is a word with some fuzziness around it. But simply put, leadership is about influence and influencing people to make decisions to say "yes" to your great idea no just because they like you but because it is a great idea.

So, why is this important to an entrepreneur?

When most entrepreneurs start a bursiness, they only want to do what brings them money right now. The actions that will bring them long-term success seem like a waste of time. So they print business cards, tell all of their friends, join a networking group or two, maybe advertise a little, and off they go. No business plan, no developmental plan, and no idea where they're going. If perchance that actually works, when they're interested in growing the business, they fall short and don't know what to do.

Increasing your likeability factor, your product knowledge and ability to make a sale, and your leadership ability, you'll be in the know and on the grow.