Practice Management

Oops, I guess I am guilty of this.  And no, I am not talking about the Republican Party (although that would be a nice jab).  All I can say is if my mother asks, please tell her I do not do this at a church function, unless someone specifically asks me what I do.  It is not like we are talking about cruising your family reunion to find a date.

I mean it in the sense of "Tonight I am going to party for profit".

This is when a person goes out to an event or a club or a meeting or a group to pursue referrals or clients, or for that matter free drinks and food.

Now, I have got to admit the free drinks and food play a big part for me.  It is obvious I like to eat.  But, my problem is that party for profit can be used by some in the pejorative.  It should not.

Look, nobody likes a huckster and nobody should approach these events, meetings, groups or parties as opportunities to corner and intimidate people.  But, is not the objective of these things to get to know people and have people get to know you?  To find something in common among groups of people?  To have a little fellowship?  Then why the angst?

You do not have to be one that tingles to mingle.  You can be more reticent.  It does not take a back slapper to make their way through the party for profit circuit.  In fact, back slappers are probably not welcomed.  I would say it is better to be a good, quiet listener.  It is in this area where showing up is 90% of success.  Just being at these places means a lot.

In thinking about it, I almost never offer to others what I do unless I am solicited to do so.  People in conversations are naturally curious and they will ask.  Just make the introduction, give them the elevator speech and move on.  Collect their information or figure out where to get it, go home and add it to your fax newsletter, your email broadcasts, your mailing labels, send them a nice follow up "nice to meet you" note, and the contact will eventually result or in some referral or he or she will not.

Just remember, if nobody knows you exist, they will not know to send you business.  So party hardy.