Make networking functions less work, more fun

Q: This last year, I bought my first health care business, and I have joined a business-networking group to increase the company¹s visibility. The problem is my employees group together and talk with each other rather than working the group. What help can you offer to help me?

A: Networking at events, whether business or social, can be fulfilling and produce the desired result when done well. Here are some guidelines (with thanks to Ivan Misner, author of “Networking for Success,” and Susan RoAne, nationally known speaker and author of “How To Work A Room”):

o– Know how to describe your business in one or two sentences, including a benefit statement, or a story about how you handled a recent project or helped a client. Know what you want to accomplish at the event. For example, your purpose may be meeting a certain number of people, or finding a particular resource

o– Develop several different ways to start conversations. These can include commenting on the reason for the event, asking other people why they decided to attend, or even asking them to tell you something about themselves

o– Be positive, friendly, enthusiastic and have fun! Take the initiative in starting conversations. Avoid making negative comments: on the room, the food, the guests or your host.

o– Act as if you are a host, not a guest. Reach out to people standing by themselves, the ones Susan RoAne calls “the white knuckle drinkers.” Introduce people to each other. Be helpful

o– Do not be afraid to approach people. Strangers are merely friends you haven¹t met yet. If you focus on the other person¹s comfort, you will lose your own self-consciousness.

o– Exchange business cards when appropriate. Ask for other people¹s cards if you sincerely want to keep in touch with them. Not everyone you meet will be a good resource.

o– Keep track of your new connections by making notes on the backs of their business cards, or in your notebook. Unless you have an extraordinary memory, you won¹t remember the specifics of your conversations without jotting them down on the scene

o– Try to spend no more than 10 minutes with each person you meet. Remember that both of you are at the event to circulate and meet a variety of people, not to spend the entire evening involved in one conversation.

o– Listen more than you talk. You have two ears and one mouth. Use them in that proportion. And remember that there is nothing more flattering than someone who listens carefully and shows sincere interest in other people

o– Do not drink or eat too much. You can¹t easily shake hands and juggle a drink and hors d¹oeuvre plate all at the same time. And, while this sounds obvious, you shouldn¹t talk with your mouth full.

o– Provide a good lead or referral whenever possible. Listen for a need. Tell the prospect you know someone who offers that service, and describe the person or company you have in mind. Ask the prospect if it¹s all right to have that person call. Give the information to the prospect and give the lead to the resource. Above all, don¹t knowingly supply bad leads to someone else. “What goes around, comes around” applies to bad leads as well as good ones

o– Know how to gracefully end conversations. According to Miss Manners, it is perfectly fine to simply say, “Excuse me, it has been nice meeting you” or “I¹ve enjoyed our conversation.” Then visibly move to some other part of the room.

o– Follow up with the people you meet, and the contacts they give you, in a timely manner. “If you¹re going to ask for a lead,” says Susan RoAne, “either follow up on that lead or let the person know you won¹t. If your follow-through is weak, people will feel you aren¹t good for your word.”

o– Send a thank-you note to sources of new connections, and keep them informed of your progress. They have a vested interest in your success, and will probably want to support you as much as they can.

o– Bring your whole self to the event. You are not just your business. On the personal side, you also have a distinct background and a wide variety of interests

Q: What accounting software packages do you recommend for a small business?

A: The accounting package you choose will greatly depend on what you want to do with it, the size of your company and what kind of reports you need to run your business. However, I have many clients on each of the following packages, and most are happy with their software.

ProvenEdge, (888) 877-6836, this program is good at cash management, finance, invoicing, purchasing, inventory, payroll, contact management, word processing, time and project management programs. ProvenEdge is available only by direct mail.

MYOB (Mind Your Own Business) this program is a simple one-write accounting system with a marketing and time-management flare. It services most business very well.

Quick Books is the No. 1 selling small business accounting system. I find it limiting for some businesses outside of the service industry. Choose a software package that fits your company¹s needs and wants, along with those of your CPA and business adviser

Russell Disberger is director of business development for Aspen Business Group LLC, a management, financial and marketing consulting firm. He can be reached at (970) 396-7009.

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