For many people, meeting and shaking the hands of prospective customers, is an act of bravery. They have to put on a smiling face and may end up going from one grouchy person to another. Some people call attending networking meetings, or a Chamber of Commerce get-together as pressing the flesh (shaking hands). I prefer the term "counting coup.”

For Amercian Indians "counting coup” was a way to show bravery and activity on the battlefield. I see this as a legitimate term in business today. Whereas the Indians would swoop down and lightly touch someone with the end of their bow, or womp someone with a non-lethal blow of their coup stick, shaking the hand counts as much in my viewpoint.

"Coup was counted to establish position in the tribal honor system. Status mattered, and competition to count the greatest coup was intense. Personal exploits of exceptional bravery and daring counted most. Killing an enemy at long range counted no coup; winning by overwhelming numbers counted no coup. But the solitary warrior in a headlong battle charge climaxed by harmlessly touching an enemy scored a coup; honors were given for the daring required of close contact.” - George J. Vogler

When I attend a business meeting I prepare myself like an Indian going into battle and my intentions are to meet everyone I can. I don't care if they are grouchy or not. Friendly or not. Stand-offish or not . . . it doesn't make any difference. I tell myself that my job is to talk to everyone in the room, shake their hand, leave my card, and move on. I sometimes visualize myself on an Appaloosa darting through the mayhem. As I stop and nibble or sip on refreshments I survey the room to see if I have touched everyone.

When you're looking for new business, the object is to meet and greet as many people as possible. This sounds more daunting than it really is. Counting coup is the game I play with my inner self. Counting coup at a party or meeting hurts no one, gives you a goal, and let's you rest in-between your adventure as you evaluate your success. Ideally, you should be friendly and polite and have something to say. In reallity you need to leave a good impression and the knowledge of what you can do . . . or what you can do for them.

Counting coup reaches well beyond the end of the stick or your finger tips. A successful evening of counting coup may result in many new customers and new friends . . . and those new customers and new friends may recommend you to more prospective clients. Unlike the American Indians, you may end up counting those you touched via someone elses helping hand wielding your coup stick.