Henrico County VA

The Entrepreneur’s Corner

Network before you need work
Recently I had the opportunity to hear a speaker at a networking event with more than 500 attendees, and he asked them “Who is here today to sell something, to get some business?” More than half of those in the audience raised their hands. He then asked, “Now who is here today to buy something?” Not a single person raised their hand.

This is an all too familiar refrain when it comes to what is often thought of as “networking.” Many people attend networking events when they need work or want to close the next big deal, and they are consistently disappointed because people simply do not attend these events to buy. I am not saying that business never happens at networking events, it does, but it is rare, and even a blind squirrel finds a nut every once in a while.

In addition to this networking disconnect, there are literally dozens of networking events in the Henrico area every day of the week. You can end up just running from meeting to meeting with little to show for it, other than heartburn from drinking lots of bad coffee. So how can you make your networking work for you?

Here are my top tips to help you get the most from attending networking events:

1. Be prepared. Have your essential networking tools with you - business cards, a nametag, and a pen. Know what you’re going to say when someone asks “So what do you do?”

2. Set a goal for the event. Keep it simple, start with how many people you’d like to meet. Make it a reasonable number, 3 or 5, not 50.

3. Act like a host, not a guest. Help others meet people who can help them. Give a referral whenever possible. Listen for opportunities to solve people's problems by connecting them with your referral partners.

4. Listen and ask the 5 Ws – who, what, where, why, and when. You have two ears and one mouth, use them proportionally.

5. Spend your time meeting new people and don't linger with friends and associates. You didn't come here to socialize with people you already know!

And the most important tip...

Follow up with the people you meet. Most people collect business cards and never do anything with them. Contact each of the 3 to 5 people that you connected with and invite them to a one-to-one meeting. Don’t just dump them in to your e-mail marketing campaign – that does more harm than good.

Remember that the purpose of networking is more about farming than it is about hunting. You should be planting the seeds for lasting relationships, not thinking about bagging your next prey.

Mark Deutsch is a widely recognized expert in word-of-mouth and relationship marketing, and he is the Executive Director/CEO of BNI-Central Virginia, a successful networking and referral organization in the region. Contact him at .(JavaScript must be enabled to view this email address) or 612-2891.
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Community

19th Annual Asian American Celebration planned May 21

The Asian American Society of Central Virginia will hold its 19th Annual Asian American Celebration on Saturday, May 21 at the Greater Richmond Convention Center, 403 N. 3rd St. in Richmond, from 11 a.m. to 7 p.m. Admission is free.

The theme for this year’s celebration will be “Our Heritage," in recognition of May as the Asian Pacific American Heritage month, designated by the U.S. Congress in 1992. > Read more.

Sandston Founders Club honors Sydnor


The Founders Club of Sandston presented lifetime membership to Charles W. Sydnor at its 12th annual meeting last month.

Sydnor, who grew up in Sandston and later served as president of Emory and Henry College for eight years, was honored by Founder Club President Alice Taylor Baldwin at the April 23 event at Sandston Memorial Recreation Center. > Read more.
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Restaurant watch

Find out how your favorite dining establishments fared during their most recent inspections by the Virginia Department of Health. > Read more.






 

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The 12th annual Gallmeyer Farms Strawberry Fields Festival will take place May 28-30 from 10 a.m. to 5 p.m. at The Berry Patch, 3622 Darbytown Ct. in Varina. The festival… Full text

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