The Entrepreneur’s Corner

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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Crime Stoppers’ Crime of the Week: Oct. 16, 2017


This week, Metro Richmond Crime Stoppers is asking for the public to assist the Richmond Police Department in the identification of wayward artists that were using buildings as their canvas.

In the early morning hours of Sept. 14, four people were recorded on security cameras vandalizing multiple properties in the area of the 2500 blocks of West Main Street and Floyd Avenue. The suspects (pictured) were walking north on Robinson Street and spray painting the properties as they meandered along. > Read more.

Slipping through


Hermitage quarterback Jay Carney escapes defenders during the Panthers' 33-0 win against Godwin Friday night. Hermitage is 8-0 and has won its past four games by a combined score of 172-28. > Read more.

Challenger Day will get students with disabilities onto the field


Students from 22 Henrico County elementary schools will take to the baseball field Oct. 18 and learn how to field, hit and run the bases. The students will take part in Challenger Day, an annual event at the Tuckahoe Park Baseball Complex that introduces students with significant disabilities to the fundamentals of baseball. The students will also enjoy games, an art project, roaming mascots and a picnic lunch. > Read more.

Business in brief


Eisenman & Associates, Inc. employee Tracie Grady recently was named the 2017 Virginia Business Meeting Planner of the Year. Grady was chosen by a committee of industry leaders among 19 nominees. The award is a partnership between Virginia Business magazine and the Virginia Society of Association Executives. Its goal is to recognize the unsung hero of the association, non-profit, and business world, the professional meeting planner. Grady works with clients in a number of areas, including membership management, publication design, membership directories and convention/tradeshow programs. She has worked in the association industry, primarily focused on meeting planning, for more than 20 years. She is a graduate of VCU. Eisenman & Associates, Inc. is an association management and meetings consulting company. > Read more.

Lakewood to break ground on $64M expansion


A senior community in Henrico's Far West End is planning a massive expansion project.

Lakewood, located on Lauderdale Drive, will break ground on the project Oct. 19 during a celebration that also will commemorate the community's 40th anniversary. > Read more.

Henrico Business Bulletin Board

October 2017
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Kickboxing fitness franchise 9Round, located at 3442 Lauderdale Dr., will host its Kick Event for Breast Cancer from 5:30 a.m. to 1 p.m. and from 3:30 p.m. to 8 p.m. Fitness enthusiasts will have a unique opportunity to help raise money for breast cancer awareness, with one penny being donated for every kick recorded throughout the day. All proceeds will go to the Virginia Breast Cancer Foundation. Since the event’s inception six years ago, participating 9Round locations throughout the United States and Canada have recorded over 36 million kicks and raised nearly $370,000 to advance breast cancer treatment and laboratory research. For details, visit http://www.9round.com. Full text

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