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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West End apartment fire injures 1


SEPT. 25, 10:30 A.M. – A West End apartment fire injured one person Sunday afternoon.

The fire broke out in the third floor of the Chase Gayton apartment complex in the 10 block of Chase Gayton Drive, near the intersection of Gaskins Road and Quioccasin Road, at about 1:20 p.m. Sept. 24. > Read more.

Crime Stoppers’ Crime of the Week: Sept. 25, 2017


Crime stoppers needs your help to solve a double homicide that occurred in the City of Richmond in June of this year.

On Wednesday, June 7, at approximately 9:53 p.m., Richmond police officers responded to several calls for random gunfire in the 3600 block of Decatur Street. They arrived and found the victims, two males, Christian Singleton and Ketron Wells. The victims were outside on the ground lying near each other. Both victims had received fatal gunshot wounds. > Read more.

Richmond Astronomical Society to present night sky astronomy at Libbie Mill, Varina libraries


The Richmond Astronomical Society and Libbie Mill Library will host a presentation about the night sky and its astronomy Sept. 28, from 7 p.m. to 9 p.m.

Attendees will enjoy amazing views of the moon and other celestial objects with high-quality telescopes operated by members of the Richmond Astronomical Society. Guests will be able to see craters and seas on the surface of the moon with clarity and detail. > Read more.

Henrico home sales continue on strong pace


The number of homes sold in Henrico County in August rose 10 percent when compared to the same month last year, according to data compiled by Long & Foster. The average sale price of those homes – $239,975 – also rose, by about 4 percent when compared to the same average sale price in August 2016.

Henrico's jump in the number of homes sold was the largest in the Richmond region, though average sales prices in Chesterfield (8 percent increase) and Richmond (12 percent) jumped by higher amounts when compared to last August sales. > Read more.

Thoracic surgeon is first to perform 100 robot-assisted lobectomies in Central Virginia


Graham M. Bundy, a thoracic surgeon with HCA Virginia Physicians’ Cardiothoracic Surgical Associates, is the first such surgeon in Central Virginia to perform 100 minimally-invasive Da Vinci robot-assisted lobectomies (a surgical procedure to remove a lobe of the lung). The procedure is used to treat multiple types of conditions but is most often used to treat lung cancer. > Read more.

Henrico Business Bulletin Board

September 2017
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The 9th annual Short Pump Mile and Short Pump Express Fun Run, Richmond’s largest timed road race just for kids, will start at 7:30 a.m. in front of American Family Fitness in Short Pump. All participants will receive a race t-shirt, medal and refreshments. Awards will be given to age group and overall winners. The Short Pump Express, a 400-Meter Fun Run (non-timed), is offered to children age five and younger who aren't quite up to tackling the mile. The School Participation Competition will award the top five schools with the most participants a total of $2,000 to be used for their physical education programs; new this year – all schools with 25 or more registered runners will earn $100. For details and to register, visit http://www.shortpumprace.com. Full text

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