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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Rock on!


The painted rocks craze is thriving in Henrico, as a walk around the grounds of local libraries and parks will demonstrate. This rock was spotted near Libbie Mill Library, and there's a slideshow of many more uniquely-painted stones on the RVA Rocks Facebook page (https://facebook.com/groups/RVARocks/).

Painting and hiding rocks is a family activity appropriate for all ages, and parents especially like the way it fosters creativity and gets kids outdoors. > Read more.

Goochland man arrested at RIC with gun


A Goochland County man was arrested at Richmond International Airport July 19 after Transportation Security Administration officers found a loaded semi-automatic handgun in the traveler’s carry-on bag.

A TSA officer detected the 9 mm caliber handgun inside the man’s carry-on bag as it entered the security checkpoint X-ray machine. The handgun was loaded with 12 bullets. > Read more.

Kansas man struck, killed while crossing West Broad Street

A 54-year-old Kansas man was struck and killed by a car while attempting to cross West Broad Street near Bethlehem Road in the Near West End at about 10:30 p.m., July 19.

Julius A. McBride of Overland Park, Kansas, was struck by a car traveling east on West Broad Street. > Read more.

Henrico Police warn citizens to ‘Take it, Lock it or Lose it’


Eastern parts of Henrico County have witnessed a recent increase in larceny from automobiles, so Henrico Police officials are spreading the word to encourage citizens to lock their vehicles.

Police are handing out and posting fliers and putting message boards in neighborhoods to educate residents.

There usually is a rise of larceny from automobiles during Christmas, spring and summer break, said Henrico Police Officer James Bupp. > Read more.

Glover to be inducted posthumously into Babe Ruth Hall of Fame


Late Brookland District Supervisor Dick Glover will be inducted into the Babe Ruth Southeast Region Hall of Fame during a ceremony Aug. 14 at RF&P Park at approximately 6:30 p.m., prior to a 14-and-under Babe Ruth World Series game. The Glen Allen Youth Athletic Association, which is hosting the World Series, made the announcement July 18. > Read more.

Henrico Business Bulletin Board

July 2017
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The Route 5 Corridor Coalition will celebrate the launch of their newly designed website, http://www.route5va.org, from 5:30 p.m. to 7:30 p.m. at Urban Farmhouse in Rocketts Landing, 4821 Old Main St. There will be a cash bar. Full text

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