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.
Henrico County Recreation and Parks will present “Red, White, and Lights” at Meadow Farm Museum/Crump Park July 4.
Henrico County has hosted a Fourth of July celebration annually since 1981, but this year’s event will offer a later start time and expanded hours and be highlighted by new entertainment.
The free event will begin at 4:30 p.m. and will feature the Richmond Symphony, a laser-light show, patriotic performances, and family activities. > Read more.
The Tuckahoe Family YMCA and ReEstablish Richmond will host the third-annual Refugee Community Resource Fair Saturday, June 18, from 10 a.m. to noon at the YMCA, 9211 Patterson Avenue in Henrico. The event is designed to provide refugees in the region information about jobs, local businesses, housing, health care, education and more.
As part of its strategic plan, the YMCA of Greater Richmond works to identify, address and eliminate economic, geographic and cultural barriers. > Read more.
Muse Paintbar, which combines painting instruction with a wine bar and restaurant, opened June 23 at The Shops at Willow Lawn in Henrico. The location is the company's 17th nationwide.
Guests can learn from local artists while sampling a wide selection of wine, beer and tapas. The facility held a soft-launch last weekend, allowing patrons a sneak peek at the studio’s artistic offerings.
Muse anticipates expansion across the Washington, D.C. metropolitan area this summer. Other locations are spread throughout the Northeast. > Read more.
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CalendarHenrico County Recreation and Parks will present “Red, White, and Lights” at Meadow Farm Museum/Crump Park. The free event begins at 4:30 p.m. and will feature the Richmond Symphony, a… Full text