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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Anthem LemonAid registration opens


Every week, another child is diagnosed with cancer in Central Virginia. Last summer, six-year-old Caroline Morris was one of them.

Diagnosed in June 2015 with acute lymphoblastic leukemia, the most common type of childhood cancer, Morris has been receiving treatment at Children’s Hospital of Richmond at VCU (CHoR) ever since.

“It’s not my hair that makes my beauty,” said Morris, who lost her hair as a chemotherapy side effect, “it’s my heart.” > Read more.

Richmond Solar Co-op sign ups end April 30


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“If you’ve ever thought about going solar, this is a great opportunity to do so,” said Sekar Veerappan Co-op member and the group’s first installation. “Working with the group helps members learn about going solar and make an informed decision.” > Read more.
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Weekend Top 10


Another great weekend of outdoor activities awaits you in Henrico! Walk MS, an annual charity run for multiple sclerosis, and the third annual Movin’ & Shakin’ 5K, to benefit the VCU Parkinson’s and Movement Disorders Center, both take place in Innsbrook tomorrow. Another charity event, the CASA Superhero Run, will be held at St. Joseph’s Villa. On Sunday, live music can be found at Belmont Recreation Center, featuring the John Winn Quartet, and at Shady Grove United Methodist Church, where pianist Sylvia Cooper will be performing. For all our top picks this weekend, click here! > Read more.






 

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The third annual Movin’ & Shakin’ 5K, to benefit the VCU Parkinson’s and Movement Disorders Center, will start at 9 a.m. in Innsbrook, 4901 Lake Brook Dr. The course, with… Full text

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