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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Community

RAMPS receives $8k grant


RAMPS (Ramp Access Made Possible by Students) recently received an $8,000 grant from the Christopher and Dana Reeve Foundation. The award was one of 75 grants totaling more than $600,137 awarded by the Reeve Foundation to nonprofit organizations nationwide that provide more opportunities, access, and daily quality of life for individuals living with paralysis, their families and caregivers.

RAMPS, an organization founded by then-Henrico County high school students to build ramps for local low-income residents who need them, will use the grant to purchase modular wheelchair ramp supplies. These supplies will be used by local high school RAMPS clubs, who provide volunteers to build the ramps. > Read more.

Henrico man to compete in Liberty Mutual Invitational National Finals

Henrico resident Larry Loving, Jr., will compete with three other locals – Thomas Scribner (Richmond), Roscoe McGhee (Midlothian) and Larry Loving (Richmond) in the Liberty Mutual Insurance Invitational National Finals at TPC Sawgrass, in Ponte Vedra Beach, Fla., Feb. 26-Mar. 1. The foursome qualified for the national golf tournament by winning the Liberty Mutual Insurance Invitational, held at Whiskey Creek Golf Club in Ijamsville, Md. on June 11. That event supported the RiteCare Center for Childhood Language Disorders.

In total, 240 amateur golfers will compete in Florida. > Read more.

Henrico PAL recognizes supporters, HSHS athlete


The Henrico Police Athletic League (PAL) held its Sixth Annual Awards Banquet Feb. 5 at The Cultural Arts Center of Glen Allen, celebrating accomplishments of 2014 and recognizing outstanding contributions to the organization. Henrico County Juvenile Domestic Court Judge Denis Soden served as master of ceremonies and former Harlem Globetrotter Melvin Adams served as keynote speaker. 

Among the 2014 honorees were Richmond International Raceway (Significant Supporter), Richmond Strikers Soccer Club (Significant Supporter), Henrico County Schools-Pupil Transportation (Summer Camp Supporter), Bruce Richardson, Jr. (Youth of the Year), Sandra Williams (Volunteer of the Year), Thomas Williams (Employee of the Year), Mikki Pleasants (Board Member of the Year), and Michelle Sheehan (Police Officer of the Year).   > Read more.

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Entertainment

CACGA to celebrate 16th anniversary March 14


The Cultural Arts Center at Glen Allen will celebrate its 16th anniversary Saturday, March 14 at 6 p.m. with “A Date with Frank & Marilyn,” an evening of fun and entertainment designed to raise funds for the center's three outreach programs – Art Matters, Artful Living and Creative Family Studio. A performance by a duo impersonating Frank Sinatra and Marilyn Monroe will highlight the evening.

The evening will include an artist live and silent auction with a variety of unique and hard-to-come-by prize packages including two tickets to the 2016 Masters golf tournament, a trip for two to Napa Valley, dinner for 10 by celebrity chef Patrick Evan-Hylton served at CACGA's gardens, followed by opening night tickets to The Capital Steps and 10 individual date-night packages around Metro Richmond. > Read more.

Restaurant watch

Find out how your favorite dining establishments fared during their most recent inspections by the Virginia Department of Health. > Read more.

Weekend Top 10


It’s a great weekend to support local theatre! The Stable Theatre at Christ Presbyterian Church will present “Freud’s Last Session;” Jewish Family Theatre at the Weinstein JCC will present “Parade;” and the youth theater program CharacterWorks, Inc. will present “Fiddler on the Roof” at The Steward School. Another fun show will be at the Cultural Arts Center at Glen Allen tonight – “An Evening of 20s Tin Pan Alley Jazz” featuring the unique sounds of the Rumble Seat Revival. For all our top picks this weekend, click here! > Read more.

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The Sandston Rotary Club meets every Monday at 12:30 p.m. at Roma’s Restaurant, 325 E. Williamsburg Rd. For details, visit http://www.sandstonrotary.org Full text

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