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

Architect of World Trade Center Memorial to speak in Henrico


Michael Arad, the architect of the World Trade Center Memorial, will be the keynote speaker for The 2016 Adolf-Adams JCC Forum on Sat., Jan. 30, 2016 at 7:30 p.m., at the Carole and Marcus Weinstein Jewish Community Center in Henrico.

Arad’s “Reflecting Absence” architectural design was selected from more than 5,000 competitive entries as the template for the Memorial’s construction in New York City. During the forum, Arad will discuss the significance and symbolism of the design, as well as his inspiration. The event, which is a highlight of the Weinstein JCC’s Patron of the Arts series, is open to the public > Read more.

Environmental Film Festival planned for February


The Sixth Annual RVA Environmental Film Festival (RVA EFF) will be held Feb. 1-7, 2016 at various locations, including in Henrico County.

A partnership of The Enrichmond Foundation, Capital Region Land Conservancy, Chesapeake Climate Action Network, and Falls of the James Group - Sierra Club, the festival will feature a number of insightful films designed to raise awareness of environmental issues relative to all residents of the planet and Richmond citizens in particular.

A detailed schedule will be released at a time closer to the festival, but the popular children's portion has been set for Saturday, Feb. 6, at the Byrd Theatre in Carytown. > Read more.
Entertainment

Weekend Top 10


For our Top 10 calendar events this weekend, click here! > Read more.






 

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Lakeside Youth Baseball will hold 2016 registration at two upcoming events: Feb. 6 at Lakeside Moose Lodge and Feb. 13 at Lakeside Youth Baseball. Both events are from 10 a.m.… Full text

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