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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Henrico Doctors’ Hospitals named to nation’s top 100


HCA Virginia's Henrico Doctors' Hospitals recently was named one of the nation’s 100 top hospitals by Truven Health Analytics, a provider of information and solutions that support healthcare cost and quality improvement.

Henrico Doctors’ Hospitals consists of three community hospitals – Henrico (Forest), Parham, and Retreat Doctors’ Hospitals – and two freestanding emergency departments, West Creek Emergency Center and Hanover Emergency Center. Henrico Doctors’ Hospitals specializes in heart and stroke care, women’s health, oncology, orthopedics, urology, and behavioral health. > Read more.

Henrico residents invited to share design ideas for new Fairfield Area Library


Henrico County Public Library is planning community meetings March 28-29 and April 1 to receive input from county residents on the design of a new Fairfield Area Library. Meetings will be held at the Fairfield Area Library, 1001 N. Laburnum Ave., and at the Eastern Henrico Recreation Center, 1440 N. Laburnum Ave.

Architects from BCWH, Inc. will join library staff for the meetings, which will feature discussions and seek ideas on spaces and services for specific age groups as well as designs for the entire facility. > Read more.

Virginia529 enrollment period closes March 31


Time is running out to enroll in a program to prepay tuition at Virginia public colleges and universities. The current enrollment window for Virginia529's Prepaid529 ends March 31. Nearly 50,000 Virginia students have funded college costs through this program since it began 20 years ago.

Prepaid529 allows families to purchase semesters of tuition and mandatory fees for newborn children through ninth graders. Semester prices vary based on the age of the beneficiary. > Read more.

Henrico Police seek Northside robbery suspect


MAR. 21, 9:30 A.M. – Henrico Police are seeking the man who robbed a Wells Fargo Bank on Brook Road Monday evening.

At approximately 5 p.m. March 20, police responded to the bank, in the 8100 block of Brook Road, after reports that a white male had entered the business and presented a note demanding money. > Read more.

Baker students to be shifted to other schools temporarily

MAR. 20, 5:31 P.M. – Students at Varina's Baker Elementary – which is closed following a fire Sunday – will be moved to other schools temporarily while repair work is completed at Baker, school system officials announced today.

The school was closed today and will be closed Tuesday, but beginning Wednesday pre-K students and those in the Early Childhood Special Education Program will temporarily attend school at the New Bridge Learning Center, 5915 Nine Mile Road.

Baker students in grades K-2 will temporarily attend Mehfoud Elementary School, 8320 Buffin Road in Varina. And students in grades 3-5 will temporarily attend Varina Elementary School, 2551 New Market Road.
> Read more.
Community

Villa’s Flagler Housing wins national NAEH award


St. Joseph's Villa’s Flagler Housing & Homeless Services was one of three entities to earn the National Alliance to End Homelessness' Champion of Change Award. The awards were presented Nov. 17 during a ceremony at the Newseum in Washington, D.C.

NAEH annually recognizes proven programs and significant achievements in ending child and family homelessness.

Flagler completed its transition from an on-campus shelter to the community-based model of rapid rehousing in 2013, and it was one of the nation's first rapid re-housing service providers to be certified by NAEH. > Read more.

RIR’s Christmas tree lighting rescheduled for Dec. 12


Richmond International Raceway's 13th annual Community Christmas tree lighting has been rescheduled from Dec. 6 to Monday, Dec. 12, at 6:30 p.m., due to inclement weather expected on the original date.

Entertainment Dec. 12 will be provided by the Laburnum Elementary School choir and the Henrico High School Mighty Marching Warriors band. Tree decorations crafted by students from Laburnum Elementary School and L. Douglas Wilder Middle School will be on display. Hot chocolate and cookies will be supplied by the Henrico High School football boosters. > Read more.
Entertainment

Weekend Top 10


Happy St. Patrick’s Day! To celebrate, check out Innsbrook’s 8th annual St. Paddy’s Palooza – there will be music and dancing, a hot air balloon, kid’s activities, festive green beverages and volunteers shaving their heads to raise money for the St. Baldrick’s Foundation. For more Irish fun, visit Walkerton Tavern for stories of Irish immigrants during the 19th century, traditional Irish foods, songs and an Irish craft. Concert opportunities this weekend include Leland Grant tonight at the Henrico Theatre, Sandston Baptist Church, Sandston Moose Lodge, the Shady Grove Coffeehouse and the Richmond Philharmonic at The Steward School. For all our top picks this weekend, click here! > Read more.

 

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On the Air Radio Players will present “The Day the Earth Stood Still” at 7:30 p.m. March 7-8 at The Cultural Arts Center at Glen Allen. Be a part of the studio audience for this hour-long taping featuring live music, sound effects and great scripts from the “golden age of radio.” Admission is free. No reservations required. For details, call 501-5138 or visit http://www.henrico.us/rec. Full text

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