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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Varina meeting May 2 to address opioid crisis in Henrico


Varina District Supervisor Tyrone E. Nelson will hold a Community Conversations meeting Tuesday, May 2 to discuss the opioid epidemic in Henrico County.

The meeting will be held at 6:30 p.m. at the Henrico Theatre, 305 E. Nine Mile Road. Nelson will be joined by County Manager John A. Vithoulkas and members of the Henrico Heroin Task Force for a discussion of heroin and opioid abuse and ways to prevent it. > Read more.

Baker ES to remain closed until fall


Baker Elementary School students will complete the 2016-17 school year at other locations and will return to a restored building in fall 2017, school leaders have decided.

The decision was made in order to provide ample time for repairs to be completed at the fire-damaged school and to avoid additional interruptions to instructional time. > Read more.

Henrico Police arrest 2 Georgia men in connection with January murder


Henrico Police have arrested and charged two Georgia men with first-degree murder in connection with the Jan. 18 murder of 36-year-old Lamont Cornelius Baldwin in the 1200 block of Dominion Townes Terrace.

Antonio Tyrone Johnson (above, left) and Santonio Rodrigus Brown (above, right), both 24 and both of Atlanta, were charged. Johnson also was charged with use of a firearm in commission of a felony and possession of a firearm by a felon. > Read more.

Man struck and killed in western Henrico hit-and-run

A 24-year-old man died after being struck by a hit-and-run driver in western Henrico April 23.

The victim, Emmanuel Isaiah DeJesus, was found lying on the side of the roadway at about 10:25 p.m., April 23 near Patterson Avenue and Palace Way. He was transported to a local hospital, where he was pronounced dead. > Read more.

Henrico woman earns national pharmacy fellowship


Henrico County native Nilofar “Nellie” Jafari recently was named the American College of Clinical Pharmacy-American Society of Health-System Pharmacists-Virginia Commonwealth University Congressional Healthcare Policy Fellow for 2017-18.

Jafari is a 2007 graduate of J.R. Tucker High School.

Pharmacists selected for the fellowship have the opportunity to gain real-world insight into health care policy analysis and development via immersion in the congressional environment. > Read more.

Henrico Business Bulletin Board

April 2017
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The WAY, located at 2 E. Williamsburg Rd. in Sandston, will hold its first Easter Grand Gathering event from 7 a.m. to 2 p.m. There will be a yard sale, vendor sale, bake sale, community lunch with hamburgers and hot dogs, music and silent auction. Kid’s activities starting at 11 a.m. include games, bounce house, arts and crafts, Easter egg hunts, face painting and more. Open to the community. Proceeds benefit The WAY. For details, call 737-3300 or search “The WAY” on Facebook. Full text

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