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

Donate ‘cast-offs’ for Henrico CASA


Are you doing some summer cleaning? Wondering what to do with all those items you no longer need? Consider donating your valuable items to benefit CASA's kids.

Henrico CASA and Susan's Selections are partnering to present an online auction beginning Sept 12. Proceeds will benefit Henrico CASA. Any item with a $50 or more resale value – from pottery to furniture and everything in between – can be donated.

Bring goods to Susan's Selections, 4909 W Marshall St. in Richmond between Aug. 13-26. Weekday drop-off hours will be 10 a.m. until. 4 p.m.; Saturdays 10 a.m. until 3 p.m, and Sundays 1 p.m. until 3 p.m. > Read more.

10th annual Filipino Festival coming in August


The 10th Annual Filipino Festival will be held Aug. 7-8 at Our Lady of Lourdes Church, 8200 Woodman Rd., beginning with opening ceremonies at 5 p.m. Friday and continuing with live entertainment, food and exhibits until 10 p.m. On Saturday the festival will take place from 10 a.m. to 10 p.m. with a full schedule of performances featuring traditional Filipino dance, music and song.

Filipino cuisine, including BBQ, pansit, lumpia, adobo, halo-halo, lechon, empanada and leche flan, will be available for purchase. The festival will also feature a children's area, church tours, exhibits, and health screenings. > Read more.
Entertainment

ZZ Top, The Beach Boys, O.A.R., others to play Innsbrook


Innsbrook After Hours will welcome ZZ Top, The Beach Boys, O.A.R. and other performers this month.

On Aug. 12, Tyler Farr, with special guest Parmalee, will perform at 6 p.m., with gates opening at 5 p.m. Farr began his career with years of formal voice training with the OAKE National Choir but at 21, he moved to Nashville. Tickets are $15 to $99.

On Aug. 13, Innsbrook After Hours will present ZZ Top, with special guest Blackberry Smoke, at 6 p.m. > Read more.






 

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Innsbrook After Hours will present The Beach Boys at 6 p.m. Their 2013 Capitol Records release “Sounds of Summer” went RIAA certified triple platinum with over three million in sales… Full text

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