Henrico County VA
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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.


Community

Agencies combine on new entry point to Chickahominy


Canoeing and kayaking enthusiasts soon will have a new access point to the Chickahominy River. VDOT, the James River Association and Henrico County Parks and Recreation are teaming up to establish a new site in Eastern Henrico.

The James River Association negotiated the deal with VDOT to procure official access to the area located just east of I-295 on North Airport Road in Sandston. The site includes a park-and-ride commuter lot bordering the Chickahominy River and has been an unofficial launch site used by paddlers for years. > Read more.

Equestrian clinic planned July 7-8 in Henrico

Henrico equestrians interested in deepening the bond between themselves and their horses have the opportunity to attend a two day clinic, held at Steppin’ High Stables on July 7-8 from 9 a.m. to 4 p.m. The clinic, “Become Partners with your Horse,” will be taught by multiple world champion equestrienne Terry Preiser and will focus on how riders and horses can work together to achieve more. > Read more.

Henrico school bus driver honored

The Henrico-based Hephaestus Society recently awarded its first annual community heroes award (the Hephaestus Award) to Hicham Elgharouch (pictured, center) for what it termed his "selfless acts of caring" in his duties as a Henrico County Public Schools bus driver. Henrico County Director of Pupil Transportation Josh Davis, joined Hephaestus Society President Travis Gardner, in presenting the award and an accompanying $1,500 check to Elgharouch last month.

Elgharouch was selected for his clear and demonstrated patience and for his infectious positive attitude, according to the society. > Read more.

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Entertainment

Weekend Top 10


Don’t party too hard on the Fourth because a whole weekend of fun events await! Enjoy a classy date night without the kids at James River Cellars Winery’s second annual Smoke and Vine Festival. Another date night option is at the Richmond Funny Bone, where comedian April Macie will perform all weekend. The kids have their own options this weekend as well. Choose from storytime at Tuckahoe and Twin Hickory libraries or family-oriented karaoke at Aunt Sarah’s Pancake House – I hear they have hits from Disney’s “Frozen.” For all our top picks this weekend, click here! > 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


This weekend has something for everyone in your family – whether it’s improv comedy with ComedySportz or West End Comedy, or an inspirational concert from the Ezibu Muntu African Dance Company! Families will also enjoy music, games and crafts at Hidden Creek Park or reading to a therapy dog at Glen Allen Library. For all our top picks this weekend, click here! > Read more.

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