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.
Bail Bonds Chesterfield VA

Henrico house fire contained quickly


APR. 24, 9:15 A.M. – A house fire in Henrico's West End Sunday caused minor damage but resulted in no injuries. At about noon Sunday, Henrico Emergency Communications Officers received phone calls of smoke coming from a home in the 1700 block of Shewalt Circle, just one block off Hungary Road. > Read more.

Business in brief


The Jenkins Foundation has granted The McShin Foundation $25,000 for residential recovery services to serve those with a Substance Use Disorder. The Jenkins Foundation is focused on equitable access to health care services, as well as programs that help reduce risky behaviors and promote safe and healthy environments. The McShin Foundation was founded in 2004 and is Virginia's leading non-profit, full-service Recovery Community Organization (RCO), committed to serving individuals and families in their fight against Substance Use Disorders. > Read more.

Early voting for Democratic nominations in Brookland, 73rd House districts tonight


APR. 24, 11:10 A.M. – Henrico Democrats will hold an early voting session tonight from 6 p.m. to 8 p.m. in two party caucus elections.

Democrats in the county are selecting a nominee for the Brookland District seat on the Henrico Board of Supervisors and a nominee for the 73rd District seat in the Virginia House of Delegates.

Danny Plaugher, the executive director of Virginians for High Speed Rail, and Courtney Lynch, the founder of the Lead Star leadership development organization, are seeking the Brookland District nomination. > Read more.

Crime Stoppers’ Crime of the Week: April 24, 2017


Crime Stoppers needs your help to identify the suspects who participated in a home invasion and robbery in the City of Richmond.

At approximately 2:33 A.M. April 12, four or five men forced their way through a rear door and into an apartment in the 1100 block of West Grace Street.

According to police, the suspects – one with a long gun and all but one in ski masks – bound the occupants with duct tape and robbed them of several items, including cash, mobile phones and a computer. > Read more.

HCPS named a ‘Best Community for Music Education’ for 18th straight year


For the 18th year in a row, Henrico County Public Schools has been named one of the best communities in America for music education by the National Association of Music Merchants Foundation. The school division has earned the designation in each year the group has given the awards.

The designation is based on a detailed survey of a school division’s commitment to music instruction through funding, staffing of highly qualified teachers, commitment to standards and access to music instruction. The award recognizes the commitment of school administrators, community leaders, teachers and parents who believe in music education and work to ensure that music education accessible to all students.
> Read more.
Community

YMCA event will focus on teen mental health


The YMCA, in partnership with the Cameron K. Gallagher Foundation and PartnerMD, will host a free event May 2 to help parents learn how to deal with teen mental health issues. “When the Band-Aid Doesn’t Fix It: A Mom’s Perspective on Raising a Child Who Struggles” will be held from 6:30 to 8 p.m. at the Shady Grove Family YMCA,11255 Nuckols Road. The event will focus on education, awareness, and understanding the issues facing teens today. > Read more.

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.
Entertainment

Restaurant Watch


Find out how your favorite dining establishments fared during their most recent inspections by the Virginia Department of Health. > Read more.

 

April 2017
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Varina Library will present the Spring Break Talent Show from 2 p.m. to 4 p.m. Performers must register and have their talent approved by library staff. For details, call 501-1980 or email .(JavaScript must be enabled to view this email address). Full text

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