Volume 1 • Number 2 • October 6–19, 2008
By Ivan R. Misner, Ph.D. and Mark M. Deutsch, MBA
How Do I Build My Business In a Slow Economy?
W
hen the economy is slow, new business is harder to get. What can you do to build your business in a recessionary economy? It’s been about ten years since our last recession in the United States. For the most part, the U.S. economy has been strong and business has been good for the last decade. However, the fact is that the economy goes through cycles and business has slowed down for many people. Unfortunately, every time it takes a downturn, the fallout is felt strongly by salespeople, business owners, and professionals alike. Successful business professionals learn from the past. For many of us, this will not be our first recession. So, what did we learn from previous economic downturns? In the early 90’s, right in the middle of a nasty recession, I was at a business mixer where I was meeting many local business professionals. It seemed that everyone was feeling the crunch from the slow economy. Throughout the entire event, the favorite topic of discussion was how bad the economy was and how things were getting worse. The whole affair was depressing, because nearly everyone was obsessed with the problems of the economy and its impact on their businesses. If you want to do well in business during such challenging times, you must understand that it does absolutely no good to complain to people about how tough things are. When you complain about how bad business is – half the people you tell don’t care and the other half are glad that you’re worse off than they are! While you cannot control the economy or your competition, you can
control your response to the economy. Referrals can keep your business alive and well during an economic downturn. During the last recession, I watched thousands of business people grow and prosper. They were successful because they consciously made the decision to refuse to participate in the recession. They did so by developing their networking skills and learning how to build their business through word of mouth. You can do the same during a slow economy by: 1. Diversifying your networks. You need breadth and depth. Participate in different kinds of groups. 2. Don’t be a “cave-dweller”. Be visible, put yourself in play, get out and meet people at business events. 3. Learn how to work the meetings you attend. It’s not called net-sit, or net-eat, it’s called Net-WORK. Learn networking systems and techniques that apply to the different kinds of organizations you attend. 4. Prepare effective introductions and presentations to give to other business people at networking events and meetings. 5. Develop your Contact Spheres – these are a groups of business professionals who have a symbiotic or compatible, non-competitive relationship with you. 6. Most importantly, understand that networking is more about farming than it is about hunting. It’s about building relationships with other business people. Don’t let a bad economy be your excuse for failure. Instead, make it your opportunity to succeed. It’s not “what you know,” or “who you know,” it’s “how well you know people” that counts. In
a tough economy, it’s your social capital that has value. Make good use of it and you will thrive while others struggle. Dr. Ivan Misner is the Founder and Chairman of BNI, the world’s largest business networking organization, which has more than 5,010 chapters in 39 countries. Dr. Misner is also the author of several books, including the most recent addition to the bestselling Masters Series—Masters of Sales (www.mastersbooks.com), and the New York Times bestseller Truth or Delusion? (www.truthordelusion.com); and he is the Senior Partner for the Referral Institute (www.referralinstitute.com), a referral training company with operations around the world. Mark Deutsch, MBA is the Managing Editor of The Business Networker. Mark is also the Executive Director of BNI-Central Virginia; the principal
The Business Networker, LLC P.O. Box 11826 Richmond, VA 23230
of Dancing Elephants Achievement Group-Central Virginia, a sales training and consulting firm; and a principal of EnrichU, a personal and professional development training firm.
Inside... Expert Advice . . . . . . . . . . . . . . . . . page 3 Rob Mercer shares three strategies to manage your investments successfully in today’s turbulent market.
Networking Events . . . . . . . . . . . . page 4 Check out the more than 65 networking opportunities coming-up in just the next few weeks... so much business to be done!
Q & A Spotlight . . . . . . . . . . . . . . . . page 8 Robin Smith - Business Ownership Coach, The Entrepreneur’s Source
Business Fundamentals . . . . . . . . page 9 Will Turner tells us why it pays when you know if your clients are poor-fit, good-fit, or perfect-fit.
Contributor’s Corner . . . . . . . . . . page 10 Jim Roman gives us a new meaning to the word B-A-L-A-N-C-E ... when it comes to your business.
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P.O. Box 11826 Richmond, VA 23230 Phone: (804) 464-1093 Fax: (804) 257-5450 www.thebusinessnetworker.biz Publisher Cindy Creasy Woolfolk Managing Editor Mark Deutsch Advertising Director Lisa Ritchie Creative Services Director John MacLellan Administrative Staff Patti Jo Knight & Pam Junker Web Designer Matthew Costello Webmaster Costello Media Contributing Writers Alec Depcrynski Rob Mercer Jim Roman Will Turner
The Business Networker serves as forum for local business professionals to offer their opinions, advice, encouragement and experiences. Their opinions and views do not necessarily reflect those of the administrators and staff of The Business Networker. The Business Networker is not liable for any misrepresentation of facts, copyright infringements or inaccuracies on the part of said contributors.
8FTU .BJO 4USFFU 3JDINPOE 7" '"9 XXX VQUPXODPMPS DPN PSEFST!VQUPXODPMPS DPN 2 • The Business Networker • October 6–19, 2008
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Expert Advice • Rob Mercer
Beating a Bear Market: Strategies to Stay on Top When the Market Dips
V
iewed from a distance, the stock market’s performance has traditionally seemed to be the picture of steady progress; a journey onward and upward from one peak to the next. But in light of recent market and societal events, we seem to be at best stagnant and at worst in a valley between those peaks. Experts say that at some point the market will again rise, followed by another downturn. This is what we call a “correction,” or in more picturesque language, a “bear” market. When that happens, those investors who are best prepared are the ones who will be hurt the least. Regardless of what happens in the future, your market positioning may have you feeling uncomfortable right now. Here are some strategies to consider in preparing for a possible switch in the market:
1. Match assets to expectations. Each investor needs to ask whether they could sleep at night if the market dropped by 20 percent or more. Market corrections of that size aren’t all that uncommon. If that makes you tremble, it may be time to look at how your assets are allocated. Research published in 1991 by Brinson, a leading investment advisor, shows that 92 percent of a portfolio’s success comes from appropriate asset allocation. 2. Take the long view. It’s not timing the market but rather time in the market that leads to investment success. Instead of trying to pull in and out of the market in an effort to time the highs and lows, the buy-andhold approach has proven to be most successful over time. Jumping in and out of the market increases the likelihood of missing those unpredictable, short upward
bursts that account for the lion’s share of the market’s outstanding performance. One 1997 study by Ibbotson Associates shows that over the 70-year period from 1926-1996, an investor who missed the 30 best months (which is only 3.5% of the total months involved) would have ended up with a return similar to that of Treasury bills. 3. Look around the valley. At any point in time some asset classes will be out of favor. Since those types of assets have already taken their licks, it’s possible that they won’t be affected as strongly by a bear market or that they’ll rebound faster and stronger when the market picks up again. Investors who haven’t prepared for a bear market often end up making fundamental mistakes. They buy in the euphoria brought on by a rising market. But when the slide starts, they panic and get out of the market. They
end up buying high and selling low. By preparing for bear, smart investors can make certain they don’t end up making that kind of error. Rob Mercer is a Registered Representative with Virginia Asset Management, an independently operated affiliate of Securian Financial Services. Virginia Asset Management is a locally owned Financial Planning firm that has been providing clients with insurance and investment advice for over 20 years. You can reach Rob at robert.mercer@vamllc.com or 804-330-0711. For more information on Virginia Asset Management, please go to www.vamllc.com.
Which BNI group are you in? Everybody’s talkin’ about it! In 2007, members of BNI passed more than 5.5 million referrals … resulting in more than $2.2 billion dollars in business for them. We would like to extend an invitation for you to join us at a meeting to see how BNI and word-of-mouth marketing builds business by: ł Structured and supportive systems … ł Regular educational programs … ł International organization
Business Network International Central Virginia
“The” Business Referral Organization
TM
www.bniva.com (804) 612-2891
The Business Networker • October 6–19, 2008 • 3
Networking Events 10/6 – 10/19 Networking meeting/event information is deemed reliable, but not guaranteed. Some events may require a fee. Be sure to contact the sponsoring organization for the most current details. Visit www.thebusinessnetworker.biz to submit a networking meeting/event for publication consideration – we make every effort to include as many meetings/events as possible (space permitting).
RICHMOND AREA On-Going Meetings/Events Mondays - 11:30am Covenant Group BNI (Bluefield College, 9211 Arboretum Pkwy., Ste. 400, Richmond, VA 23236), Details: Kristi Leslie, (804) 6771251, Kristi_Leslie@us.aflac.com, or visit www.bniva.com. Tuesdays - 7:30am The Power Players BNI (Salisbury Country Club, 13620 Salisbury Road, Midlothian, VA 23113), Details: Heather Tanner, (804) 338-3480, htanner@tctitle.com, or visit www.bniva.com. Tuesdays - 7:30am Paragon Partners (Family Life Center, 7837 Carousel Ln., Richmond, VA, 23294), Details: Daniel Caffrey, (804) 288-4151 x3008, caffred1@nationwide.com, or visit www.bniva.com. Tuesdays – 8:00am Professional Partners (Firebirds Restaurant - Short Pump Town Center, 11800 W Broad St., Richmond, VA 23233), Details: Chris Schmidt, (804) 467-7653, chris@businesscardsva.com, or visit www.professionalpartners.biz. Tuesdays – 11:30am City 3 Taking Care of Business BNI (Bleu Bistro, 8982 Quioccasin Road, Richmond, VA 23229), Details: Ron Dortch, (804) 269-0432, ron.dortch@hbwsecurities.com, or visit www.tcb-bni.com.
4 • The Business Networker • October 6–19, 2008
Tuesdays – 11:30am Islanders BNI (Richmond Country Club, 12950 Patterson Avenue, Richmond, Virginia 23238), Details: Adam Packett, (804) 288-8800 x120, apackett@jhnetwork.com, or visit www.bniva.com. Tuesdays – 11:45am Strategic Partners BNI (Padow’s Deli, 9864 West Broad Street, Richmond, VA, 23230), Details: Mike Kane, (804) 237-8599, MikeKane@kw.com, or visit www.bniva.com. Tuesdays – 4:30pm Southside Business Builders BNI (La Siesta Mexican Restaurant, 9900 Midlothian Tpke., Richmond, VA 23235), Details: Billy Hoffman, (804) 402-5476, hoffmanimaging@aol.com, or visit www.bnirichmond.com. Wednesdays – 7:30am Prospectors BNI (Ukrops-Virginia Center Marketplace, 10150 Brook Rd., Glen Allen, VA 23059), Details: Paul Lachance, (804) 5985432, plachance@puroclean.com, or visit www.bniva.com. Wednesdays – 7:30am River City Stars BNI (Haley Toyota of Richmond, 3600 Lonas Pkwy., Midlothian, VA 23114), Details: Tim Gallimore, (804) 858-8334, tgallimore@cfmortgagecorp.com, or visit www.bniva.com. Wednesdays – 7:30am Ultimate BNI (Beaufont Towers, 7015 Carnation St., Richmond, VA 23225), Details: George Greene, (804) 3302626, george_greene@us.aflac.com, or visit www.bniva.com. Wednesdays – 7:30am Early Birds Group (Family Life Center, 7837 Carousel Ln., Richmond, VA, 23294), Details: Lauren Booty, (804) 965-0333, lauren@creativemortgage.com, or visit www.bniva.com. Wednesdays – 8:15am Shared Success Group (Extra Billy’s Barbeque, 1110 Alverser Dr., Midlothian, VA 23113), Details: Heather Valentine, (804) 423-6000, Valentine@Richmondexit.com, or visit
www.bniva.com. Wednesdays – 11:00am Maximizers BNI (Capital Financial P&C, Overlook I, Suite 110, 4880 Sadler Road, Glen Allen, VA, 23060), Details: Rob Barricklow, (804) 3595372, william.barricklow@libertymutual.com, or visit www.bniva.com. Wednesdays – 11:30am Fargo Group BNI (Lewis Ginter Botanical Gardens, 1800 Lakeside Ave, Richmond, VA 23228), Details: Greg Rollins, (804) 7407914, greg@proforma-gis.com, or visit www.bniva.com. Wednesdays – 11:30am
Thursdays – 7:30am Chesterfield Towne Center BNI (The Lounge at King Pin Lanes, 200 North Otterdale Road, Midlothian, VA 23113), Details: Rick Fleming, (804) 356-6222, rickfleming@mw-ins.com, or visit www.bniva.com. Thursdays – 7:30am The Southside Network BNI (Chester Village Senior Apartment Community, 11701 Chester Village Drive, Chester VA 23831), Details: Brice King, (804) 769-3999, Williambriceking@yahoo.com, or visit www.bniva.com. Thursdays – 7:30am
La Siesta Group (La Siesta Mexican Restaurant, 9900 Midlothian Tpke., Richmond, VA 23235), Details: Erin Barton, (804) 398-8694, erin@erinbarton.com, or visit www.bniva.com.
Chester BNI (Bon Secours Retirement Community Center, 6701 Ironbridge Pkwy., Chester, VA 23831), Details: Jim Evans, (804) 743-0900, jimeevans@comcast.net, or visit www.chesterbni.com.
Wednesdays – 11:30am
Thursdays – 7:30am
Richmond Unlimited Referrals BNI (Family Life Center, 7837 Carousel Ln., Richmond, VA, 23294), Details: Carolyn Clements, (804) 754-4257, Carolyn.R.Clements@SunTrust.com, or visit www.bniva.com. Wednesdays – 11:30am On the Move BNI (Nick’s Roman Terrace, 8051-A W. Broad Street, Richmond, VA 23294), Details: John Vandenhoff, (804) 783-7269, jvandenhoff@sandsanderson.com, or visit www.bniva.com. Wednesdays – 4:30pm Success Express BNI (Sahara Middle Eastern Cuisine, 9550 Midlothian Turnipke, Richmond, VA 23235), Details: Ronald White, (804) 7801466, ronald_white@ml.com, or visit www.successexpress.org. Thursdays – 7:30am The Stones BNI (Provident BankParkside, 10791 W. Broad Street, Glen Allen, VA 23060), Details: Andrew Sanborn, (804) 935-5324, ajsanborn@ft.newyorklife.com, or visit www.bniva.com.
Profit Partners BNI (Brio Tuscan Grille - Stony Point Fashion Park, 9210 Stony Point Pkwy., Richmond, VA 23235), Details: Paul Winslow, (804) 346-5466, paul.winslow@nmfn.com, or visit www.bniva.com. Thursdays – 7:30am Abundance BNI (Woolridge Church, 5130 Woolridge Road, Moseley, VA 23120), Details: Mike Hatch, (804) 739-8800, gm@birkdalegolf.com, or visit www.bniva.com. Thursdays – 7:30am Independence Eagles (RE/MAX Allegiance - 13204 Hull Street Rd., Midlothian, VA 23112), Details: Rhoda Raymond, (804) 7719563, rraymond@hf-law.com, or visit www.bniva.com. Thursdays – 7:45am Golden Circle BNI (P.F. Chang’s China Bistro - Stony Point Fashion Park, 9212 Stony Point Pkwy., Richmond, VA 23235), Details: Doug Flory, (804) 359-6443, vpchiefair@comcast.net, or visit www.bniva.com. Thursdays – 8:00am Virginia Marketing Alliance BNI (Can Can Resturant/Brasserie, 3120 W.
Cary St., Richmond, VA 23221), Details: Lara Hansen, (804) 787-1035, lhansen@BBandT.com, or visit www.bniva.com. Thursdays – 8:00am Capital Excel BNI (River City Diner North, 804 East Parham Rd., Richmond, VA 23227), Details: Chris Galiffa, (804) 357-2670, chris@powerplayms.com, or visit www.bniva.com. Thursdays – 8:00am BNI Allstars (University of Phoenix Building, 6600 W. Broad St., Richmond, VA 23230), Details: Kim VanHuss, (804) 3429437, kim@vanhusscpa.com, or visit www.bniallstars.com. Thursdays – 8:30am Group Synergy BNI (Bluefield College, 9211 Arboretum Pkwy., Ste. 400, Richmond, VA 23236), Details: Meredith Briggs, (804) 287-0236, Meredith.Briggs@axa-advisors.com, or visit www.bnigroupsynergy.com. Thursdays – 11:30am Glen Gary BNI (Shula’s 2 - Sheraton Richmond West, 6624 W. Broad St., Richmond, VA 23230), Details: Stephanie Hudnell, (804) 7401507, a052543@allstate.com, or visit www.bniva.com. Thursdays – 11:30am Fan BNI (Beauregard’s Tai Room, 103 E. Cary Street, Richmond, VA 23219), Details: David Staples, (804) 3580500, dstaples@appraisesell.com, or visit www.bniva.com. Thursdays – 11:30am
visit www.bniva.com. Fridays – 7:30am Diamond Ring BNI (P.F. Chang’s China Bistro - Stony Point Fashion Park, 9212 Stony Point Pkwy., Richmond, VA 23235), Details: Phil Tibbs, (804) 560-8096, ptibbs@hhjcpa.com, or visit www.bniva.com. Fridays – 7:30am Colonial Heights BNI (Dunlop Farms, 235 Dunlop Farms Blvd., Colonial Heights, VA 23834), Details: John Brandt, (804) 504-7766, jwbrandt@verizon.net, or visit www.bniva.com. Fridays – 7:30am Bluefield Bombers BNI (Bluefield College, 9211 Arboretum Pkwy., Ste. 400, Richmond, VA 23236), Details: Tom Austeri, (804) 560-7625, tom.austeri@longandfoster.com, or visit www.bniva.com. Fridays – 8:00am Deep Run BNI (University of Phoenix Building, 6600 W. Broad St., Richmond, VA 23230), Details: David Wilson, (804) 381-3567, David.Wilson@protechpay.com, or visit www.bniva.com.
A
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BNInsteins (Byram’s Lobster House, 3215 W. Broad St., Richmond, VA 23230), Details: Lindsay Alford, (804) 7446333, alford@midlothianprinting.com, or visit www.bninsteins.com.
One-Time Meetings/Events Monday, Oct. 6 12:00 – 2:00pm – Petersburg Chamber of Commerce Women in Business Luncheon Fall 2008 (The Lee Club at Fort Lee, Petersburg, VA), Details: Karim Baker, (804) 733-8131, Karim@petersburgvachamber.com, or visit www.petersburgvachamber.com.
Thursdays – 11:30am
Tuesday, Oct. 7
West End Synergy (Napier RealtorsWest End Office, 10148 W. Broad Street, Ste. 200, Glen Allen, VA 23060), Details: Nancy Steele, (804) 747-7653, nancy.steele@napierera.com, or visit www.bniva.com.
7:30 – 9:00am - Networking. . .with New Members and Ribbon Cutting at Signs Now (Signs Now, 13610 Hull Street Road, Midlothian, VA 23112), Details: Chesterfield Chamber of Commerce, (804) 748-6364 x4, admin@chesterfieldchamber.com, or visit www.chesterfieldchamber.com.
DGG BNI (Westwood Racquet Club, 6200 W. Club Ln., Richmond, VA 23226), Details: Scotty Hager, (804) 270-4003, shager@signsbytomorrow.com, or
Insurance Professionals
Fridays – 11:30am
Richmond Rainmakers BNI (University of Phoenix Building, 6600 W. Broad St., Richmond, VA 23230), Details: Kate Williams, (804) 7474711, Kwilliams@chaslunsford.com, or visit www.bniva.com.
Fridays – 7:30am
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The Bo Grant Agency, LLC
Wednesday, Oct. 8 11:15am – 1:00pm – Chesterfield Chamber of Commerce October Luncheon The Business Networker • October 6–19, 2008 • 5
Networking Events continued at Meadowbrook Country Club (Meadowbrook Country Club, 3700 Cogbill Road, Richmond, VA 23235), Details: Chesterfield Chamber of Commerce, (804) 748-6364 x4, admin@chesterfieldchamber.com, or visit www.chesterfieldchamber.com. 4:00pm – Nuts and Bolts of Franchising (Chesterfield County Comm. Dev. Bldg., 9088 Government Center Parkway, Chesterfield, VA 23832), Details: Jackie Carter, (804) 783-9314, jackie.carter@grcc.com, or visit www.grcc.com. Thursday, Oct. 9 7:15am – inVision Richmond (Willow Oaks Country Club, 6228 Forest Hill Avenue, Richmond, VA 23225-1834), Details: Beverly Jones, (804) 783-9300, beverly.jones@grcc.com, or visit www.grcc.com. Tuesday, Oct. 14 7:30am – Breakfast Break (The Bankuet Place, 1129 Hull Street, Richmond, VA 23224), Details: Betsy Mangum, (804) 783-9300, betsy.mangum@grcc.com, or visit www.grcc.com.
10:00am – Branding You: Five Strategies for Creating a Powerful Personal Brand Featuring: Libby Gill (Capital One Towne Center, 15075 Capital One Drive, Richmond, VA 23238), Details: National Association of Women Business Owners, (804) 3465644, info@nawborichmond.org, or visit www.nawborichmond.org. 5:00pm – Business Expo-A Taste of Goochland (Boy Scouts of America, 1723 Maidens Road Maidens, VA 23102), Details: Doris Elderman, (804) 556-3811, director@goochlandchamber.org, or visit www. goochlandchamber.org. Wednesday, Oct. 15 9:00am–6:00pm – James River Trade Exchange Trade Show (Wyndham Richmond Airport Hotel, 4700 S. Laburnum, Richmond, VA 23231), free & open to the public. Details: Patti Jo Knight (804) 257-7126, pattijo@jamesrivertrade.com, or visit www.jamesrivertrade.com. 11:30am – Coliseum Rocks: How did the Convention Center in Raleigh
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6 • The Business Networker • October 6–19, 2008
become one of the country’s leading meeting destinations? (University of Richmond’s Jepson Alumni Center, 101 College Road, Richmond, VA 23229), Details: American Marketing Association Richmond Chapter, (804) 359-1759 or www.amarichmond.org. Thursday, Oct. 16 7:30am – Joint Marketing Event with Chambers to the South at John Tyler Community College ( John Tyler Community College, Nicholas Student Center, 13101 Jefferson Davis Highway, Chester, VA 23831), Details: Chesterfield Chamber of Commerce, (804) 748-6364 x4, admin@chesterfieldchamber.com, or visit www.chesterfieldchamber.com. Tuesday, Oct. 21 7:15am – inVision Chesterfield (CJW Medical Center- Johnston Willis, 1401 Johnston Willis Drive, Richmond, VA 23235), Details: Katina Lancaster, (804) 783-9346, katina.lancaster@grcc.com, or visit www.grcc.com.
Thursday, Oct. 23 7:15am – inVision Hanover (Randolph Macon College, Estes Dining Hall, 204 Henry Street, Ashland, VA 23005), Details: Sallie Nolte, (804) 783-9315, sallie.nolte@grcc.com, or visit www.grcc.com.
FREDERICKSBURG AREA On-Going Meetings/Events Tuesdays – 8:30am NetWORKS - Ticker’s Coffee (2037 Plank Rd, Fredericksburg, VA 22401), Details: D.J Porter, (540) 8466370, coffeenewsva@comcast.net, or visit www.bniva.com. Tuesdays – 11:30am Stafford BNI ( Jimmy the Greek Family Restaurant, 235 Garrisonville Rd., Stafford, VA 22554), Details: Dan Rakes, (540) 288-8879, ardan3583@hughes.net, or visit www.bniva.com.
<961.F ;; J 2;A?.9 <961.F ;; J 2;A?.9 Thursdays – 7:30am # <B92C.?1 &605:<;1 * # <B92C.?1 &605:<;1 * Energizers BNI (HoneyBaked 2A.69@ &2A.69 "2?05.;A@ Ham 2A.69@ &2A.69 "2?05.;A@ & Cafe, 2007 @@<06.A6<; Plank Road, <? C6@6A @@<06.A6<; <? C6@6A Fredericksburg, VA, 22401), Details: www.retailmerchants.com www.retailmerchants.com Jerry Harrison, (866) 503-6464, Monday, Oct. 6 jharrison@kloke.com, or visit www.bniva.com. Monday, Oct. 6 12:00 – 2:00pm J Petersburg Chamber 12:00 – 2:00pm J Petersburg Chamber Thursdays – 8:00am of Commerce Women in Business of Commerce Women in Business (Rubicon Café, 11120 Strike ForceFall BNI2008 (52 !22 9B/ Luncheon Luncheon Fall 2008 (52 !22 9B/ Gordon Rd., Fredericksburg, VA .A <?A !22 %2A2?@/B?4 * .A <?A !22 %2A2?@/B?4 * 22407), Details: Missy Jones, 2A.69@ .?6: .82? (540) 2A.69@ or visit 847-8742,.?6: .82? missygroft@hotmail.com, Karim@petersburgvachamber.com <? C6@6A Karim@petersburgvachamber.com <? C6@6A www.bniva.com. www.petersburgvachamber.com www.petersburgvachamber.com Thursdays Tuesday, Oct.–711:30am Tuesday, Oct. 7 Closers BNI (Ryan’s Restaurant, 7:30 – 9:00am Networking. . .with New 7:30 1780 – 9:00am Networking. . .with New Carl D. Silver Parkway, Members and Ribbon Cutting at Members and Ribbon Cutting at Fredericksburg, VA 22401), Signs Now '64;@ #<D B99 Signs Now '64;@ #<D B99 Details: D.J Porter, (540) 846'A?22A &<.1 "619<A56.; * 'A?22A &<.1 "619<A56.; * 6370, coffeenewsva@comcast.net, or visit 2A.69@ 52@A2?N 291 5.:/2? 2A.69@ 52@A2?N www.bniva.com. 291 5.:/2? <3 <::2?02 E <3 <::2?02 E admin@chesterfi eldchamber.com <? C6@6A Thursdays – 12:00pm admin@chesterfi eldchamber.com <? C6@6A www.chesterfieldchamber.com www.chesterfi eldchamber.com Fredericksburg FreeNI (Tru Luv’s ModernOct. American Bistro, 1101 Sophia Wednesday, 8 Wednesday, Oct. 8 Street, Fredericksburg, VAChamber 2401), 11:15am – 1:00pm J Chesterfield 11:15am – 1:00pm J Chesterfi eld Chamber www.freeni.com. details: of Commerce October Luncheon of Commerce October Luncheon .A "2.1<D/?<<8 <B;A?F 9B/ .A "2.1<D/?<<8 <B;A?F 9B/ One-Time Meetings/Events "2.1<D/?<<8 <B;A?F 9B/ "2.1<D/?<<8 <B;A?F 9B/ <4/699 &<.1 &605:<;1 * Tuesday, Oct. 7 <4/699 &<.1 &605:<;1 * 2A.69@ 52@A2?N 291 5.:/2? 2A.69@ 52@A2?N 291 5.:/2? 8:00am – Spotsylvania Roundtable <3 <::2?02 E <3 <::2?02 E (WyteStone Suites of Fredericksburg, admin@chesterfieldchamber.com <? C6@6A admin@chesterfi eldchamber.com <? C6@6A 4615 Southpoint Parkway, www.chesterfieldchamber.com www.chesterfi eldchamber.com Fredericksburg, VA 22407), Details: 4:00pm J Nuts and Bolts of Franchising Fredericksburg Regional Chamber 4:00pm J Nuts and Bolts of Franchising 52@A2?N 291 <B;AF <:: 2C of Commerce, (540) 373-9400 or visit 52@A2?N 291 <B;AF <:: 2C 914 <C2?;:2;A 2;A2? www.fredericksburgchamber.org. 914 <C2?;:2;A 2;A2? %.?8D.F 52@A2?N 291 * %.?8D.F 52@A2?N Wednesday, Oct. 8 291 * 2A.69@ .0862 .?A2? 2A.69@ .0862 .?A2? jackie.carter@grcc.com <? C6@6A www.grcc.com 8:00am – Stafford Roundtable (The jackie.carter@grcc.com <? C6@6A www.grcc.com National Museum of the Marine Thursday, 9 Jefferson Davis Corps,Oct. 18900 Thursday, Oct. 9 7:15am J inVision Richmond +699<D Hwy., Triangle, VA 22172), Details: 7:15am J inVision Richmond +699<D $.8@ <B;A?F 9B/ <?2@A 699 Fredericksburg Regional Chamber $.8@ <B;A?F 9B/ <?2@A 699 C2;B2 &605:<;1 * or of Commerce, (540) 373-9400 visit C2;B2 &605:<;1 * 2A.69@ 2C2?9F <;2@ www.fredericksburgchamber.org. 2A.69@ 2C2?9F <;2@ beverly.jones@grcc.com <? C6@6A www.grcc.com beverly.jones@grcc.com <? C6@6A www.grcc.com
Tuesdays – 11:30am Tuesdays 11:30am Thursday,– Oct. 9 Stafford BNI 6::F A52 ?228 .:69F Staff ord– BNI 6::F A52 ?228 .:69F 5:30pm Business After Hours &2@A.B?.;A .??6@<;C6992 &2@A.B?.;A - Chancellor’s .??6@<;C6992 Village &1 'A.33<?1 * 2A.69@ &1 'A.33<?1 * (12100 Chancellors 2A.69@ Village .; &.82@ .; &.82@ Lane, Fredericksburg, VA ardan3583@hughes.net <? C6@6A ardan3583@hughes.net <? C6@6A 22407), Details: Fredericksburg www.bniva.com www.bniva.com Regional Chamber of Commerce, (540) 373-9400 Tuesdays – 12:00pmor visit Tuesdays – 12:00pm www.fredericksburgchamber.org. Stafford FreeNI 6;4 'A?22A 9B2@ Stafford FreeNI 6;4 'A?22A 9B2@ 2332?@<; .C6@ DF 'A.33<?1 * Tuesday, Oct. 21 2332?@<; .C6@ DF 'A.33<?1 * 2A.69@ www.freeni.com 11:30am – Chamber’s Network of 2A.69@ www.freeni.com Enterprising Women (Fredericksburg Thursdays – 7:30am Thursdays – 7:30am Country Club, 11031 Tidewater Trail, Energizers BNI <;2F .821 Fredericksburg, VA 22408), Details: Energizers BNI <;2F .821 .: .32 %9.;8 &<.1 Fredericksburg Regional Chamber .: .32 %9.;8 &<.1 ?212?608@/B?4 * 2A.69@ of Commerce, (540) 373-9400 or visit ?212?608@/B?4 * 2A.69@ 2??F .??6@<; www.fredericksburgchamber.org. 2??F .??6@<; jharrison@kloke.com <? C6@6A www.bniva.com jharrison@kloke.com <? C6@6A www.bniva.com CHARLOTTESVILLE AREA Thursdays – 8:00am Thursdays – 8:00am Strike Force BNI &B/60<; .3H Strike Force BNI &B/60<; .3H On-Going Meetings/Events <?1<; &1 ?212?608@/B?4 <?1<; &1 ?212?608@/B?4 Wednesdays – 11:30am * 2A.69@ <B4 * 2A.69@ <B4 +.9A<; Charlottesville Hoos Hoo BNI (West +.9A<; fredericksburg@minutemanpress.com <? C6@6A Main Restaurant, 333 W. Main fredericksburg@minutemanpress.com <? C6@6A www.bniva.com Street, Charlottesville, VA 22902), www.bniva.com Details: Lee McAllister, (434) 975Thursdays – 11:30am Thursdays – 11:30am 2319, lee.mcallister@ctxmort.com, or visit Closers BNI &F.;M@ &2@A.B?.;A www.bniva.com. Closers BNI &F.;M@ &2@A.B?.;A .?9 '69C2? %.?8D.F .?9 '69C2? %.?8D.F ?212?608@/B?4 * 2A.69@ One-Time Meetings/Events ?212?608@/B?4 * 2A.69@ .; 92:2;A2 .; 92:2;A2 Thursday, Oct. 29 E dclemente@metlife.com <? C6@6A E dclemente@metlife.com <? C6@6A www.bniva.com 11:30am – 7:00pm – Charlottesville www.bniva.com Regional Chamber of Commerce 2008 Thursdays – 12:00pm Business Expo (UVA John Paul Jones Thursdays – 12:00pm Fredericksburg FreeNI (?B !BCM@ Arena, 295 Road, Center FredericksburgMassie FreeNI (?B !BCM@ "<12?; :2?60.; 6@A?< '<=56. Court, Charlottesville, VA 22904), "<12?; :2?60.; 6@A?< '<=56. 'A?22A ?212?608@/B?4 * Details: Charlottesville Regional 'A?22A ?212?608@/B?4 * 12A.69@ www.freeni.com Chamber of Commerce, (434) 29512A.69@ www.freeni.com 3141, chamber@cvillechamber.com, or visit www.cvillechamber.com.
CHARLOTTESVILLE CHARLOTTESVILLE AREA AREA On-Going On-Going Meetings/Events Meetings/Events
Wednesdays – 11:30am Wednesdays – 11:30am Charlottesville Hoos Hoo BNI +2@A Charlottesville Hoos Hoo BNI +2@A ".6; &2@A.B?.;A + ".6; ".6; &2@A.B?.;A + ".6; 'A?22A 5.?9<AA2@C6992 * FREDERICKSBURG AREA 'A?22A 5.?9<AA2@C6992 * FREDERICKSBURG AREA 2A.69@ !22 "0 996@A2? 2A.69@ !22 "0 996@A2? The Business Networker welcomes your participation. If you are interested in lee.mcallister@ctxmort.com <? C6@6A On-Going Meetings/Events lee.mcallister@ctxmort.com <? C6@6A submitting an article for any of our features or a meeting or event announcement, On-Going Meetings/Events www.bniva.com www.bniva.com please log on to www.thebusinessnetworker.biz and click on the submissions Tuesdays – 8:30am Tuesdays – 8:30am tab on the left side of the page. Events should be submitted Thursdays – 11:00amat least 10 days NetWORKS - Ticker’s Coffee %9.;8 Thursdays – 11:00am before publication. Follow the instructions from there but please be sure to NetWORKS - Ticker’s Coffee %9.;8 Gaylord Group +2@A ".6; &2@A.B?.;A &1 ?212?608@/B?4 * Gaylord Group +2@A ".6; &2@A.B?.;A note the maximum word count for each heading. The staff of TBN reserves the &1 ?212?608@/B?4 * + ".6; 'A?22A 5.?9<AA2@C6992 2A.69@ %<?A2? + ".6; 'A?22A 5.?9<AA2@C6992 right to edit information submitted due to space, and restrictions. By submitting 2A.69@ %<?A2? * 2A.69@ B9A<; .F9<?1 your coff eenewsva@comcast.net <? C6@6A * 2A.69@ B9A<; .F9<?1 article, information or comments, you are granting The Business Networker coffeenewsva@comcast.net <? C6@6A Fulton@FultonGaylord.com www.bniva.com Fulton@FultonGaylord.com permission to publish your materials. The Business Networker reserves the right to www.bniva.com <? C6@6A www.bniva.com <? C6@6A www.bniva.com refuse any article, event, comment or classified submission.
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The Business Networker • October 6–19, 2008 • 7
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Q & A Spotlight
Robin Smith Background
Email Address: Robin@E-SourceVA.com Phone: 804-897-8292 Company name: The Entrepreneur’s Source Profession: Business Ownership Coach Years in business: 5 Location: Midlothian Marital Status: Married Family: 2 children. A 9 year girl and 7 year boy Interests: I love to read. Everything from self-improvement books to fiction, to autobiographies. I’ve also been kickboxing for 8 years which I feel is not only good physical exercise but terrific mental exercise as well. I’m very involved in the community volunteering with various organizations including Habitat for Humanity and Safe Harbor. Organizations: I am a member of BNI, River City Express Network, Women for Winesense, Women in Franchising, Women Empowered By Business (WEBB) and presently serve on the Board of Planned Parenthood.
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8 • The Business Networker • October 6–19, 2008
Why did you choose your profession? I wanted to have more flexibility for my family and help people while using my process-oriented skills. Plus, I love to ask questions! What is your key to success? I believe in my clients’ dreams, even when they don’t. Sometimes all people need is a little more support so I go the extra mile to help them get the information they need. Most often my clients have the answers in them. I just help them discover it, realize it and put it into action. What moment changed your life? When I realized that speaking up and saying what was on my mind would gain me respect, not get me fired. When I was young engineer for Corning I was in a meeting where a respected co-worker spoke up about a certain idea. I had the same idea two days earlier but was afraid to voice it. As he spoke about the idea, I realized that a hole didn’t open in the floor, vacuum him up and spit him out at the curb. Sitting in the back and keeping quiet isn’t necessarily going to get you where
you want to go. What’s the best advice ever given to you? The very first presentation I ever gave was soon after I moved to Wilmington, N.C. from New Jersey. After I was done, my boss’s boss told me that I did a good job but that next time I needed to smile more and try not to talk so fast. He said that most of those in attendance probably only understood about every third word I was saying. What business advice would you give to others? Take a sales job early in your career so you learn early on that the word “No” can’t actually hurt you. If you’re an entrepreneur and don’t have a sales background then get training, find a resource, join a BNI group or whatever you can do to learn how to “get out there”. Sitting at your desk and hoping that the sales are just going to come to you... is not going to work. What is your personal mission statement? Bring Clarity to Possibilities What makes you and your business different than others in your industry? I care about my clients and their goals. I really take care of each person I work with regardless if they go into business for themselves or not. Whether I introduce them to recruiters, keep an eye out for jobs that may be suited for them or just connect them with those who may prove helpful, I genuinely care about their successes. What is the most motivational book you read or seminar you attended or program you participated in? Forget Perfect by Lisa Earle-McLeod - I think as women we try to juggle so much. We want to be the perfect mother, wife, daughter, friend, business person etc. When I was reading the book, I was starting a business with one and three year olds and felt a real connection to it. The most important thing I took away from it is that you don’t have to live your life ALL in one moment. I just recently met Lisa and arranged for her to speak at a conference I attended, where she spoke about bringing love into your business as well as and the message of Forget Perfect. By the way, her latest book is Finding Grace When You Can’t Even Find Clean Underwear and that too is AWESOME.
Business Fundamentals • Will Turner
Sales Is Not A Numbers Game
M
ake no mistake about it; the age-old wisdom that “sales is a numbers game” is a myth. At least for most businesses. Unfortunately, many bosses and sales managers push quantity of sales over quality with their sales teams. They fail to understand that increasing sales volume can be disastrous. They push their salespeople to make sales; in fact, any sale will do. And therein lies the problem. That’s because the wrong sale is worse than no sale at all. Most companies have a book of business that includes three types of clients; poor-fit, good-fit and perfectfit clients. Poor-fit clients typically represent about 20% of a company’s client base. You know when you have poor-fit clients. They are clients that represent most of your headaches. You know the ones. When you see their names on your caller ID, you cringe. Because you know that Bob is calling and he’s got a problem. He always does. It’s a classic case of the 80/20 rule. Eighty percent of your customer service issues are caused by 20% of your clients; your poor-fit clients. Poor-fit clients are clients that shouldn’t be clients in the first place. They are often the result of salespeople going after and getting low-hanging fruit. It means that the salesperson isn’t fully assessing the needs of the prospects to see if there is a good match. Or if she is, she is so determined to make the sale that she’s ignoring the red flags before the sale is made. It’s the “over promise and under deliver” mindset that will destroy a salesperson and a company. But the fault doesn’t lie solely with the overzealous salesperson. In addition to poor-fit clients, companies generally have good-fit clients and perfect-fit clients. Good-fit clients generally represent about 60% of a company’s business. These are clients that are well-served and are happy with the products or services being provided. Perfect-fit clients typically make up the remaining 20% of a company’s client base. There is one key difference between good-fit and perfect-fit clients. Perfect-fit clients are raving fans and
give you qualified referrals. In other words, they help you grow your business by giving you other perfect clients. Just like them. The sales strategy should be to fire all poor-fit clients. They take an inordinate amount of resources and are therefore your least profitable clients. In addition, because they are not a good fit, they are never fully satisfied with your products or services. Consequently, they will only damage your credibility and your reputation. If they talk about you at all, it will be negative. And negative wordof-mouth is a sales killer. In addition to getting rid of poor-fit clients, your sales strategy should be to convert good-fit clients to perfectfit clients. You do that by finding out what’s important to them and providing it better than anyone else. By creating better fit clients, you enhance your position which leads to more repeat business and more referrals. And with the proper focus on the right market in the first place, your perfect-fit clients will be far more profitable. Not only will each perfect-fit client have a better margin, they will be loyal to you for the long-run. Instead of churning through lots of low margin, poor-fit clients that will come and go based on “the best deal,” you build a loyal practice of clients who are raving fans. These raving fan clients will actually help you grow your business with great referrals. So, you exchange quantity for quality and make more money.
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Will Turner is the co-founder and President of Dancing Elephants Achievement Group, an international sales training and consulting company. Will is a sales expert with 25 years of sales, marketing and sales management experience. Will co-created the Sales Magnetism program and co-authored Six Secrets of Sales Magnets. He can be reached at Will@dancingelephants.net or 804-254-4122 or you can check him out on the web at www.dancingelephants.net. The Business Networker • October 6–19, 2008 • 9
Contributor’s Corner • Jim Roman
7 Keys to Balance in Business
W
e need to balance our business so we can balance our lives. Below are 7 areas to help you find balance in your business.
B – Balance: The key to balance is planning for everything in your personal and business life. The best way to plan for everything is to have a Block Schedule. If you schedule your tasks in blocks, you can be more effective. The key to success is to master your calendar so that you can manage your energy. Make sure that you schedule buffer time and personal time. A – Acquiring Clients: Do you know who your target market is? Everyone is not an answer. In order to define your target market you need task yourself: What is your passion in life? Who do you like to help? Then think about who you can help with your business? Focus your energy
in one area and you will be more effective! L – Leadership and Management: As an owner of a business, you are responsible for guiding your employees to follow the vision and values of your company. You also have to be willing to give up ownership of some of your tasks (eg., delegate), and allow your employees to take ownership of them if you want to be more productive with your time. A – Automatic Processes: Make everything in your business automatic. The more things that are automatic, the fewer questions there are. If you have systems in place for every aspect of your business, your business will run more smoothly. You will be able to plan and strategize more effectively because your business will be more consistent. N – Numbers: Know the number of appointments you need to have on
a weekly basis to make the income/ revenue that you need. Figure out how many people you need to talk to in order to get enough appointments to get the number of sales that you need in order to reach your goal. C – Clarity & Vision: Vision is the foundation that holds all the pieces of your business together. Your number one priority as an owner, other than bringing in revenue, is to continuously provide vision to your employees. A strong vision will lead to productivity, efficiency and loyalty. Share your vision with others, they might have good ideas to help you get there! E – Employees: If you have employees, or plan to have employees, know that they are critical to your business. Acknowledge and reward them when they do a good job. The best employees are happy but also motivated and challenged to do a good job.
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Jim Roman is founder and president of Jim Roman & Associates, LLC, a business mentoring service that provides business owners with the resources they need to have a more productive, predictable and profitable business. Jim Roman has a 15-year history of success in helping business owners and their teams produce results within their company. You can contact him at Jroman@TeamRoman.com, 804-938-TEAM (8326) or you can check him out on the web at www.TeamRoman.com.
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10 • The Business Networker • October 6–19, 2008
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Biz News • Alec Depcrynski
Carytown vacancy declines
V
acancy in Carytown seems to be declining. It’s been three months since we walked (http:// richmondbizsense.com/ big-biz/13-big-biz/211-does-carytownhave-a-vacancy-problem.html) through Carytown to figure out how many unoccupied buildings lined the streets. At the time, we counted 22 empty buildings, or about 13% of the storefronts there. (Note, our figures are not calculated using square footage.) There are currently 17 empty or otherwise unused buildings along Cary Street between Boulevard and Roseneath. That brings Carytown’s vacancy rate down to 10.3 percent. And despite a noted consumer pull-back, some business owners say that they enjoyed a summer of increased sales and customer traffic. “Most of this year has been better, in terms of sales. I had a really good summer. Our numbers in August were up in comparison to last year,” said Joe Starsja, manager at One-Eyed Jacques. Starsja said that he has heard complaints from other shop owners, but the complaints seem to be limited mostly to last month. One store manager, who asked that her name and the name of her store not be used, said that a lackluster September represents the only blip in an otherwise strong couple of months. “We had an amazing summer as far as in-store traffic, but this month our
numbers have been down slightly,” she said. Starsja also has seen a dip in sales this month. “September has been exceptionally slow, although it’s generally one of the slower months of the year.” A slow month usually means changes in the retail landscape. And there are a number of changes going on in Carytown. The gift shop Occasionally is in the midst of a 50% moving sale. The former home of Carytown Wine & Beer is currently under construction, signaling a new shop in the coming months. Also on the way are stores like Fringehome (http://www.fringehome. com), EmbroidMe (http://www. embroidme.com), and a DC Shoes (http://www.dcshoes.com/home). River City Cellars (http://www. rivercitycellars.com) is expanding by taking the empty space next to their shop at 2931 West Cary Street. And Board Paradise (http://www. boardparadise.com/) has taken over where Glass and Powder vacated. We’ll check in again in the spring to see if the strong summer was an anomaly or a sign of progress. Alec Depcrynski doesn’t shop all that much, but he covers retail, commercial real estate and technology for BizSense. Please send story ideas to Alec@richmondbizsense.com.
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$PGGFF /FXT PG $IFTUFSGJFME Phone: (804) 363-2636
Richmond BizSense is Richmond’s Homepage for Business News
info@CoffeeNewsChesterfield.com www.CoffeeNewsChesterfield.com
The Business Networker • October 6–19, 2008 • 11
Classified advertising Employment
Real Estate
PART TIME SALES - Looking for dynamic Moms, Seniors or College students who need extra income. Set your own hours. Call (804) 257-7126.
Are you looking for the perfect office space? Or, are you an agent with the perfect office space to lease? Put It In The Business Networker Classfieds.
Projects
Visit www.thebusinessnetwoker.biz and click on Submissions. Submit your classified ad today!
COLLEGE INTERNSHIP AVAILABLE – Looking for College Student interested in interning for hands-on p.r. & special event projects. 257-3096.
Catagories for advertising submissions include:
Misc. 14K Yellow Gold Diamond Stud Earrings. New. Retail @ Cardow $2295. Asking $1695. 257-7126.
Employment Equipment Furniture
Projects Real Estate Misc.
Equipment This is perfect place to sell old phones, computers, printers, monitors, etc. Visit www.thebusinessnetwoker.biz and click on Submissions. Submit your classified ad today! Furniture Have any office furniture you’d like to get rid off? Try The Business Networker Classifieds
of Central Virginia
A Division of DLP Holdings, Inc.
• Effective & economical advertising •On newstands a full week at a time • Read by your local customers
Is your advertising reaching everyone? ®
Coffee News will be read by more than 30,000 readers in this area and
LOCK OUT YOUR COMPETITORS ...when you advertise with ® Coffee News ! Deb “DJ” Porter
YOUR ad could be on the Front Page!
Covering Fredericksburg, Spotsylvania and Stafford! 12 • The Business Networker • October 6–19, 2008
540-846-6370
Ranked #1 in advertising by Entrepreneur Magazine
Website Resource Center http://www.referralexpo.com
http://www.getslightlyfamous.com
FREE teleseminar series from Sept. 22 - Oct. 10 on Strategic Marketing Ideas in a Shrinking Economy...15 World-Class Marketing Experts Share Their Best Referral Strategies.
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http://networking.entrepreneur.com
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The Business Networker • October 6–19, 2008 • 13
Meeting Spots Joe’s Market 400 Libbie Avenue Richmond, VA 23226 Phone (804) 285-9147. Convenient location for city and near Westend business people. With the little outdoor patio area, Joe’s is great for breakfast, lunch or just coffee and a snack. Boychiks Deli 4024 Cox Rd # B Glen Allen, VA 23060 Phone (804) 747-1030. It’s crowed but that’s because everything is delicious and the prices are good too. Grab a booth and get down to business while enjoying breakfast or lunch.
8dbb^iiZY Id 8d[[ZZ Open 7 Days a Week 4015 MacArthur Ave.
864-0264
24 Gourmet Coffees, All Locally Roasted Specialty Drinks Including Frappes & Smoothies
en Now Op ! s Evening n u S – Wed
Your Technology Solutions Partner
Computer * Internet * Phones
A Full Line Of Teas Fresh Baked Treats Hearty Sandwiches
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Custom built and brand name computers sales & service.
Come visit our showroom conveniently located near the intersection of Midlothian Turnpike and Chippenham Parkway. Get 25% of any “In-Store” service with coupon. Coupon expires 10/30/2008
6856 Midlothian Turnpike Suite 104 * Richmond VA 23225 Voice: 804-232-2098 * Fax: 509-278-7958 Company Web Site: www.nswe.net Online Store: https://nswe.rite2u.com Email: sales@nswe.net 14 • The Business Networker • October 6–19, 2008
Cafe Caturra 1282 Alverser Plaza Richmond, VA 23113 Phone (804) 897-4773. Café Caturra roasts its own coffee and serves wine . . . enough said . . . what else do you need? Oh well, maybe a little food and they have a a wonderful menu. Best of all, you can meet for breakfast, coffee, lunch, happy hour or even dinner. They also have two other Richmond Locations – on the Avenues and Midlothian Village Square. Dragon Lady Restaurant 2119 Ivy Rd. Charlottesville, VA 22903 Phone (434) 979-9292. Great for lunch and dinner meetings. A nice, quite atmosphere with good traditional Chinese food and reasonable prices. Not too far from the John Paul Jones Arena at UVA. Hyperion Espresso 301 William Street Fredericksburg, VA 22401 Phone (540) 373-4882. This is an independent coffee shop that is locally-owned since 1994. They don’t take credit cards but it’s worth forking over the cash because this coffee is fantastic and the staff is friendly. Terrific meeting spot.
Mark Deutsch Cindy Creasy Woolfolk
What’s On My Reading list Get In The Game:
The 29% Solution: 52 Weekly Networking Success Strategies 8 Elements Of Perseverance +B ?*7 $ !2<7.; #1 !2,1.55. $ 878?*7 % "
That Make The Difference
CalLive Ripken, Jr. and Donald T.New Phillips The 4-Hour Workweek: Escapeby9-5, Anywhere, and Join the Rich +B &268=1B .;;2<< % " It’s only fitting that with the beginning of Six Disciplines Execution Revolution: Solving theWorld One Business Problem October and the Series one mightthat think Makes Solving All Other Problems Easier up this quick read. Ripken relates his of picking +B *;B *;9<= % " and lessons from the baseball field to challenges the challenges of life with eight basic elements. you’re a baseball fan you’ll enjoy the stories. The Ultimate Cheapskate’s RoadIfMap to True Riches: A Practical (and Fun) Guide If you’re parent you’ll love the values he to Enjoying Life More by Spending Less +B .// ).*0.; % " emphasizes. If you’re a business person, you’ll appreciate the motivational aspect. At times it may seem cliché but who doesn’t need a Six Secrets of Sales Magnets gentle reminder from time to time that ethics +B *>;* #8<.B (255 &>;7.; % " and standards are the basics of any successful person or business. ... and some brain candy just for fun ... When you’re done reading it, give it to a teenager. It’s a Skinny Dip great way, -- in disguise perhaps -- for them to learn the +B *;5 2**<.7 % " perseverance, value of preparation, and performance. It can’t be too bad of a read, Warren Buffet loved it too!
The Business Networker
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The Business Networker • October 6–19, 2008 • 15
Can you afford to advertise in today’s economy?
Can you afford not to? The Business Networker puts your business in front of the audience that’s looking for it. Think about that. www.thebusinessnetworker.biz (804) 464-1093