I’ve been writing about networking for more than 30 years! After all these years, I still find that there are many misnomers about what business networking should, or shouldn’t be about. Many people think that business networking is basically about direct selling. Others think that is about relationship building. What do you think makes a great networker?
How many times have we heard people say that it never hurts to ask? Surely more times than we can count.
Well, in this video, I explain why it definitely hurts to ask sometimes–especially if you ask to soon! I share a personal story of a recent time when a stranger contacted me via LinkedIn wanting to connect and accompanied the connection request with a note asking me something which I found inappropriate to the point that I decided right then that I was never even going to consider connecting with her.
Watch the video to hear the story and to find out why I flagged the woman’s LinkedIn request as problematic on three significant levels. Let me just say that this is ‘Networking 101’ and if I were her teacher, she would have gotten a failing grade–this is not the way to network! Whether you frequently participate in face-to-face networking, online networking, or both, you’ll definitely want to hear this story so you never make the three mistakes that this woman did.
I’d really love to hear your feedback on this. What are your thoughts? Also, please share any similar horror stories you may have in the comment forum below–I’m looking forward to hearing from you. Thanks!
TR Garland (pictured with me in the photo below) is a friend of mine and co-author of one of my most recent #1 best-selling books called “Building The Ultimate Network.”
For some time now, we’ve both observed a need to drill down on one of the most important and foundational concepts to networking – The VCP Process®. A while ago, we started a much-anticipated 12-part series of blog posts which addresses this and contains some very timely information for networkers across the globe. Today, we’re proud to share with you Part 12–the final post in this series. Enjoy.
Using Social Media to Navigate the VCP Process®
(Part 12 of the “Navigating The VCP Process® To Networking” Series)
In Part 1, Part 2, Part 3 , Part 4, and Part 5 of this series, we introduced and re-introduced the concept and steps of The VCP Process® to Networking for our readers through brief anecdotes, relevant comparisons, and sometimes even humorous situations. For Parts 6and 7 we even shared with you video trainings from the both of us.
In Part 9, we suggested some behaviors that you can use on a weekly basis to increase the number of referrals you receive. And, as a result, we got a couple phone calls complimenting us about how that particular blog post clearly outlined what type of behaviors a successful networker should be practicing on a weekly and monthly basis – and we were asked to provide more. We fulfilled that request.
In Part 10, we addressed that ‘Mindset’ has as much to do with your success in networking as ‘Skillset’. And in Part 11 we addressed how to deliver effective Introductions & Short Presentations when Navigating The VCP Process® To Networking. And therefore, in this final installment of the series, we found it relevant to address “The Elephant in the Room” – Social Media.
Yes, as experts on Business Networking and Referral Marketing, we’ve been asked time and time again to provide our opinions on how Social Media fits into one’s own Business Networking Plan (…if at all).
So, today, let’s address this “The Elephant in the Room”. Let’s bring out into the open the question that still may be on the minds of many of our readers.
When asked about the topic of Online Networking versus Offline Networking, you may have already heard Ivan share his philosophy that “…it’s not either/or, it’s both/and when addressing this topic”.
Today, let’s dig a little deeper and give you a clearer picture on what’s meant by this, as well as deliver you actionable steps for you to take (as the title of this blog insinuates) to use Social Media to navigate the VCP Process® to networking.
Let’s get started.
An often overlooked tool to navigating the VCP Process® is using Social Media effectively. And, more specifically – Facebook. Now please allow us to clarify. We didn’t say Facebook is overlooked! Lol.
ENTERTAINMENT vs. EXECUTION
We happen to believe that many people are actually addicted to Facebook and spend way too much time using it for ENTERTAINMENT. Whereas, they could actually be using it for the EXECUTION of a well thought out strategy.
Let’s face it. There are professionals out there who you want passing you referrals that are on many of the same Social Media platforms that you’re on. Yet, do you have a Business Networking Plan that addresses this?
Well, would you like to grasp a really quick concept that will help you address this?
For example, let’s assume an ideal referral partner for you is a CPA. And, you recently met a CPA at a monthly networking event such as a Chamber of Commerce mixer. What typically happens is that “life happens” immediately after that event and 30 days go by before you see that CPA again.
From our perspective, it’s going to take a long time to dig deep and build a quality, meaningful relationship and move through the VCP Process® with this person when you only see this CPA twelve times a year.
Therefore, today, we’re recommending you use Social Media to compliment your in-person, face-to-face networking efforts. Yes, if you take action and plan to make strategic “Touch Points” during the time between those mixers, you’ll actually be able to expedite the VCP Process®.
And, who doesn’t want to shorten the cycle from first meeting someone (i.e. Visibility) to building trust with them (i.e. Credibility) to finally getting an actual referral from them (i.e. Profitability)?
Yes, too many people are spending too much time on Social Media for ENTERTAINMENT purposes versus the successful EXECUTION of specific tactics of an overall strategy that will help them drive revenue to their business.
Today, we’d like to make a pretty good case that Social Media shouldn’t be ignored either. Social Media should be considered an intricate part of successfully following your particular Business Networking Plan.
HERE’S ONE SPECIFIC TACTIC YOU CAN USE IMMEDIATELY
Let’s assume an ideal referral partner for you is a CPA as noted above. By connecting with this person on Facebook immediately after meeting them and strategically LIKING or COMMENTING on some of their posts – you will create additional Visibility so that the next time you see this CPA it will actually FEEL like you’ve known each other longer.
Does this make sense? We would love for you to leave your thoughts in the comment forum below.
Last week, Facebook closed down my personal account as they claimed that I was “impersonating Ivan Misner.”
While waiting for Facebook to fix this, I began thinking that there just might be an opportunity here to turn “lemons into lemonade.” Turns out there certainly is such an opportunity. Austin Coulson (from Riverside California) came up with a great idea. He suggested we create a social media campaign called: “Hey Facebook, Free Ivan Misner.” We’re hoping this will aid in helping to wrestle back the social media pages that are linked to my account AND serve as a social media boon for us at the same time. (Thanks, Austin–great idea!)
Please take five minutes to watch this video and, most importantly, please join the group: “Hey Facebook, Save Ivan Misner” at: https://www.facebook.com/groups/829011050464326/. I really appreciate you taking the time to help–thank you so much!
[Important Update: Since this was published, I am very pleased to announce that Facebook has let me out of Facebook Jail! I have my page back. I want to thank the Facebook employees who helped to make that happen. I also want to thank the hundreds of people who assisted by joining the “Free Ivan Misner” group on Facebook. This truly shows the power of a personal network! Check out the video though – it is pretty funny (in a sad sort of way).]
In this video, filmed at a recent networking conference in Nashville, TN, I talk to my good friend and partner in the Referral Institute®, Eddie Esposito, about the monthly Networking Cafe webinars we offer to the public. These FREE monthly webinars offer invaluable information about how to grow business through networking and referral marketing and we often have guests on the webinar who are experts at helping people achieve business success. Past guests include Jack Canfield, Michael Gerber, and Susan RoAne, among others.
These “Networking Cafe” webinars take place on the last Friday of each month and all you need to do to find out how to participate (we welcome you to ask questions during the webinar) for free is to visit the following link: http://referralinstitute.com/index.php/en-us/networking-cafe.
Thanks so much for watching this video and I really hope to interact with you on one of the upcoming webinars in the near future. Also, if you have any suggestions for topics which you would love to have addressed on a future webinar, by all means, please leave your topic suggestions in the comment forum below–I’m more than happy to address all valuable and relevant topics. Thanks!
In this video, filmed at a business networking conference in Nashville just last week, I talk to my very good friend and Business Networking and Sex Co-author, Frank De Raffele, about the difference between simple, compound, & complex referrals.
Frank explains the importance of understanding that there’s a certain amount of time and energy spent correlating to each different type of referral and that there is, indeed, one type of referral that is considered the ‘ultimate’ referral–the type of referral that we’re all ideally searching for.
Watch the video now to learn the difference between these three types of referrals and to learn what it takes to achieve the ‘ultimate’ referral. After watching the video and learning to differentiate between the referral types, I’d love for you to share which type of referral category that either the last referral you gave or received fell under and the story behind you giving or receiving the referral. Please share your story in the comment forum below–thanks!
Last year, My wife Beth and I posted a question on Facebook in search of the most creative and interesting answer. The question was: “If you had an opportunity to ask Sir Richard Branson one question, what would it be?”
In this video, I reveal the best, most interesting question that someone responded with:
“What venture or company do you wish you had started instead of someone else, or what business did you have a chance to invest in but didn’t and now regret not investing in it?”
I go on to reveal the equally interesting (if not more interesting) answer to this question which I got lucky enough to receive directly from Sir Richard Branson himself during a visit to Necker Island.
Watch the video now for Branson’s answer . . . and, hey, you never know–perhaps this will be the answer to a question you get during a game of Trivial Pursuit somewhere down the road, in which case you’ll be darn glad you watched this video! 😉
I’m curious– what would YOU ask Richard if you could ask him anything? As long as it’s not something like, “Richard, will you adopt me (even though I’m 57) and make me independently wealthy so I don’t have to work for the rest of my life?” (Ha, ha . . . :-)), then I’d love to hear what questions you come up with! Please leave your feedback in the comment forum below. Thanks!
Many of my video blogs of late, including this one, focus on topics that Jack Canfield, Gautam Ganglani, and I will be focusing on in our upcoming book about networking. I’m posting these videos to share my own thoughts and stories about different networking topics because Jack, Gautam, and I are looking for personal story submissions from networkers across the globe and these videos give examples of the kind of stories we’re looking for.
In this particular video, I talk about different aspects of online networking in relation to face-to-face networking. It seems that younger networkers (mostly those belonging to the millennial generation) are often all about online networking and don’t see the point in face-to-face; whereas networkers from the older generations tend to be completely on board with face-to-face networking but see online efforts as a fad or a waste of time. One of the things I emphasize in this video, however, is that networkers today should never take an “either” face-to-face “or” online networking stance–instead, for maximum results and increased opportunity, they should take a “both/and” stance, integrating each type of networking into their overall referral marketing strategy.
If you have a story similar to the one I share in the video about making powerful connections online, please visit www.SubmitYourNetworkingStory.com to submit your story for a chance to be published in the upcoming networking book which I mention above. Also, I’d love for you to briefly summarize your story in the comment forum below as well. Thanks in advance for your participation!
The dark side of the VCP Process® occurs when people get disconnected from what networking is really all about–they’re not carrying out the VCP Process as it is meant to be carried out and that’s when everything goes wrong.
As I mentioned in the video blog I posted last week, Jack Canfield, Gautam Ganglani, and I are currently working together on a book about networking. Today’s video is, again, one of several short videos I’ll be posting which cover networking topics that we will be focusing on in the book. These videos are the result of brainstorming sessions for the book and in this particular video, I explain the networking disconnect–the unfortunate occurrence which takes place when everybody comes to a networking event to sell yet nobody comes to buy.
If you have a story relating to the ‘networking disconnect’ which fits the criteria I describe in the video, please visit www.SubmitYourNetworkingStory.com to submit your story for a chance to be published in the upcoming book on networking that Jack Canfield, Gautam Ganglani, and I will be publishing. Also, I’d love for you to briefly summarize your story in the comment forum below as well. Thanks in advance for your participation!
I’ve mentioned the VCP Process® time and time again throughout the years on this blog site because we simply can’t achieve success at networking without strategically building visibility, earning credibility, and then ultimately gaining profitability. The key to all three of these things, however, is found in one thing . . . relationships.
In this short video, my good friend Lisa Nichols and I explain how building quality relationships is the single most powerful thing you can do to position yourself for success and fulfillment in every area of your life. As Lisa puts it, when you nurture your relationships with good intention, people will innately want to give back to you. Lisa talks about how she has built her entire business through investing in quality relationships (as have I) and because of this, her business has grown by double digits each and every year.
Lisa and I are a perfect example of how building quality relationships with others can enrich your life and your business in amazing ways. Over the years since we first met at a TLC Conference, we have developed a deep respect for one another and an irreplaceable friendship through our mutual dedication to helping each other in any way we can.
Watch the video now and think about how you might take specific actions in the coming weeks to invest in building quality relationships with those around you . . . who would you most like to approach and ask, “How can I help you? . . . Is there something I might be able to do for you in order to help you meet your goals?”
I would love to hear your feedback on this video or how you are going to take action in the near future toward nurturing your new and existing relationships. Please leave your ideas and thoughts in the comment forum below–AND . . . I’ll send a surprise gift to the first ten people who add to their comment the correct answer as to where another of my good friends (Bob) is hiding in this video. He may not be so easy to spot this time but I promise he’s there just begging to be noticed! (NOTE: To ensure you receive your gift, you’ll need to send your full name and mailing address to Erin@bni.com after you leave your comment in the comment forum below). Thanks in advance for your input and participation!
I’ve done quite a few video blogs with Tiffanie Kellog and there’s a very good reason for that . . . she is an outstanding Referral Institute® Trainer, Consultant, & Speaker and she has an unending supply of highly useful ideas and comments to offer.
In this video, I talk with Tiffanie about the power of using compelling stories as testimonials for your products and/or services. Everyone who makes an effort to build their business through referral marketing has the same goal–to have all those in their network talking positively about their business on their behalf. So, the best thing to do in order to achieve this goal is to arm those in your network with compelling stories of how you’ve helped clients in ways that have transformed their lives in some aspect . . . your fellow networkers can then share these stories with others who may be potential prospects for you, thus creating the most powerful form of a testimonial you can receive.
Watch this short video now to find out why testimonials that simply state facts about your business do nothing more than tell and how in order to really sell someone on your product or service, you need compelling stories. Remember . . . facts tell, stories sell!
Be sure to check out Tiffanie’s website by clicking here or visiting TiffanieKellog.com and if you have a compelling story about how you’ve helped a customer or client that you think would be a great testimonial for your business, please share it in the comment forum below–you never know who will see it and you might even generate some referrals by sharing it!
Since business referrals are the principal tools and the valued currency of networking, you should make sure that yours are both timely and appropriate. Here are five important points to consider in giving a good referral:
1. Listen for needs from the people you meet. When you meet someone who expresses a need, tell her you know a person whose business can provide the product or service she’s looking for. Tell her about your business experience, if any, with that person. Give her the business card of the person you’re referring, and ask for hers.
2. Ask whether it is okay for the person or business you are referring to call. This helps determine how hot the referral is. If she says yes, fill out a referral slip (or use the back of your card) and give it to the person you referred.
3. When giving a referral to someone, be careful not to misrepresent the quality of the referral. Your honesty about the prospect will be appreciated, even if the referral is tepid.
4. Whenever you have a hot referral for someone, don’t hang onto it. Call the person you’ve referred right away; hot referrals have a way of cooling off quickly. Provide as much information as possible about the prospect, including the prospect’s name, address, phone number, occupation, and any relevant information about the product or service the prospect is looking for.
5. Avoid giving bad referrals, such as:
- News about a meeting for business owners, a chamber mixer, or any other business meeting. This is an announcement, and potentially good information to have, but not a referral.
- Providing someone with a better source for obtaining products. Again, this is good information for someone, but not a business referral.
- Giving the same referral to three different people in the same profession.
- Referring someone to a prospect without telling the prospect that you have done so.
- Giving someone a referral but telling him or her not to use your name with the prospect.
These tips will certainly help you get and stay on the right track in regard to giving referrals and if you have additional referral-giving tips to share, I’d love to hear them. Please post your tips in the comment forum below. Thanks!