Learn about the receiving more referrals in this video.
Tiffanie Kellog, trainer for Asentiv Florida, explores the VCP process as it relates to what stage of the referral relationship you are in with others to build referral sources. #vcp
Ignorance on fire
The following video is part of my new “Ivanism” Garage to Global series, hosted by Entrepreneur.com, where I expand on catch phrases I have used frequently over the years.
I know, it’s a strange concept: “Ignorance on fire is better than knowledge on ice.”
Most people read that statement and think, someone who’s excited but ignorant can do more harm than good.
I’m here to tell you that the opposite of your intuition is true. That’s right–and you’ll see why below.
This is the most incredible VCP story I’ve ever heard! It shows how relationship networking is changing lives across the globe.
(For those of you who aren’t familiar with the principle, VCP stands for Visibility, Credibility and Profitability; successful networking is achieved by first being visible in your business community, which will lead to credibility, which will lead to profitability.)
I was recently contacted by one of BNI’s Executive Directors, Susan Goodsell, to tell me about her daughter’s remarkable journey to Zanzibar, Africa. Kelsey, who is 23 years old, is there with GIVE (Growth International Volunteer Excursions) which recruits college students to work on sustainable development projects around the world. Kelsey has been volunteering with the organization for three years, and this year she has been assigned as Education Coordinator and will help her team on projects like school construction and tutoring in English.
To give you an idea of what Kelsey and her team are up against, here’s a little background on the culture of Zanzibar. The country is extremely poor and education is positioned against its citizens–even though the national language is Swahili, exams required to continue through school are given in English. If a student does not pass the exam, they can’t continue attending school unless they retake the exam, which costs $500–the yearly income of most families.
One of Kelsey’s primary jobs is to establish trust with the locals in order to encourage them to use GIVE’s tutoring program (this is Kelsey on the right teaching a class). She was asked to integrate with the women in the village, but she found it very challenging as their cultures are so different.
I think the next part of the story would be best told by Susan herself.
“Kelsey was hugely uncomfortable–to the point where she was messaging me on WhatsApp. “They’re older than I am. They only speak Swahili.” (She speaks very basic Swahili.) “And they don’t want anything to do with me.”
I have often said the skills in BNI are not just business skills, but life skills. I went into part Mom mode, part BNI mode.
“VCP,” I told her. “You have no credibility. You need to start with visibility. Tomorrow, simply walk through the village, smile and say “Jambo” to six women. If they have a baby or a child, smile and wave at the child. That’s it. Six women. Then consider you’ve met your goal.”
Day 1, I received a text message. “Mom, no one smiled. Not one person responded to me. And all I got were death ray stares.”
“Okay Kelsey, I get it. That must’ve been awkward. Now do it again tomorrow.”
On the third day, she messaged to say that two women smiled at her. The day after that, two women said hello back. A couple days later, she said, “Mom! SIX women smiled and talked to me first! I didn’t even do anything!”
It only took about a week.
I know VCP is actually a referral process, but it sure did come in handy when my only baby was 10,000 miles away and thinking she was in way over her head and couldn’t so anything to affect change. This is another example of how BNI success stories aren’t always about a business, or even a BNI, success. We bring our members life skills.”
Isn’t that amazing?
I’ve asked Susan to keep us updated as Kelsey continues to work in Africa and use the skills she and her mother have learned through BNI. Make sure to check back in for the future instalments of her incredible journey.
The VCP Process is the foundation of building a referral-based business. While this general business-building philosophy isn’t going to automatically increase your business, there are plenty of benefits to increasing your visibility and your credibility.
Visibility is usually pretty easy for businesspeople to get on board with. You attend extra networking events, look into other forms of marketing, reach out to new client bases. Credibility is where, time and again, we see more people struggling to build up that quality reputation of being credible.
There are a few simple items other than business cards that you should try to have at your disposal to help you develop that word-of-mouth campaign and show off your credibility to potential new clients or business networks. Try to always have access to at least one example of the following simple items:
Most business professionals will have these few simple items at their disposal at any given point, and many won’t realize what a vital tool to building credibility these can be! You can really up your game by having a couple less common items at your disposal as well:
Got all that? Great! You can never have too many credibility-building items at your disposal, so the following are great additions, as well. Just make sure not to throw all of your items at potential contacts at the same time. You don’t want to overwhelm anyone, though it would be incredibly easy to do so. Look to have these on-hand in case someone requests them:
With a little foresight, it can be incredibly easy to get all of the basic supplies you’ll need to prove your credibility and increase your word-of-mouth marketing campaign.
What items do you use on a regular basis to show your potential clients and business networks that you are a credible candidate to help them with their needs? Let me know in the comments below!
Lately I have seen a lot of people who have been using the VCP Process® (Visibility, Credibility, Profitability) like it’s a formula: Visibility + Credibility = Profitability.
The fact remains, however, that VCP is a referral process, not a sales process. If the majority of your clients aren’t giving you referrals, then you are only at Credibility with your clients, not at Profitability. It’s possible that you can have a lot of Visibility and a lot of Credibility, but NOT have Profitability. Rather than a formula, VCP is a continuum.
Once you achieve Credibility (and not before), you then need to start asking for referrals in order to achieve Profitability. Profitability does not result automatically from Visibility and Profitability.
If you were previously unfamiliar with the VCP Process and have questions about it, please ask them in the comment forum below. I believe that VCP is the single most important concept in networking and I’m more than happy to answer your questions. Also, if you’re familiar with VCP and you’ve been using the process for a while, please share some of your experiences–I’d love to hear them.
The fact is, networking truly is a marathon of an endeavor–it’s most definitely not a sprint. I have met so many people who practice what I call ‘hyperactive networking’ and they mistakenly approach networking at the speed of an all-out sprint–they want to be absolutely everywhere and meet absolutely everyone and they go, go, go ALL of the time until they soon inevitably burn out, ‘collapse,’ and give up.
It’s a real shame because if these people would, from the beginning, just slow down and take the time to develop a networking strategy and understand that networking takes time, patience, hard work, dedication, commitment, and endurance, they would be reaping great rewards from their networking efforts instead of exhausting themselves with nothing to show for it in the end.
Networking at its core is about taking the time to build genuine, trusted relationships. Sure, visibility is important, but without building trust right along with it, visibility won’t get you very far in the long run. You can run around all day long going to networking events and shaking people’s hands, but if you’re not spending time following up and developing trust with the people you meet, then you haven’t really achieved much of anything that will actually give you results from your networking efforts–do not confuse activity with accomplishment.
So, what are your tactics for pacing yourself in the marathon of networking? What actions do you take to strategically build relationships? I’d love to hear from you so please share your thoughts and ideas in the comment forum below–thanks!
In this brief video filmed at a recent TLC (Transformational Leadership Council) conference, I talk to my good friend Raymond Aaron about our respective contributions to the newly revised version of Jack Canfield’s book THE SUCCESS PRINCIPLES.
I am beyond honored to have been asked to contribute to the book and, because of that, I wanted my portion of the book to focus on the most valuable, useful, beneficial information I could possibly offer within my field of expertise. That information is the concept of the VCP Process®–how to build visibility and credibility to ultimately achieve longlasting success through profitability.
Raymond, a world renowned success coach, offers eye-opening information about what blocks us from enjoying success through abundance and how to overcome those road blocks.
Have you read THE SUCCESS PRINCIPLES? If so, I’m eager to hear your thoughts on the book in general or on a specific section or sections which resonated with you the most. Please share your thoughts in the comment forum below. Thanks!
For more information on THE SUCCESS PRINCIPLES, please visit: www.TheSuccessPrinciplesBook.com.
People often ask me how to move a relationship with someone they just met to the point where the new contact feels comfortable passing them a referral.
I always say that the best way to get to this next referral-passing stage depends in part on how you came into contact with a person in the first place. Let’s say you met while giving a brief presentation to a group of people who are in your target market. Assuming you did a good job, then you absolutely have the possibility of receiving a referral, even though you just met. Why? Because the presentation moved you from visibility to credibility in the new contact’s mind and now they’re probably willing to risk their reputation and recommend you to someone they know.
The same thing is true when you’re out networking. If you have a good conversation with someone and truly add value to the conversation, then moving from visibility to credibility isn’t that difficult, and you’ll be in great shape for getting some referral-based business. What’s more, it’s not terribly important whether the person is someone you might do business with directly. Even if your businesses don’t match up, the other person might have information that’s useful or might know other people you’d like to get in contact with. It’s often worthwhile to develop a networking relationship with people who have little in common with you because they can bring an entirely new network into contact with yours and broaden your business horizons.
Just bear in mind that even if there is a strong possibility that you’re going to do business with this new contact, it’s probably not going to happen there at the networking event, where conversations last anywhere from an eye-blink three minutes to a long-winded seven. Instant business is not likely to be had. But if you follow up with a quick note a few days later, you can make some one-to-one time and come up with ways the two of you can help each other. That meeting is where you’ll have your best opportunity for a quick referral.
What has your experience been with moving to the referral stage with new contacts–do you have a tactic that seems to be particularly effective? If so, please share it in the comments section. 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.
One of the first steps toward networking your business is to become more visible in the community. Remember that people need to know you, like you and trust you in order to refer you. Volunteering can position you to meet key people in your community. It connects you with people who share your passion. It gives you opportunities to demonstrate your talents, skills and integrity, as well as your ability to follow up and do what you say you are going to do. It instantly expands the depth and breadth of your network.
People who volunteer demonstrate their commitment to a cause without concern for personal gain. Thus, you should be volunteering with organizations or causes for which you hold genuine interest and concern. If administrators or other volunteers perceive that you are in it primarily for your own gain, your visibility will work against you, and you will undermine your own goals.
Volunteering is not a recreational activity; it’s a serious commitment to help fulfill a need. To find an organization or cause that aligns with your interests, you need to approach volunteerism with a healthy level of thought and strategy.
Start by asking yourself the nine questions below.
1. What do you enjoy doing for yourself in your spare time?
2. What hobbies do you enjoy?
3. What sports do you know well enough to teach?
4. What brings you joy and satisfaction?
5. What social, political or health issue are you passionate about because it relates to you, your family or your friends?
6. Based on the answers to the first five questions, what are three organizations that you can identify that appeal to you? (Examples: youth leagues, libraries, clubs, activist groups, church groups, homeless shelters) Choose the one that most appeals to you, and research the group online and in the community.
7. Now that you’ve researched this group, will it give you an opportunity to meet one of your professional or personal goals? If so, visit the group to “try it on.”
8. Now that you’ve visited this group, do you still want to make a final commitment of your time?
9. Are other group members satisfied with the organization? (To learn this, identify three members of the group to interview in order to assess their satisfaction with the organization. Consider choosing a new member, a two- to three-year member, and a seasoned five- to six-year member to interview.)
Once you’ve done the research required to satisfactorily answer these nine questions, join a group and begin to volunteer for visibility’s sake. Look for leadership roles that will demonstrate your strengths, talents and skills. In other words, volunteer and become visible. It’s a great way to build your personal network.
Are you already an active volunteer? If so, what organization do you volunteer for and how has it helped you gain visibility within your community? I’d love to hear about your experiences so please share your thoughts in the comment forum below. Thanks!
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!
Local communities and organizations–be they service clubs or professional groups–depend on sponsorships to make ends meet at some of their events. This is also true for association trade shows and exhibitions. In most cases, the dollar amounts for sponsoring events of this sort are modest–ranging from a few hundred to a few thousand dollars.
How many times have you been asked to be a sponsor? How many times have you offered to sponsor a select event in order to help out someone in your network? Both situations have the potential to give you huge exposure if done well. In addition, sponsoring an event for someone on your word-of-mouth marketing team enhances the relationship, because you are helping that person meet a goal.
When you consider which people you will network with and where, you’re being selective. Choose carefully, too, when you’re thinking about sponsoring an event. Is it a good investment of your time and money? Whether you’re being recruited or are volunteering, ask yourself the following questions before deciding . . .
All of these questions help you determine the value of a sponsorship opportunity. Now, imagine one day being in charge of putting on a huge event. Suddenly, someone from your network steps forward to offer you a substantial sponsorship because she heard through the grapevine that your event needed money. How would you feel about that person? You can create that same feeling toward yourself in someone else by offering that exact gift. Be selective, and offer your support in person. In effect, you are making a tidy “deposit” in your relationship bank account. This act of generosity definitely comes back to you in time, but for now it simply nurtures the relationship by helping someone in your network meet her goals.
This week, think of the people in your network. Who do you know that is planning an event–a conference, an open house, a 10K fundraiser–who could use your financial support? To strengthen your relationship with this individual, offer as much help from your business as you can provide.
Have you sponsored an event in the past? If so, I’d love to hear about your experience and how it impacted your relationship with the person in charge of the event. Please share your story in the comment forum below. Thanks!
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