Build Your Credibility by Inviting
Here is an idea to enhance your contact with prospective referral sources and build your credibility with them:
Invite those potential referral partners to an event that you are attending, hosting or participating in, either as a featured guest, a panel speaker, award recipient, or as an exhibitor.
I think you are missing out on a great opportunity to keep prospective referral sources informed of the activities you’re involved in if you’re not inviting them to the events. Especially if it is an event where you will be sharing your expertise or where you are being recognized for an achievement, this strategy contributes to building your credibility and your image as a successful and knowledgeable professional. This is also a great way to connect possible referral partners with other people in your network, helping to transform strictly business relationships into friendships.
Why Credibility is Important
A key concept in referral marketing is mutually beneficial relationships, and those types of relationships don’t just happen overnight. They must be cultivated and nurtured. As they grow and develop, all relationships evolve through three phases: Visibility, Credibility, and Profitability. This is the VCP Process®. It is a useful tool to assess the status of a business relationship and determine where that relationship is in the process of getting referrals.
Visibility is the phase where people know who you are and what you do.
Credibility is the phase where people know who you are, what you do, AND they know you’re good at it.
Profitability is the phase where people know who you are and what you do. They know you’re good at it, AND they are willing to refer business to you on an ongoing, reciprocal basis.
As you can see, credibility is needed to be able to reach profitability in your business relationships.
Tips to Help You Get Started
If you want to begin inviting prospective referral sources to events and you’re unsure whom to invite or how to invite them, here are some tips to get started:
- Make a list of the events you’ll be attending in the next two months.
- Make a list of people you may want to invite to each of those events.
- Consider what benefits your prospective guests will receive from attending – perhaps an opportunity to meet someone they admire, to be entertained, or to be recognized.
- Call or write to each person with an invitation to the event.
> Explain the reason for the invitation (you’re speaking or receiving an award).
> Send the invitation with plenty of lead time, at least ten days before the date.
- Follow up with a call a few days before the event to confirm if they are attending.
- Pay your guest’s admission fee for the event if there is one.
- When the event allows, encourage your guests to invite guests of their own.
- It is okay to invite some people whom you do not expect to attend. Remember, this is a way to keep your referral sources informed of what you are doing.
Make it your goal to invite someone to each event that you plan to attend. It is a good way to strengthen relationships and build your credibility. You may even find that you enjoy the event more by having a guest there with you.
10 thoughts on “Build Your Credibility by Inviting”
Fantastic information. Thank you.
good quick blog.
Couldn’t agree more! Allowing your other clients, referrals and partners to check out how you move and how others perceive you is invaluable and of course great company. Building better marketing strategies with more networking visibility…yes please 👌
Indeed! Thanks, Krista.
Visibility can Equal Profitability By Bringing Visitors.
Visitors Become Members
So true, Andrew. Thank you.
CONCEPT OF GIVERS GAIN IN BNI, YOUR APPROACH OUT LINE IS IMPORTANT AND WILL BE BENEFICIAL TO ALL, THANK YOU!
As am new to BNI I feel this article is really useful to me. When I joined BNI my thought was I should get visibility to get business. Now I understood the importance of credibility to built in. Thank you
Getting some friendly guests into the room when oneself is speaking works well I agree. I also like being able to say specifically one or two people that I will be aiming to introduce them to and for those people to be clearly good referral candidates, eg a tiler meeting a plumber or a trades person meeting a property manager for example.