Networking at Non-Networking Eventsstring(35) "Networking at Non-Networking Events"

Do you know that you can network anywhere? Networking at non-traditional networking settings can be very beneficial. One reason is because not very many people think of it. You typically have the field to yourself, with many opportunities to develop strong and lasting relationships with potential referral partners.

Start with Person-to-Person

One type of a non-traditional networking setting is a party. Everyone goes to different types of parties throughout the year; holiday parties and other social mixers bring ample opportunities to network.

Some people consider this a strange idea as they think of a boorish person selling time-shares to their aunt and uncle at their grandparent’s 50th wedding anniversary or someone trying to drum up business at a funeral. But networking is not just trying to sell something, nor is it only about passing business referrals.

It is about building meaningful relationships and social capital. Master networkers understand this, which is why they are always networking.

It’s All About Relationships

Think about it – you’re already in a relationship with everybody you know. The question is: how far along has that relationship developed? Looking at it within the VCP Process® we can ask ourselves these questions.

Is it a relationship of visibility, in which you know each other but haven’t had any  business dealings?

Is it in the credibility stage, in which you’ve interacted with each other enough that a degree of mutual trust has been established?

Or has it deepened over time to the point of profitability, where both parties receive mutual benefits as a result of assistance, business referrals, or other interactions?

Nowadays, it’s easy to lose that personal touch when so much of our communication is done electronically through email and text. Yet the fact is most relationships develop through one-to-one interactions, and they get stronger every time we meet face to face. Parties and other non-networking events are when we are more likely to see people in a social setting, and these settings certainly lend them self to building relationships.

However, there are important things to remember when you’re networking at any event.

Ask Others, “How Can I Help?”

Having a Givers Gain® attitude is the number one rule to remember. We should always be thinking: How can I help this person?  Many of us know this and attempt to apply it to our relationships, yet we are more inclined to do it instinctively with those people with whom we are in the profitability category. How can we apply it to the relationships that are in the visibility and credibility categories?

At a social event, we usually ask somebody, “How’s it going?” What is their typical reply? Something like, “Great, things couldn’t be better.” That’s an automatic response that people give because they want to be polite and because they think that nobody really wants to hear their troubles. But that standard answer they give is not usually the whole truth.

Things can always be better. There are surely ways you can help—however, most people are not inclined to go into detail or let others know what’s going on, especially at a social event. The best way to find out is to avoid generalities like “How are things?” and ask more specific questions.

One time when I was having a conversation with someone, I asked them how things were going and got the standard answer that things were great, the company was expanding, and business was better than expected. My next question was “Are you hitting all of your goals?” Their answer: Yes, the business was exceeding all its goals by a large margin.

Sounds like this person didn’t need any help, right? On the contrary: to me it sounded like a big opportunity. Think about it, here was a company that was expanding faster than the owner projected. What kind of help might it need?

Many consider networking just another way to get clients, but when you think in terms of building relationships, a chance to help is a BIG opportunity. That help can be provided in many different forms, each as valuable as the next.

In this case I was able to make some introductions that the individual was very grateful for. But it was only after getting past the generalities that I was able to figure out their specific needs.

Be Sincere

When you are networking successfully at a non-networking event, people won’t even know it. That’s because you are genuinely looking for ways that you can help others, and your concern for the person you’re talking with is apparent. People who are networking exclusively for their own personal gain come across as shallow and insincere.

A good networker doesn’t have to attempt sincerity. They really care about making connections for others, not just for themselves. Some people are so accomplished and successful at networking that they are able to network virtually anywhere. They find that people are receptive to them using an opportunity to share information that will benefit others, even when that exchange takes the form of a business card at a cultural celebration.

Honor the Event

This one should really be a no-brainer, and yet we all know some overzealous business people who trawl the room at a party in pursuit of a sale, any sale. They may do the same, although less blatantly, at family gatherings and other social events. This is the exact opposite of what business networking is all about. Remember, relationships are the name of the game. Social events are a great place to get visibility and credibility, so focus on building those aspects of relationships.

Your networking must be different in a chamber of commerce meeting compared to a social event. In both cases you want to be making contacts, connecting people with each other, helping others, and building relationships. You should NOT be actively promoting your business at a non-business event. Honor the event and tailor your networking strategies so that you fit in without being tuned out.

Networking is a Lifestyle

Networking is a lifestyle that can be incorporated into everything that you do. Since one should always be working on building meaningful relationships with other people, they should always be networking. However, that doesn’t mean one should always be trying to “sell” something to somebody, because that rarely facilitates the development of meaningful relationships.

 

Remember, business networking means developing relationships, and ALL events, including social gatherings, family get-togethers, and holiday parties are filled with opportunities to help others. And helping others provides the opportunity to build and strengthen relationships.

Do you have a success story about networking at a non-networking event?
I’d like to hear about it in the comments section.

The Concierge Concept – “Who’s In Your Room?”string(57) "The Concierge Concept – “Who’s In Your Room?”"

 There is a new concept in the recently released Second Edition of “Who’s In Your Room?” and it’s called The Concierge. 

The premise of the book Who’s In Your Room? is:
Imagine that you live your entire life in one room that only has ONE door – an Enter Only door. There is no exit. Inside the room are all the people with whom you have ever had a relationship. You can create your own mental Doorkeeper based on your personal values to help you determine who gets to come into your room and therefore into your life.

However, many people have asked, “What about the people who are already in our room?”

My friend and co-author, Stewart Emery, joins me to talk about the importance of The Concierge concept in this video.

Along with your Doorkeeper, your Concierge becomes the other important person in your room. They work on your behalf, bringing people closer or keeping them further away. They direct the people in your life to their proper place in the room and help make sure everyone stays where they belong.

 

I invite you to learn more about establishing your own Concierge to help you create the room, and the life, of your dreams. The Second Edition of “Who’s In Your Room?” is available here: https://amzn.to/3kIGZFy

“Who’s In Your Room?” Second Editionstring(42) "“Who’s In Your Room?” Second Edition"

The revised and updated Second Edition of my book Who’s In Your Room? is released! I’m excited about this version because we’ve tripled the content in the book and included many stories about how people have integrated the concepts from the book into their lives.

I joined my good friend and co-author, Stewart Emery, to make the announcement in this short video.

The Second Edition of “Who’s In Your Room?” also has practical exercises that you can implement to create the room of your dreams… the LIFE of your dreams.

 

The book is available in three formats, paperback, e-book download, and audiobook, all at this link: https://amzn.to/3kIGZFy 
I invite you to get your copy and share your thoughts.

Ten Tips for Success at a Networking Mixerstring(42) "Ten Tips for Success at a Networking Mixer"

Some people get nervous about attending a business networking function. They may be uncomfortable meeting new people, or they don’t know where to begin when they walk into the event. Others feel that they just don’t get anything out of their networking efforts. I’ve taken my years of experience and compiled this list of ten tips to help you successfully network your way through your next mixer.

Read More

Build Your Credibility by Invitingstring(34) "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.

Tips to Remember People’s Namesstring(33) "Tips to Remember People’s Names"

To be a successful networker, it is important to remember the basics of interpersonal communication:
– make and maintain eye contact
– listen more than you speak
– remember people’s names

I’m sure we all agree that remembering someone’s name is high on the list of mannerisms that will impress others at business networking events. It shows that you pay attention to detail, that you are a good listener, and that you are interested in the person, not just their business.

However, it can be challenging to remember names, especially if you are an avid networker who attends many different events. Well, I’ve got good news. Many years ago, I learned about a four-step process to help with the name challenge that really does work.

  1. REPETITION is key. When you are first introduced to someone, ask them for their business card and then take a moment to carefully read it. Read their name on the card and ask them to repeat it; this helps you connect the face with the name.
    “Hi! It’s great to meet you, Jamison Smith. It is pronounced Jamison, yes?”
  2. Use their name in conversation. At the beginning of a conversation with them, listen to what they are saying and then respond by using their name.
    “Wow, Jamison, that sounds like an amazing opportunity! I’d love to meet for lunch and talk with you more.”
  3. Connect them with other people and say their name. Master networkers know that when you are at a business networking event, it is important to connect people with others in your network.
    When you are introducing two people, use their names when they first meet.
    “Sara, I’d like you to meet Jamison. Jamison is a realtor who recently got a big contract with the city. I think the two of you may have a lot to talk about.”
  4. Dedicate it to memory. When you are back home or at the office after the event, review the business card and try to remember what that person looked like and what they were saying and doing. You may want to send a quick “nice to meet you” text or email to help you remember the conversation you had with them.

These tips are very effective to help us better remember people we meet during our business networking activities. 

And yet, sometimes it happens – we meet someone and don’t remember them. Or we can’t recall their name or how we first met them. I have observed this happen many times during networking events and I have seen the different ways that people have dealt with not recognizing someone. Some people ‘fake it’ by engaging in a conversation and hoping that they get a clue about who they are talking to. They try to remember where the person is from or how they know them. Others come right out and say, “I’m sorry, I’ve forgotten your name.” or “I’m sorry, where do I know you from?”

What NOT To Do

If it happens to you, I recommend that you avoid saying, “I’m sorry, I forgot your name.” or “I don’t remember where you’re from.”  I have found that people take it rather personally when you don’t remember them. They might begin to avoid you because you did not recognize them earlier.

Finally, you certainly do not want to say, “Nice to meet you”. Even if you do not remember previously meeting the person, they clearly know you, so it is highly unlikely that you are meeting them for the first time. Nobody wants to be forgotten and it can be hard to build a strong relationship on that type of beginning.

What TO Do

When you forget someone’s name, I recommend that you say “Hi, good to see you.” and then start a simple conversation related to the event you are attending to help you remember them. Starting a dialogue is an effective way to shake up the gray matter in your head to try to remember who they are. If, after conversing for a while, you still are unable to remember, it’s time to stop trying and just move along. Before exiting the conversation, you can say, “It was nice to see you. I’ve got to go. I’ll talk to you again next time”.

And my final tip: If you have a name badge, wear it when you attend all business, professional, and networking events. This is a way to help the people you meet easily remember your name. And it is very helpful for others who may be having a temporary challenge remembering YOU.

 

What are some of your tips to help remember names? Have you had an experience with forgetting, or being forgotten by, someone you previously met? I’d like to hear about it in the comment section.

How to Communicate Effectively When Networkingstring(46) "How to Communicate Effectively When Networking"

Effective communication can be challenging. If it were easy, there would be no need for books, training programs, or research on the subject. There would also be far fewer divorces–and wars. And yet, communication is vital in business networking.  Your success in marketing your business and yourself rests mostly on your skills as a communicator. The clearer and more concise you make your message, the more easily it is passed on by your referral partners.

Three Common Ways That People Miscommunicate

  1.  They talk too much.
  2.  They use industry jargon.
  3.  They speak in generalities.

Any one of these mistakes can cause your message to be misheard, lost, or ignored. Even worse, these mistakes can create confusion or misinformation, and may possibly turn people against you, causing greater harm than if you had not tried to communicate at all. 

  1. The easiest way to avoid talking too much is to listen more. Of course you want to be polite and answer questions that people ask you. However, sometimes we get carried away and continue talking about ourselves long after we answered the original question. Be sure that you reciprocate and ask the same, or a similarly relevant, question to them.
    And then…. BE QUIET.
    When you ask someone a question, be respectful and give the courtesy of listening to what they have to say in reply.
    Remember, a master networker has two ears and one mouth, and they use them proportionally.
  2. You must eliminate industry jargon from your vocabulary in a networking situation unless you are speaking with someone in the same line of work as yours. It is best to simplify your message so the average person can relate to what you are saying.
    Here are some examples of possible responses when someone asks, “What do you do for a living?”
    • Rather than saying, “I do IT consulting and system hard drive analysis,” you can say, “I troubleshoot and tune up computers to keep them free of problems.” Most people easily relate to computers that are problem-free, while terms such as  “IT consulting” and “hard drive analysis” can be confusing.
    • Instead of saying, “I’m a marketing consultant,” consider saying, “I help businesses become known in the community.”

Did you notice how the industry jargon is eliminated and then replaced with a benefit statement in these examples? We went from industry-specific, feature-related terms and changed the responses to less-specific, benefit-related terms.

  1. In business networking, it is also important to make sure that you don’t speak in terms that are too general. General requests are hard for people to fulfill because they don’t bring a specific person or situation to their mind.

    If you were to ask a realtor what kind of prospect they want to meet and they say, “Anybody who wants to sell a home,” it is very unlikely that you will immediately think of someone who “wants to sell a home.” If you do know someone who is putting their house on the market, they are probably already working with a real estate agent. However, if the realtor says, “I would like to meet empty-nesters who are looking to downsize,” you immediately think of two or three couples whose last child has moved out. This answer from the realtor is more specific, which helps you think of homeowners who may be starting to consider moving to a smaller house.I know it may seem odd but the more specific you are, the wider the door opens in the listener’s mind. To network your business effectively, think of yourself as a profiler. The more accurately you profile and identify your preferred client, and the more specific your message about your target market, the better the referrals you will receive. Being specific is also very helpful when you ask someone to help you. If you would like a personal introduction to the CEO of the ABC Company, be specific when you ask one of your referral partners to introduce you. “Juan, could you arrange a one-hour lunch meeting for the two of us and Mary Sinclair, the CEO of ABC Company? She’s someone I would really like to meet, and because you know both of us so well, it would be great to have you there.” This request is specific and it gives Juan the details he needs to successfully complete the task and arrange the meeting.

Tips to Help Your Message

A great way to help you get comfortable communicating your simple and specific message is to practice delivering it. 
This is the most-asked question at networking events: “What do you do for a living?” 
This week, practice your response to this question, and time yourself, honing it until you can answer it clearly and concisely in one minute. It is important to keep in mind that the question is what do you do for a living, not how you do it

Another good way to craft an effective message is to identify ten jargon words that you have used in networking situations.
I suggest that you make a list with two columns–title the first column “Jargon Words or Phrases” and name the second column “Saying the Same Thing in Layperson’s Terms.”  Then figure out a way to replace the jargon word with one that is easily understood by the average person.

A third thing you can do to practice your message is to write out a referral request before presenting it to the people in your networking group. Make the request specific by using the name, company, and description (profile) of the person you would like to be referred to. Create a clear image of what your fellow members should look for and describe what you want them to do on your behalf. As an experiment, you can show your written request to someone close to you and ask them if it is clear, concise, and specific. Incorporate their feedback before sharing the request at your networking meeting.

 

You have to be specific when you talk about what you do, using easy-to-understand language. Effective communication is imperative to get referrals from your business networking efforts. Your networking partners must understand what you do in a way that helps them identify potential referrals for you and also helps them easily connect those people to you.

Celebrating 38 Years of BNIstring(27) "Celebrating 38 Years of BNI"

January 8, 2023, marks the 38th anniversary of BNI® (Business Network International). It was 38 years ago that I launched the very first chapter in California, USA. By the way, the BNI Founder Chapter is still meeting every week!

I am very proud that we are celebrating 38 consecutive years of growth! That is an incredible achievement, and I don’t know of any other organization that can say they have done that.

I’ve learned that now, more than ever – people need their network to help them through good times and bad. Now, more than ever, BNI is there to help people create “referrals for life.” I am proud to share more in this video, including our members’ achievements this past year.

I am truly humbled by what BNI has become, and I am honored to still be active in the organization. And I hope to be active for many years to come. To me, BNI is not only a great way to get business – it’s an even better way to do business. 
By working together, we all grow together.

Room Full of Referrals®10th Anniversarystring(40) "Room Full of Referrals®10th Anniversary"

My book, Room Full of Referrals, co-authored with Dr. Tony Alessandra and Dawn Lyons, recently celebrated its 10th anniversary. The Room Full of Referrals method applies DiSC® profiles to business networking by mapping Drive, Influence, Steadiness, and Compliance onto networking personalities.

Many professionals use referral marketing – personal recommendations through networking – to spread the word about their business. Yet when asked if they are getting all the referrals they want from their networking efforts, the answer is usually No. That’s because most people are unaware that their behavioral style is affecting their referability. 

Knowing and understanding your own behavior style helps you adapt to the context of the networking situation you are in. It also helps you recognize and understand the style of someone else so that you can network more effectively with them. A key point is that we are all a blend of each of the styles, with different intensity levels. In the book we’ve changed the names from the DiSC titles so they are more appropriate for people who are networking.

The Four Common Behavioral Styles

  • Go-Getter: Fast-paced, task-oriented, & doesn’t like to be wrong about anything.
                      Driven, Bold, Decisive, Strong Desire to Lead
  • Promoter: Fast-paced, people-oriented, gregarious, & likes to be in the spotlight.
                      Energetic, Outgoing, Fun-Loving, Positive, Talkative
  • Nurturer: Slower-paced, people-oriented, dislikes confrontation, & helps others.
                      Patient, Helpful, Understanding, Reserved
  • Examiner: Slower-paced, task-oriented, methodical, likes facts, & dislikes hype.
    Effective, Efficient, Thorough, Research-Oriented

 

 

Understanding the four different styles of behavior is an excellent way to gain knowledge about how to adjust your sales and marketing program to the style of communication most comfortable to the customer. It is also beneficial to determine how to best connect with your fellow networkers. All clients and all networkers prefer communication in a manner that is most familiar to them. Knowing their personal style  helps you customize a sales or networking approach for each unique individual.
My co-author Tony Alessandra calls this The Platinum Rule – the idea of treating people the way they want to be treated.

To be a successful networker, we must build strong relationships with our referral partners. When we build a relationship, we want it to have a strong foundation. The way we build the foundation changes when we have a better understanding of people and their personal behavioral style. As my co-author Dawn says, “If we’re going to teach people how to build referral partnerships, we better be teaching them about behavioral styles so that they can treat people accordingly within the relationship. Otherwise, relationships are going to keep fading out because people just aren’t being treated appropriately.”

As I reflect on ten years of Room Full of Referrals, I am proud of the reach it has had. This book has helped people with their business relationships and their referral relationships. It has also helped people in their personal relationships; the information can be applied across the span of your entire life. 

What about you? How has learning about networking behavioral styles helped you, either professionally or personally? I’d love to read your thoughts in the comments below.

 

 

 

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I Love My AirTagsstring(17) "I Love My AirTags"

Recently, I visited my daughter in Claremont, California.  When I landed in Ontario, my luggage did not make it on the flight.  My Apple AirTags showed they were still in Dallas so I went to the baggage claim desk pretty quickly.  They took a report.  When I walked out of the office, there were literally more than 50 people in line to file missing bag reports. 

Two days later, they told me the bags were on their way to Ontario.  My AirTags showed that one was still in Dallas.  They said “no, they are both coming.”  One showed up in Ontario and one stayed in Dallas just like the AirTags showed.

 

AirTags 1   

Airlines 0  

Three days later in the morning, they told me the second one was still in Dallas and They didn’t know when it would get to me.  About eight hours later, I called them to see what the status was.  They told me it had left Dallas.  I told them my AirTag showed that it was still in Dallas.  They said “No, it is on its way.”

I told them I could see it was stationary between Chick-Filet-A and Emmett Smith Sports.  It was probably in a luggage storage area one floor below those two outlets. 

They said that it had gone out on a flight already.  It hadn’t.

 

AirTags 2   

Airlines 0  

Several hours later, at 5:22 Pacific Time, my AirTag finally stopped pinging me from Dallas.  I called them and they said that the bag was actually still in Dallas.  Three hours later, I connected with them again and they said it was still in Dallas.  I told them that the last ping from my AirTag showed that it was on a taxi way in Dallas.  They said no, it was still in Dallas and was not on a plane (despite them saying that it had gone on a plane much earlier in the day).  While I was chatting with the agent, my AirTag said that my bag was now at the Ontario Airport in California.  She said “no, that’s not possible, it is still in Dallas.”  I thanked her and drove straight to the airport where the bag literally came out on the conveyor belt as I walked up.

 

AirTags 3   

Airlines 0  

I love my Apple AirTags.  I recommend them to anyone that wants to keep track of their bags, briefcase, dog (yes, my son-in-law put one in the dog collar of his young dog), or anything else you want to keep track of.

End of Year Reflectionsstring(23) "End of Year Reflections"

As we approach the end of 2022, I would like to connect with all of you and wish you a healthy and prosperous 2023.                                                                          

As I get older, I have come to realize that no year is perfect. They all come with some “ups” and some “downs.” Some have more of one than the other. This year has had both for me.

One of the most significant “up” moments for me personally, was the realization that BNI®, the business networking organization I founded in 1985, will complete 2022 with 38 years of consecutive growth. Year over year, BNI has grown every year during its history. There are very few companies around the world that can say that.

Today, we are serving over 297,000 members all around the world. We will have helped members generate almost $20 Billion (USD) in Thank You For Closed Business for each other in the past rolling twelve months. The ripple effect of successful chapters around the world can be felt in local communities globally.

I am humbled and honored to still be a part of this organization and I want to personally reach out to members and directors and thank you for your involvement in this amazing organization. I appreciate all of you who follow my blog and I look forward to staying connected with you through social media in the coming year.

Wishing you continued networking success!

Work Your Network With the 4Cs – Credibilitystring(46) "Work Your Network With the 4Cs – Credibility"

In the book I co-authored with Dr. Oudi Abouchacra, “Work Your Network With the 4Cs,” we share that The Four Cs are the foundation for all relationships.
Competence
Credibility
Clarity
Connectivity

For successful business networking, I believe it is critical to understand each of them. As I shared in BNI Podcast episode 772, the first “C” – Competence, is the primary driver of referrals in a business practice. However, competence alone will not unlock referrals.

The Second “C” is Credibility

People do not refer business to another person unless they feel confident that they are trustworthy. The importance of trustworthiness is closely aligned with our second “C” – Credibility. It is the quality of being believable or worthy of trust. Trust and credibility are so closely related that some people use them synonymously.

Credibility, when combined with Competence, will decrease the time it takes for you to reach the confidence point in the Referral Confidence Curve. The work of social psychologists helps illustrate the interrelated nature of credibility and competence. In studies, they have found that people evaluate each other by asking themselves two questions when they meet someone new, “Can I trust this person?” and “Can I respect this person?” Ideally, you want to be perceived as having both qualities.

For years I’ve said, when you give a referral away, you give away a little bit of your reputation. When you give a good referral, it enhances your reputation. When you give a bad referral, it hurts your reputation. I think trust is incredibly important – you must be able to trust your referral partners and be trusted in return.

Sometimes businesspeople assume they must prove that they’re smart enough to handle new business before potential customers will be willing to part with their hard-earned cash. And while this is true, people are misguided if they don’t also focus on making sure that they demonstrate they are worthy of trust.

In the 4Cs book, we speak about gaining the confidence of members within your network, and we believe that means they trust you as a person and that they know you’re good at your job. The faster you can showcase your competence and establish credibility with a fellow member, the faster they will have confidence in you and the quicker they’ll give you referrals. Building strong business relationships with potential referral partners means that you need to take time to really get to know one another at an individual level.

Confidence Leads to Credibility

Remember that it’s not your confidence that counts. It is their confidence in your ability to provide a quality product or service. When someone has confidence in you, then you become credible. Your credibility is based on their confidence in you. When your networking partners have high confidence in your ability to provide a quality service and products, then you have high credibility with them. Their confidence determines your credibility.

If you feel that you aren’t getting referrals from somebody that you have a really strong relationship with, I suggest that you sit down and talk to them. Find out if they have any concerns about your ability to do a particular job with their clients or patients or customers. If they do have concerns, then you need to work on those items to be able to develop the necessary credibility.

A final thought: When you are networking, speaking from the stage, on a webinar, or during a one-to-one business meeting, make sure that you are showing both your Competence and your Credibility.

 

 

 

Related Blog Posts:

The Power of the VCP Process®

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