VCP Process Archives - Page 2 of 4 - Dr. Ivan Misner®

Don’t Make a Mess of Your Message — “Navigating the VCP Process® to Networking” Series

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

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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 11 of the series. Enjoy.

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DON’T MAKE A MESS OF YOUR MESSAGE
(Part 11 of 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 6 and 7 we even shared with you video trainings from the both of us.

In Part 8, 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 9.

And, in Part 10, we addressed that ‘Mindset’ has as much to do with your success in networking as ‘Skillset’.

Today, we’re going to build upon all of the varying topics and techniques we’ve used to help you understand how best to Navigate The VCP Process® To Networking.

Let’s begin by asking you a very important question–What is the MOST famous speech in the history of the United States?  (Yes…we understand that many of our readers are internationally-based. We appreciate that very much. With that said, please bear with us and you too will be pleasantly surprised by the end of this post at what you’re about to learn.)

Okay. Now back to the question. What’s the MOST famous speech in the history of the United States?  Anyone? . . . Anyone?  Was it President John F. Kennedy (i.e., JFK) in which he said, “Ask not what your country can do for you, ask what you can do for your country.”?  Was it Dr. Martin Luther King (i.e. MLK) in which he said, “I have a dream that one day this nation will rise up, live out the true meaning of its creed: ‘We hold these truths to be self-evident, that all men are created equal’.”?  Or, was it Abraham Lincoln (i.e. Abe) in the Gettysburg Address in which he said, “Four score and seven years ago our fathers brought forth on this continent a new nation, conceived in liberty, and dedicated to the proposition that all men are created equal.”?  Have your voting ballots been placed? Are you ready for the answer?

Well, it was the Gettysburg Address by Abraham Lincoln. Yep, the Gettysburg Address.The SECOND most famous speech was Dr. Martin Luther King’s “I Have A Dream” and the THIRD most famous speech was John F. Kennedy’s “Ask Not What Your Country Can Do For You”.

Now, here are another 3 questions for you:  How long was MLK’s speech?  It was 1,651 words.  How long was JFK’s Inaugural Address on January 20th, 1961?  Well, it was 1,366 words.  How long was the Gettysburg Address? . . . Anyone?  It was only 272 words. It was only 2 minutes long. It was only 10 sentences.  Therefore, one could interpret that it was CLEAR, CONCISE, and COMPELLING. And, by being all three of these, the audience who was listening “got it” the first time Abraham Lincoln delivered his speech.  Did you know that there was actually a Featured Speaker that same day that spoke for over 2 hours? We didn’t. And, most people don’t know that either. His name was Edward Everett and this proves our point today.

So, our recommendation to each and every one of you reading this today is to tell this story to your BNI Chapters, Chambers of Commerce, and other Networking Groups you’re involved in.

We understand that many of you are from a variety of different countries. Yet, this doesn’t matter. It doesn’t dilute the important point that’s been made. After you tell your BNI Chapters, Chamber Members, and others whom you network with this story, let them know that you are going to work with everybody to make sure that their “messaging” is CLEAR, CONCISE, and COMPELLING.  Because, if it’s not…it simply won’t be as effective in today’s networking environments.

When people are concerned (i.e. fuss and complain) about what to do when the time allotted for their introductions (in BNI they’re called Sales Manager Minutes) gets cut down to 45 or 30 seconds due to a growing group or Chapter….reference this story.  When people are concerned (i.e. fuss and complain) about their Keynote Presentations getting cut down from 12 and 10 minutes to 8 and 6 minutes….reference this story.

In closing, let’s take a very valuable lesson from the History Books. If Abraham Lincoln could make such a difference and be remembered decades & decades later after delivering only 10 sentences, what are YOUR 10 SENTENCES that will make a massive impact on your network?
We thank you for reading today’s post and extend an invitation to be on the lookout for next month’s contribution to this series – Part 12 called “Using Social Media To Navigate The V-C-P Process®.”

 

What Makes Someone Referrable?

I had a great conversation a while back with my business partner in the Referral Institute, Mike Macedonio (pictured to the right).  He was explaining why he feels there are only a few criteria that must be met to make people referrable by him.

The first criterion is that the individual must be an expert at what he or she does.  He looks for people who have invested in learning their trade and continue to invest to master their trade.  Do they specialize in a certain area?  What achievements have they attained in their area of expertise?

Another one of Mike’s requirements is that the person is passionate about what he or she does.  This especially makes a lot of sense to me because if you’re not passionate about what you do, how can you expect other people to get excited about working on your behalf?

Mike’s last criterion stipulates that the person he is referring understands and honors the referral process.  More specifically, Mike wants to ensure that the person receiving the referral understands his or her number-one responsibility.  To quote Mike, “The number-one responsibility when you receive a referral is to make the person who gave you the referral look great.”  As long as the people Mike gives referrals to are doing this for him, Mike can remain confident that his reputation will be protected.  It also compels him to continue giving these people referrals.

Mike’s list of qualifications that make a person referrable is short, yet very powerful.  After discussing it, we both agreed that we should expect others to evaluate our referrability by these same criteria.  Are we invested experts, and do we continue to invest in our trade?  Are we passionate about what we do?  Are we practicing what we preach?  Do we make our referral sources look great?  I’m glad to say that I’m confident we both do all of these things.

So what makes people referrable by you?  I’m sure many of you have some great ideas in response to this. I’d love to hear them, so please feel free to leave a comment.

How to Meet the RIGHT People

A networking event is not–I repeat not–designed to bring strangers together for the purpose of referring themselves to one another.  Why would you refer yourself to someone you barely know?  A typical networking event is designed to have people who don’t know one another meet and mingle.  But for a networking event to be fully productive for you, you must meet the right people for the right reasons.  Meeting the right people will make a positive impact on your business and give you a high return on your networking investment.

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Image courtesy of jannoon028 / FreeDigitalPhotos.net

So, at a networking event, how exactly do you identify the right people to meet?  You do this by considering two types of individuals: those serving your preferred clients and those who have the potential to help you meet your business goals.  Today I’d like to focus on looking at those who serve the same professional client as you.  “Hey, aren’t those folks likely to be my competitors?” you might wonder.  Not necessarily.

Consider these two examples:

  • Lorraine is a real estate agent whose preferred clients are retired home owners or empty nesters with assets over $1 million, who love to travel, are country club members, and seriously pamper their pets.  Other suppliers for their services might include high-end salons and spas, professional landscapers, financial advisors, country club owners, travel agents, home-cleaning service providers, and pet resorts.
  • Tanya is the owner of a direct-mail company that targets colleges and universities.  When Tanya could not determine who else serviced the decision makers at the university, her marketing coach asked her if she had a current client in that preferred market.  She said yes.  Then she was asked, “How well do you know her?  Will she take your call?  Would she grant you thirty minutes of her time?”  Tanya emphatically replied, “Yes!”  Her coach then suggested that she schedule a purposeful meeting and sit down with her to pick her brain on who she grants her time to and who else supports her needs.

Your preferred clients have many suppliers for their needs and it could be in your best interest to connect and build relationships with those other suppliers so, when networking, you want to focus on meeting these people.  The answers to the questions that were asked of Tanya helped direct her to the people she should be searching for while networking.  You can gain the same benefit by having a similar conversation with one of your preferred clients and asking questions like these: “Who else solves your daily problems?” ; “Who do you allow in the door?” ; “What companies do you call on when you need (product)?” ; “Whom do you trust when it comes to helping you (type of service)?”

At networking events, look for name tags that fit specific professional categories you’re seeking to cultivate.  If you meet a professional who services your preferred client–and you like the individual as a person–consider this the first step in building a new relationship.  If you build a trusting and giving relationship with someone who provides services for your preferred client market, it stands to reason that your referral potential will increase dramatically.  Remember that in a true tri-win (that’s win-win-win) relationship, that person’s referral potential will also increase, and the client will get the best service possible.

Be sure to come back next week as I’ll be posting specifically about the other types of people you want to focus on meeting while networking–those who can help you meet your business goals.

In the meantime, I’d love to hear any stories you may have about how you successfully built a relationship with someone who serves the same professional client as you do and how that relationship has benefited you and/or the other service provider .  Please share your experiences in the comment forum below–thanks!

 

 

Free Monthly ‘Networking Cafe’ Webinar–You’re Invited!

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!

Are You on the Right Track with Career Networking?

Despite what a lot of people might think, there are actually many more similarities between business networking and career networking.  In this short video, I point out some of the key similarities between these two types of networking and explain the ideal time for people to start thinking about their career needs and making efforts toward career networking.

Watch the video now to learn the five magic words that can completely change the dynamic of potentially challenging conversations and open the way to form important, lasting connections and beneficial relationships in your networking efforts and throughout your career.

Also, if you have a story about how you have used basic networking skills within your job, before you were looking for a job, or as you were starting a job, I’d really love to hear from you.  Please share your story in the comment forum below and be sure to submit your story at www.SubmitYourNetworkingStory.comWhen you submit your story via SubmitYourNetworkingStory.com, it will be considered for inclusion in the upcoming networking book I’m writing with Jack Canfield and Gautam Ganglani.  Thanks in advance for your participation–I’m looking forward to reading your stories!

How to Make a Significant Impression upon First Contact

What transpires the first time you meet someone?  How do you make an effective connection to the point where they are interested in meeting with you again?  How can you make yourself memorable in their mind? It’s not always easy to do.

In this video, explain the one powerful question you should always wrap up the conversation with after meeting someone for the first time in a business networking environment.  In addition, I demonstrate how effective this question  can be by telling a story about how I personally developed significant credibility with a first contact much more quickly than usual simply by asking this question.

I’d love to get your feedback on this strategy  and if you have additional suggestions for making a stellar, lasting impression upon  meeting someone for the first time, please share it in the comment forum below–I’m really interested in hearing your ideas!  Also, if you have a standout story similar to the one I tell in the video, about making effective initial connections, please go to www.SubmitYourNetworkingStory.com and share your story for consideration of inclusion in the upcoming networking book I’m writing with Jack Canfield, and Gautam Ganglani.  Also, I’d love for you to briefly summarize your story in the comment forum below as well.  Thanks in advance for your participation!

Think “That Online Networking Stuff” Is Just for “Young People”?–Think Again . . .

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 Darkside of the VCP Process®

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!

The VCP Process® Explained–What’s Your VCP Story?

As some of you may know, Jack Canfield, Gautam Ganglani, and I are currently working together on a book about networking.  This short video is one of many others, some of which I’ll post in the future, that cover networking topics which we will be focusing on in the book.  The videos are the result of brainstorming sessions for the book and in this particular video, I explain each step of the VCP Process® approach to networking in careful detail, emphasizing that credibility is really the key to networking success.

I share a personal story which demonstrates why trying to drum up referrals from people you’ve never met before is an exercise in futility as you’re not even at the visibility stage with them, and I outline the absolute best way to establish credibility with others.

If you have a story relating to the VCP Process® 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!

 

Hyper-Active Visibility Is Not a Good Thing!

Years ago, I met a woman who was known as the consummate networker – she had hundreds (if not thousands) of contacts, giving her a wide-ranging network made up of people from all walks of life.  She was well-known as the go-to person if anyone needed anything.  Then, one day during a conversation she and I were having, she dropped a bombshell . . . she said that her networking efforts weren’t really paying off for her.  She went on at some length about all the groups she went to, all the people she met, and how she had made all these contacts and was continuing to make more all the time but wasn’t actually getting any solid business from her efforts.

Why wasn’t she seeing real results?  Because despite her great talent for making contacts and gaining visibility, she was never really getting to the heart of what networking is about–building relationships.  She was so busy running around and making appearances that she wasn’t ever learning how to actually “work” the networks she had built in order to build deep relationships with people and develop credibility with them.

It’s true that she was visible in the community–very visible, actually.  The problem was that she viewed “activity” as an “accomplishment” when it came to her networking efforts.  Her network was a mile wide but only an inch deep.  She had not taken the next, and most important, networking step with the many, many people in her wide-reaching network–she never devoted the time to developing the kind of rapport with any of them that would allow them really get to know her, like her, trust her, and want to pass her business.

I bring this up because I just recently saw the same thing with someone I’ve known for a few years.  He made a consistent habit of going to every single networking meeting/event he could go to and he was incredibly visible.   Not only was he always at networking meetings but he was always full of energy and enthusiasm from the time he arrived to the time he left.  Again, the problem was in no way due to a lack of activity, effort or enthusiasm in regard to putting himself out there and meeting new people; the problem was that he was running around so much that he never stopped long enough to spend the time necessary to establish the kind of long-term roots that lead to an ongoing, reciprocal referral relationship.

If your goal is to significantly grow your business, networking with your main focus being solely to make as many contacts as possible will not help you achieve your aim.  If you’re networking in this way, you’re also guaranteed to get burned out on networking because constantly being on the go and trying to keep track of hundreds of people who you don’t really know is exhausting.  There needs to be a balance between the visibility-creating aspect of your networking efforts and the credibility-creating aspects of your networking efforts.

What are your thoughts on the ideal networking focus/approach?  What do you feel your main networking focus is currently?  I’d love to hear your thoughts and, also, if you know someone with the type of  hyper-visibility networking style I describe in this blog, please share what you’ve observed as far as their networking technique and how you think it has worked out for them.  Thanks!

 

Want Visibility, Credibility, & Profitability? First You Need One Thing . . . Relationships

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!

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Also, Bob says he really recommends that you click here (www.MotivatingTheMasses.com) to read more about Lisa and the inspiring work she does on a daily basis. 

 

Networking Faux Pas: Confusing Networking with Direct Selling

In this third installment of the Networking Faux Pas Series, I discuss the danger of confusing networking with direct selling–it is often this specific point of confusion which really causes networking to go all wrong.

If your idea of networking is walking around, shaking hands, and closing deals, you owe it to yourself to watch this quick video explaining what networking is really all about and how to make sure you’re not going about it the wrong way.

If you’ve had experiences with people trying to immediately sell you on their product or service at a networking event, please tell us about it in the comment forum below.  Where were you and what happened?  What was your reaction to the person who was trying to close a deal with you before putting in any effort to get to know you? . . .

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