VCP Process Archives - Page 4 of 4

21May2012

Expose Yourself!–“Navigating the VCP Process(R) to Networking” Seriesstring(87) "Expose Yourself!–“Navigating the VCP Process(R) 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.” He’s also considered a top trainer for the Referral Institute.

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®. Four months ago, we started a much-anticipated 12-part monthly 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 4 of the series. Enjoy.

EXPOSE YOURSELF!
(Part 4 of 12 of the “Navigating The VCP Process® To Networking” Series)

In Part 3 of this series, we encouraged Business Networkers to honor the chronological steps of the VCP Process®. In other words, we pointed out that generating a steady stream of referrals takes an investment in time — as well as in the people in your own network. Take action, we recommended, and become visible. However, be cautious about “too much Visibility”.

Today, we’d like to revisit and expand upon the following concept that was introduced last month: If you put yourself out in the marketplace as a person of value, others will want to connect with you. Your role is to EXPOSE YOURSELF to your local business community in a valuable way so that people feel a personal connection with you and feel compelled to assist you.

Let’s dig deeper . . . If you’ve sought out Business Networking training and education in the past, you’ve most likely heard the following phrase: “It’s not who you know, it’s who knows you. However, today, we ask the question: “WHAT…do they know you for?”

You see, we believe that there is a strategic way to go about gaining Visibility in your local community. We believe that if you lead with positive intentions and follow up with valuable contributions, professionals will, in time, feel a personal connection with you and feel compelled to assist you (i.e. pass you qualified referrals and/or connect you with Referral Partners). Attempting to expedite the VCP Process® is almost never a good decision. And sometimes, it may even backfire.

You may have observed this type of behavior before where people shift into what’s considered to be ‘Visibility’-overload. In other words, every chance they get they’re doing random “stuff” (yes, that’s the technical term) to be visible without having any sort of thought out strategy. Do you know what a “Drive-By” is at a networking event? It’s when someone’s strategy (of lack thereof) is to meet everyone at a mixer. As such, they’re focused on passing out their business cards to anyone and everyone versus staying in a conversation for longer than 60 seconds. Has this ever happened to you? What was your perception of this person?

This and other “Random Acts of Networking” ultimately defeat the overall objective which is to build trust and credibility through cultivating relationships. Our fear is that people might be placing a lot of time into gaining Visibility, but NOT being able to capitalize on it. And, it is for this reason that we’d like to introduce the term HYPER-Visibility™. It’s when people try to get everyone to know them, see them, and hear them through a variety of different means in an effort to expedite the VCP Process® to Networking. Whereas, in actuality, it typically backfires and may even be detrimental to their reputation and perceived as overkill.

As alluded to before, try not to be plagued by HYPER-Visibility™ and ask the question: “WHY…do people know you?”

Is it because you:

Have volunteered to setup and break down your visitors table at your weekly networking event?
Have recently been awarded the “Helping Hand Award” in your local community?
Have numerous satisfied clients/customers who say positive things about you?

Or, is it because you:

Are at every single networking event in your local community (i.e. you’re everywhere!)?
Are the person who adds people to your weekly newsletter without permission?
Are constantly conducting ‘off the wall’ introductions (called Sales Manager Minutes in BNI) in an effort to be remembered?

Please be cautious that sometimes if those (albeit memorable, but) ‘off the wall’ introductions have nothing to do with training your network, they may not serve you well. Being over the top could actually push some people away who might otherwise be keen to learning more about you. Please also be aware that sometimes when you’re in roles of increased Visibility, your actions are clearer and even amplified. For example, if you volunteer to help support your local networking group – or even any association or charity – your visibility will be enhanced and you’re typically in the spotlight or under a microscope. Be cognizant, be strategic, and be prepared.

Visibility is an intricate part to the VCP Process®. When strategically planned out, this exposure could be your biggest ally. When attained for no particular rhyme or reason, it could be your biggest enemy. Hmmm . . . food for thought, isn’t it?

In closing, we’d like to recommend that you consider that there are actually two different interpretations to the title of this blog post “Expose Yourself!” First, it can be interpreted as the means by which you strategically and professionally navigate the first step of the VCP Process®. Or, it can be interpreted that sometimes when you are too visible or seeking visibility for the wrong reasons (or with the wrong approach) you actually “Expose Yourself!” Moving forward, our recommendation is to conduct an inventory of what steps you’re taking on a weekly basis to become visible within your own local community. Then, decipher if they are effective at doing the job of helping you move beyond Visibility to Credibility. If not, then please consider revising or replacing

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 5 called “Audit Your Activities.”

26Apr2012

Business Networking and Sex: Survey Says . . . Transactional vs. Relationalstring(75) "Business Networking and Sex: Survey Says . . . Transactional vs. Relational"

In this short video, I share a portion of the results from the survey of 12,000 businesspeople on which my most recent book, Business Networking and Sex: Not What You Think, is based. The results I discuss here indicate that men and women act differently when it comes to the VCP Process®, transactions, and relationships.

Based on your experience, would you say these results jive with what you’ve found to be true in the networking world? Please share your thoughts in the comments section–I’d love to hear them!

16Apr2012

Too Much Visibility?–“Navigating the VCP Process(R) to Networking” Seriesstring(91) "Too Much Visibility?–“Navigating the VCP Process(R) to Networking” Series"

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®. Two months ago, we started a much-anticipated 12-part monthly 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 3 of the series. Enjoy.

WHEN IS TOO MUCH VISIBILITY, WELL, TOO MUCH ‘VISIBILITY’?
(Part 3 of 12 of the “Navigating The VCP Process® To Networking” Series)

In Part 1 of this series, we introduced you to the moniker – The Networking Nomad™. In short, this moniker describes the type of networker who appears to be misinterpreting the very definition of Business Networking. Click here to review that blog post. In Part 2 of this series, we recommended you understand that ‘perception is reality’ when it comes to networking – and we encouraged you to be careful about whether or not your network perceives you as a PREDATOR or a PARTNER. Click here to review that blog post.

Today, we’d like you to give some serious thought to the very first letter in the VCP Process® to Networking. In short, your goal should be to first enter Visibility with people, then perform activities that will help you build trust and Credibility with them, and finally through time and the strengthening of that relationship, they will most likely pass you consistent referrals in the Profitability stage. After all, “It’s not who you know, it’s who knows you.”

Years ago, only the elite networkers were privy to this powerful concept. These days, chances are this valuable information has trickled down to the average networker. This is both a good thing – and a bad thing. From our perspective, the good thing is that the average networker is now aware of this concept. The bad thing is that the average networker typically misinterprets and mismanages the implementation of this concept. Don’t agree? Please hear us out . . .

Remember the movie “A Few Good Men” with Jack Nicholson where he forcefully delivers the famous line “You want the truth? You can’t handle the truth!”? Well, the facts are clear and the truth in business networking is that the average networker’s strategy doesn’t focus on successfully navigating through the VCP Process® and doesn’t focus on finding Referral Partners whom they cultivate long term, mutually beneficial relationships with to provide them consistent referrals. Or worse yet, the average networker has no strategy at all.

The goal of networking is to build the ultimate network of professionals who, when asked:

Can and will support you
Can provide you with information to make you more valuable
Can vouch for you
Can lend you their credibility when introducing you to people in their networks
Can refer to you on a consistent basis

If you put yourself out in the marketplace as a person of value, others will want to connect with you. Your role is to expose yourself to your local business community in a valuable way so that people feel a personal connection with you and feel compelled to assist you. Most people have no concept of this strategy. That’s what makes it so potent. And then the dilemma is that a large percentage of those exposed to this strategy will never do the hard work that it takes for success to become a reality. But, as noted above, the average networker typically misinterprets this concept.

Here’s an example:

Ivan met a woman years ago who told him she was the consummate networker – 100’s of contacts and a wide-ranging network of people from all walks of life. Then one day in a conversation with him, she dropped a bombshell and said her networking efforts weren’t paying off. She went on at some length about all the groups she went to, people she met, and how she made all these contacts but wasn’t getting any business. The truth is that she was so busy running around and making appearances that she wasn’t learning how to actually ‘work’ these networks and build deep relationships.

A music teacher once told his students: “Lousy practice makes a lousy musician.” The same holds true for networking; lousy networking makes a lousy networker! This is why “practice doesn’t make perfect – perfect practice makes perfect.”

In closing, we’d like to recommend that you consider reflecting back upon your own networking journey and ask yourself: “Have you exhausted all opportunities in your local community to attend Business Networking and/or Referral Marketing Training workshops? Have you sought out an expert or someone that has proven results from their networking efforts that you can ask to be your accountability partner? And…if you have attended workshops in the past, what are the results you’re getting today? If you’re not getting the number of referrals you expect, maybe it’s time to revisit those workshops?”

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 4 called “Expose Yourself!”

19Mar2012

Perception Is Reality! — “Navigating the VCP Process(R) to Networking” Seriesstring(95) "Perception Is Reality! — “Navigating the VCP Process(R) to Networking” Series"

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®. Last month, we started a much-anticipated 12-part monthly 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 2 of the series. Enjoy.

PERCEPTION IS REALITY!

(Part 2 of 12 of the “Navigating The VCP Process® To Networking” Series)

Last month, in Part 1 of this series, we introduced you to the moniker – The Networking Nomad™. Click here to review that blog post.

In short, we described the type of networker who appears to be misinterpreting the very definition of Business Networking. In fact, The Networking Nomad™ is actually treating networking as if it were a direct sales competition and an exercise in prospecting for new clients. As a result of this type of behavior, they never stay in a networking group long enough to cultivate long-term referral relationships.

The reason why we’re refreshing your memory is because we don’t want you to forget that ‘perception is reality’ when it comes to networking. And if you’re simply perceived as someone who focuses on his/her network buying your products or services, then any amount of time you invest in that particular network might not deliver you the Return on Investment (ROI) you expect.

You’ve heard us mention before that the VCP Process® to Networking (Visibility leads to Credibility which in turn leads to Profitability) describes the process of creation, growth, and strengthening of business relationships. It’s useful for assessing the status of a relationship and where it fits in the process of getting referrals.

The Networking Nomad™ noted above is actually investing most, if not all, of his/her time in something we call pre-Visibility. They’re not effective at getting consistent referrals because they’ve fallen into a trap. From time to time they run into a prospect they’ve met before, but aren’t really doing much else to deepen that relationship or work towards finding consistent Referral Sources.

Think about it. Isn’t it better to have 6 referrals from one person in your network over the next 6-12-18 months rather than to have them become a client today?

There are major differences in the Sales Mindset versus the Networking (or more specifically Referral Marketing) Mindset. For example, in Sales YOU are the center of the process:

YOU have to identify new prospects.
YOU have to go out there and meet the new prospects.
YOU need to build trust, credibility, and rapport with them.
YOU need to inch closer to the sale by conducting the needs analysis.
YOU need to respond to Requests for Proposal (RFP’s).
YOU need to send and reply to prospect emails.
YOU need to do everything you can to get that sale.
YOU get the picture? 😉

With the correct Networking Mindset, the process works WITHOUT YOU. Your well-trained Referral Sources and Referral Partners are spreading YOUR message within THEIR network – while you’re spending your time more effectively.

A successful networker has taken the time to seek and forge strong relationships with Contact Sphere Professionals who aim to serve the same or similar client target market. Therefore, each new client of theirs can be a new client of yours.

And, that same successful networker is saving valuable time by having their network refer them into the sales process steps ahead of what they could’ve accomplish on their own.

Now that’s what we call leveraging another’s efforts.

But…you cannot accomplish this if your network perceives you as a PREDATOR versus a PARTNER. Therein lays the difference between approaching Business Networking with a Sales Mindset versus a Networking Mindset.

At the end of the day, we understand and respect the fact that it’s your choice on which mindset you approach your networking efforts with. However, understand that we believe your network will perceive you and deliver you the results that reflect your approach.

In closing, we’d like to recommend that you consider reflecting back upon your own networking journey and ask yourself: “Have you ever perceived someone as exhibiting behaviors of a Predator or a Partner when networking? If so, what did you observe and what insights did you learn from this observation?” Feel free to share your thoughts in the comments section below and remember, at the end of the day, we’re only human and it’s important to learn from our own as well as other people’s successes and/or mistakes.

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 3 called “When Is Too Much Visibility, Well, Too Much ‘Visibility’?”

20Feb2012

It’s All About Your Mindset–“Navigating the VCP Process(R) to Networking” Seriesstring(104) "It’s All About Your Mindset–“Navigating the VCP Process(R) 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.” He’s also considered a top trainer for the Referral Institute.

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®. Today begins the much-anticipated 12-part monthly series of blog posts which address this and contain some very timely information for networkers across the globe. TR and I hope you’ll enjoy the series as much as we enjoyed putting it together.

IT’S ALL ABOUT YOUR MINDSET
(Part 1 of 12 of the “Navigating the VCP Process® to Networking” Series)

Leverage.

Let’s restate that word again out loud because it is the essence of why leading sales professionals and small business owners invest their valuable time in Business Networking activities.

Leverage.

We think that probably the best representation of ‘leverage’ as it relates to the topic at hand is J. Paul Getty’s famous quote, “I’d rather have one percent of the efforts of 100 people than 100 percent of my own efforts.”

You see, the difference between the success or failure of someone who is networking as a way of generating revenue is most likely what their perspective of ‘networking’ is.

Story after story is reported to us about people who believe that if they cease going to networking meetings and mixers every single week that their revenue will STOP. Their perspective is that if they do not maintain a high activity of mixing and mingling with new people that they aren’t ‘networking.’ The truth is that their personal definition of Business Networking appears to be skewed.

Their own description of activities that THEY are performing sounds a lot like selling, doesn’t it?

At its core, Business Networking is “selling through your network, NOT to your network.” Applying the foundational basics includes building relationships first, amassing trust and credibility in time, and then asking for referrals. Don’t expect your network to buy from you. If they do, that’s a bonus – but don’t plan on it or even try to encourage it. It might actually backfire.

We see it all the time. People are attracted to the size of the event (i.e., your city or county’s biggest mixer) or the size of the weekly group such as a local BNI Chapter. These individuals are most likely sales people looking for a Buyer’s Club to help them achieve their quota – nothing more. Once they pitch their network and a small percentage of people buy from them, they consider that group or network tapped out. In this instance, you’ll hear these individuals murmuring, “Oh, that networking group isn’t a good one. I tried it out for 3-4 months, but they don’t pass any referrals.” They then move on to another networking group and repeat the same self-centered activities (i.e., the rinse and repeat).

Once another 3-4 months rolls by again and they tap out that small percentage of kind souls that purchase from them, it’s back on the meandering trail to wander around and find that next networking group…and the next…and the next. This is why we’d like to introduce the moniker The Networking Nomad™ — as it fits this type of person and their behavior.

Remember, Business Networking is more about ‘farming’ than it is about ‘hunting.’ It takes time to cultivate relationships. But once you dedicate the effort, we believe these relationships ultimately allow you to ‘harvest’ referrals for a lifetime.

In closing, we’d like to recommend that you consider reflecting back upon your own networking journey and ask yourself: “Has my definition of Business Networking evolved through the years? If so, what events or insights from others influenced this evolution?”

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 2 called “Perception IS Reality!”

Also, we highly encourage you to leave your feedback in the comments section below . . .

16Feb2012

New Blog Series with Top Referral Marketing Trainer TR Garland!string(63) "New Blog Series with Top Referral Marketing Trainer TR Garland!"

In this video, TR Garland and I announce the launch of our new, 12-month, BusinessNetworking.com blog series “Navigating the VCP Process® to Networking,”

TR is not only my good friend, he is one of the top referral marketing trainers in the world and he and I co-authored the #1 Amazon Best-seller Building the Ultimate Network together. I am really excited to be doing this new blog series with TR because he is in the top 1% across the globe in regard to understanding how to implement referral marketing effectively and this series is going to be a huge resource for people in learning how to understand and implement the VCP (Visibility, Credibility, Profitability) Process® effectively to produce real, business-boosting results from networking efforts.

Whether you’re a businessperson, an entrepreneur, a novice or seasoned networker, or simply someone who wants to learn, be sure to come back to this site on Monday (2/20/12) which is when we will be posting the first blog in the series!

So what do you think? Are you as excited about this new series as TR and I are? Leave us a comment and let us know your thoughts . . .

9Jan2012

Getting to the Referral Stage with a New Contactstring(48) "Getting to the Referral Stage with a New Contact"

January 9, 2012

Ivan Misner

experience, generating referrals, new contacts, recommendations, referral-based business, Referrals, relationships, reputation Building Relationships, Connections, Credibility, Networking, Networking Prep, Networking Tactics, Referrals, VCP Process 6

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.

5Dec2011

What Do You Do When People You Don’t Know Ask For Business?string(65) "What Do You Do When People You Don’t Know Ask For Business?"

I received an e-mail this year from a man named Robert and it contained an excellent question. The full message read:

Good morning, Dr. Misner.

I was wondering if you could answer a question for me.

When it comes to networking and being a connector, how do you handle requests from people you barely know (or don’t know at all) who ask you to give them the names of your contacts so they can connect with those people for their own ventures or projects?

For example, I received a message from a woman I met years ago via the Chamber of Commerce. She was laid off by the Chamber and now is attempting to find her niche. She sent me a message on LinkedIn that read:

“Hello and Happy summer! Do you know personally any life/disability agents or financial planners? I need to meet as many as possible in RVA to see if they can use our medical services at Portamedic to complete the medical portion of the insurance applications. Please forward any names to me if you do. Thank you.”

This is a great question, Robert.

When people contact me with requests like the one you’ve described, I refer them to my article on the VCP Process and explain to them that though I appreciate them reaching out to me, we’re not even at “visibility” yet. In order for me to feel comfortable referring them, I would need to build a relationship over time that gets us to strong “credibility.” When most people read the article, they move on to someone else because they think that networking is about “direct selling” and they don’t understand that it is about long-term relationship building.

How would you respond to this and what is your “policy” for giving referrals? Please leave your feedback in the comment section.

31Mar2011

Jack Canfield Talks about Why the VCP Process® Makes Sensestring(59) "Jack Canfield Talks about Why the VCP Process® Makes Sense"

A couple of weeks ago, Jack Canfield and I did a one-hour interview where we talked about business networking and success principles. In about a month, the video of the interview will be available to view on Jack’s website (www.JackCanfield.com) in the “Inner Circle” section.

In the meantime, I invite you to check out the 3-minute video above where Jack talks about some of what he picked up about networking during our interview and why the VCP Process® really strikes a chord with him.

16Sep2010

The Networking Disconnectstring(25) "The Networking Disconnect"

I was at a big networking event with more than 500 people in the UK this summer, and the person who spoke before me asked the audience: “How many of you came here hoping to do some business–maybe make a sale?” More than half the people in the audience raised their hands. He then asked, “How many of you are here hoping to buy something?” No one raised a hand–not one single person! This is the networking disconnect.

If you are going to networking events hoping to sell something, you’re dreaming. Don’t confuse direct selling with networking. Effective networking is about developing relationships. I know, I know . . . there’s always someone out there who says, “But, Ivan, I’ve made a sale by attending a networking event!” OK . . . I’m not saying it doesn’t ever happen–it does. I’m just saying it happens about as often as a solar eclipse. Face it, even a blind squirrel can find a nut. Any businessperson can stumble on some business at a networking meeting from time to time. However, when you have most of the people at an event trying to sell and virtually no one there to buy, you’re crazy if you think the odds are in your favor to “sell” at a networking event.

So why go? You go because networking is more about farming than it is about hunting. It’s about developing relationships with other business professionals. Sometimes you go to a networking event to increase your visibility, sometimes you go to establish further credibility with people you know, and sometimes you may even go to meet a long-time referral partner and do some business. In any case, the true master networkers know that networking events are about moving through the VCP Process and not about closing deals.

I’d love to hear your thoughts.

1 2 3 4