The Fine Line Between Comedy and Competencystring(43) "The Fine Line Between Comedy and Competency"

October 29, 2012
, , , , , , , , , , , , , , , , , , , , , , , , , , , , , BNI, Building Relationships, Business, Credibility, Ivan Misner, Marketing/Sales, Networking, Networking Prep, Networking Tactics, Profitability, Referral Institute, Relationships, Uncategorized, VCP Process, Visibility 6

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®.  Nine 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 9 of the series.  Enjoy.

THE FINE LINE BETWEEN COMEDY AND COMPETENCY

(Part 9 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.

Last month 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 last month’s 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.

Exactly three weeks ago, I posted in this very blog about The Ten Commandments of Networking a Mixer.  I’ve been talking about these specific 10 guidelines for years that I recommend people follow when attending Chamber functions, Association meetings, and various business mixers.  I’ve been interviewed on radio and television before and many times I bring up these same 10 guidelines.  And I’m so committed that they should be a part of a successful networker’s toolbox that these same 10 guidelines are taught in-depth in Referral Institute regions all across the globe.

After reading my recent blog post about the Ten Commandments of Networking a Mixer, TR came to me with a smirk on his face and began some mischievous questioning.  He started by mentioning Harvey Mackay’s “take” on the same exact topic.  Now, Harvey is a friend of mine and I’ve even invited him to speak to my networking organization before (of course the audience absolutely loved him).  So, I proceeded to ask TR where he was going with his questioning.

TR replied, “In Chapter 71 [Yes, Harvey’s books have that many chapters] of “Dig Your Well Before You’re Thirsty”, Harvey writes about The Ten Commandments of Networking as well.  And, according to him, Commandment #2 is:

~I will NOT confuse visibility with credibility – mine or anyone else’s~

Ivan, I believe that’s a pretty powerful guideline that successful networkers should follow.  Why is this Commandment not included in YOUR list?”

After a very long pause, I proceeded to explain that it’s okay for different people to have different viewpoints.  And this led into a very productive conversation about how one person’s viewpoint isn’t correct, and one person’s viewpoint isn’t incorrect – they are just different.  And, this leads us to the relevance of the above story into today’s blog post in which we fulfill our blog readers’ request to provide MORE DETAILS on exactly what type of behaviors a successful networker should be practicing on a monthly basis.

In an effort to move their network (or audience) through the VCP Process to Networking®, many business professionals who are members of Strong Contact Networks like BNI meet on a weekly basis.  And, each week they are given an opportunity to say something about themselves or their business – usually about 1 to 2 minutes.  Every week, these professionals each make a choice on which topic, messaging, and subsequent behavior to display or exhibit while they are addressing the entire group or meeting.

Today, we’d like to bring attention to 2 options one could choose from:

  1. Displaying behaviors to be perceived as LIKEABLE
  2. Displaying behaviors to be perceived as COMPETENT

Which is right?  Which is wrong?  Which is right for you?  Which is wrong for you?

These are all good questions to ask and this leads us back to what my response to TR was earlier which is:  One person’s viewpoint isn’t correct, and one person’s viewpoint isn’t incorrect – they are just different.  And, let me add – choose wisely.

Therefore, someone who week in and week out chooses to use their 1 to 2 minutes to display behaviors to encourage people to like them is most certainly entitled to do so.  Some examples of these types of behaviors are:

  • Delivering jokes
  • Performing attention-getting skits
  • Rhyming
  • Reciting a poem

However, if you choose these behaviors we kindly ask that you not lose sight of the goal which is to move your network through the VCP Process® from Visibility to Credibility all the way to Profitability.  And, if people only know you for your jokes, they may surely like you and remember you (i.e. Visibility) but you may risk not ever providing them with enough information that proves you are good at what you do – which ultimately increases your chance of getting referrals from them (i.e. Credibility).

On the other hand, someone who chooses to use their 1 to 2 minutes to display behaviors to impress people and prove they are good at what they do is certainly entitled to do so.  Some examples of these types of behaviors are:

  • Sharing client testimonials
  • Announcing achievements
  • Explaining why they are “better” than their competition

However, if your network only hears sound bites of your successes and don’t ever really get the chance to truly know you as a person (i.e. the likability factor), you may risk alienating yourself as someone only focused on work.  Or worse yet, they may consider you boring.

Therein explains the fine line between comedy and competency that today’s business networkers face.  And, some may even consider it a challenge.   When moving your network through the VCP Process®, it’s recommended that you first get someone to LIKE you through various Visibility behaviors.  But, it cannot stop there.  It’s encouraged that you then commit to displaying various Credibility-building behaviors so that they believe you have the COMPETENCY in your profession to handle their referrals.  Then, you will you increase your chances of consistently pulling your network all the way to Profitability and receiving a steady stream of referrals.

In closing, today’s focus has been simply to expand your thought process on exactly what options you have available to you when it comes to which behaviors you can choose to display to your network on a weekly or monthly basis.  Displaying behaviors that allow you to be perceived as both LIKEABLE and COMPETENT is our recommended solution.  Combine them together and interchange them back and forth when relevant to make sure your network truly likes you and also believes you will take great care of their referrals.  One without the other or used too infrequently may not deliver you the results you expect from your networking efforts.

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 10 called “Authenticity is the ‘New’ Audacity.”

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

March 19, 2012
, , , , , , Credibility, Guest Blog, Marketing/Sales, Networking, Networking Prep, Networking Tactics, Profitability, Sales, Success, VCP Process, Visibility 13

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®.  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’?”

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"

February 20, 2012
, , , , , , Credibility, Guest Blog, Marketing/Sales, Networking, Networking Prep, Networking Tactics, Profitability, Sales, Success, VCP Process, Visibility 25

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 . . .