The other day I was talking about the Currency of Relationships, and afterward got to thinking how does a networking relationship develop, what is the process? I then remembered the VCP ProcessTM, so here it is...
Every relationship, regardless of its nature, goes through a process. In the world of networking, the process of building a business relationship is called the VCP ProcessTM. Following are the steps in the VCP ProcessTM:
Visibility - This is the point in the relationship at which individuals first meet. They might simply have a conversation, trade contact information, and move on. This might happen several times. At this stage, individuals merely have to remember one another and have some basic knowledge of the other.
Credibility - This is the second phase of the relationship. In this phase, two individuals have interacted several times and trust one another. The longer they know, work with, and support each other, the deeper their credibility and trust. At this phase of the relationship the two networking partners begin to trust and help each other—and the relationship continues to grow.
Profitability - This is the third phase of the relationship. At this point, two networking partners completely trust each other, open their networks and customer databases to each other, and proactively help each other. Each has a deeper understanding of the other’s business and knows how to develop referrals and connections as well as open doors.
Remember, its a journey not a sprint, time = results.
Happy Networking
Glenn
Sunday, May 9, 2010
Thursday, April 1, 2010
What Makes a Great Networker
What Makes a Great Networker
Recently when I asked the question “What is Networking”? to a group of business people I got the answers like, listening more than talking, building relationships and farming, someone asked me what makes a great networker, so I started to break it down, here is the result.
Givers Gain Attributes
•Some one who gives without the expectation of something in return.
•Some one who does things for others without the expectation of something in return.
•Believing that your business needs will be met (and exceeded) by giving to others, referrals, thank you notes, recommendations, written testimonials etc.
Abundance Mindset
•Believing that there is an abundance of opportunity.
•Believing in the expanding the pie, not fighting over the pieces.
•Believing in the "Law of Reciprocity" - what is given comes back many times.
Relationships
•Putting FUN in Fundamentals of networking activities.
•Building win/win relationships.
•Being accessible, approachable and available.
•Being yourself.
•Being punctual and professional.
Happy Networking
Glenn
Recently when I asked the question “What is Networking”? to a group of business people I got the answers like, listening more than talking, building relationships and farming, someone asked me what makes a great networker, so I started to break it down, here is the result.
Givers Gain Attributes
•Some one who gives without the expectation of something in return.
•Some one who does things for others without the expectation of something in return.
•Believing that your business needs will be met (and exceeded) by giving to others, referrals, thank you notes, recommendations, written testimonials etc.
Abundance Mindset
•Believing that there is an abundance of opportunity.
•Believing in the expanding the pie, not fighting over the pieces.
•Believing in the "Law of Reciprocity" - what is given comes back many times.
Relationships
•Putting FUN in Fundamentals of networking activities.
•Building win/win relationships.
•Being accessible, approachable and available.
•Being yourself.
•Being punctual and professional.
Happy Networking
Glenn
Tuesday, March 2, 2010
Networking Tips for Success #1
Recently while reading the 29% Solution by Dr Ivan Misner & Michelle Donovan two things jumped out at me. Glenn Kirkwood a BNI colleague said to me there are so many tips in this book, just really look. Here are a couple of tips he pointed out.
Block out time to Network
There are four steps to changing a behavior: want it, learnt it, try it, and live it. For most of us, advertising won't produce enough new business to keep us going indefinitely. Networking, if done strategically and exceptionally well, has the potential to generate all of your new business by word of mouth. It is ultimately about generating referrals over time for your company. The time & energy you spend on networking are part of your sales & marketing program. Set aside the time necessary to be successful.
Profile Your Preferred Client
This directs you towards the diverse people you need to meet and helps to mold & clarify your message - i.e. how you describe your business when introducing yourself to someone in a networking encounter. You can be more effective at networking your business when you're able to profile your preferred client to those listening to your message. When a listener identifies a match, there's a good chance you'll get a referral.
Happy Networking
Glenn
Block out time to Network
There are four steps to changing a behavior: want it, learnt it, try it, and live it. For most of us, advertising won't produce enough new business to keep us going indefinitely. Networking, if done strategically and exceptionally well, has the potential to generate all of your new business by word of mouth. It is ultimately about generating referrals over time for your company. The time & energy you spend on networking are part of your sales & marketing program. Set aside the time necessary to be successful.
Profile Your Preferred Client
This directs you towards the diverse people you need to meet and helps to mold & clarify your message - i.e. how you describe your business when introducing yourself to someone in a networking encounter. You can be more effective at networking your business when you're able to profile your preferred client to those listening to your message. When a listener identifies a match, there's a good chance you'll get a referral.
Happy Networking
Glenn
Sunday, February 7, 2010
Abundance and Networking
What business mindset do you have? Are there abundant business opportunities and therefore lets share, or they are scarce and you cherish every one that comes along, in fact they are so scarce you can’t share.
The mindset of abundance is that of a networker.. if I continue to share opportunity, they will be shared with me. Remember; if you row somebody across a river you get there yourself.
Do you notice that the media is creating a scarcity mentality and telling us to get ready for bumpy rides etc, which then changes focus from a positive frame to a negative one?
So how do I have an Abundance Attitude?
There are seven key aptitudes that are identified in a book by Kim George
Coaching into Greatness: 4 Steps to Success in Business and Life.
I challenge you to work on one at a time.
1. Self-worth. Abundant people understand their uniqueness and how they add value to their customers, their networking partners and others in their lives.
2. Empathy. Abundant people do their best to understand and serve their customers in any given situation, and they sustain themselves through tough times by networking with supportive friends who are able to provide reciprocal support empathically .
3. Self-expression. Abundant people are convinced that they are the best with whom to do business and they retain a professional posture of sticking to their personal standards, which pulls people to them.
4. Actualisation. Abundant people don’t sit on the sidelines waiting for things to happen. They take action consistent with their skills and talents. They accept responsibility for their actions and don’t blame others for shortcomings. If they face a barrier, they ask for help and support to find an acceptable solution for all sides. They comfortably give and receive.
5. Significance. Abundant people are confident about their uniqueness, knowing they are the best person for a particular job. They demonstrate self-confidence when asking for business, building their social capital and following up.
6. Surrender. Abundant people don’t view surrender as a form of weakness, rather a sign of letting go of old habits, attitudes and behaviours that don’t serve them in a healthy way. They see potential opportunity in everything that passes by.
7. Inquiry. High Abundance Intelligence means high openness to other points of view. Uncertainty is a reason to thrive and be curious. Security in their curious and creative aptitude enables abundant people to move through all challenging situations. Learning while acting keeps them growing and improving while being pioneers in their industry.
The mindset of abundance is that of a networker.. if I continue to share opportunity, they will be shared with me. Remember; if you row somebody across a river you get there yourself.
Do you notice that the media is creating a scarcity mentality and telling us to get ready for bumpy rides etc, which then changes focus from a positive frame to a negative one?
So how do I have an Abundance Attitude?
There are seven key aptitudes that are identified in a book by Kim George
Coaching into Greatness: 4 Steps to Success in Business and Life.
I challenge you to work on one at a time.
1. Self-worth. Abundant people understand their uniqueness and how they add value to their customers, their networking partners and others in their lives.
2. Empathy. Abundant people do their best to understand and serve their customers in any given situation, and they sustain themselves through tough times by networking with supportive friends who are able to provide reciprocal support empathically .
3. Self-expression. Abundant people are convinced that they are the best with whom to do business and they retain a professional posture of sticking to their personal standards, which pulls people to them.
4. Actualisation. Abundant people don’t sit on the sidelines waiting for things to happen. They take action consistent with their skills and talents. They accept responsibility for their actions and don’t blame others for shortcomings. If they face a barrier, they ask for help and support to find an acceptable solution for all sides. They comfortably give and receive.
5. Significance. Abundant people are confident about their uniqueness, knowing they are the best person for a particular job. They demonstrate self-confidence when asking for business, building their social capital and following up.
6. Surrender. Abundant people don’t view surrender as a form of weakness, rather a sign of letting go of old habits, attitudes and behaviours that don’t serve them in a healthy way. They see potential opportunity in everything that passes by.
7. Inquiry. High Abundance Intelligence means high openness to other points of view. Uncertainty is a reason to thrive and be curious. Security in their curious and creative aptitude enables abundant people to move through all challenging situations. Learning while acting keeps them growing and improving while being pioneers in their industry.
Sunday, January 17, 2010
New Year Resolution and Networking
At this time of year you see many people making New Years resolutions for themselves - You know - Spend more time with their family, Lose a few kilos, or just simply to Work less and I am no different.
My New Years resolution this year; “To spend more time getting to know people better so we can help each other get where want to go” That great saying IF YOU ROW SOMEONE ACROSS A RIVER YOU GET THERE YOURSELF comes in to action with this resolution.
The first step in this is below and comes from the book 29% Solution by Dr Ivan Misner & Michelle Donovan.
Tip 1 - Set Networking Goals
Every goal you create should be SMART: Specific, Measurable, Attainable, Relevant and Timed with a deadline.
S - Clearly defined with parameters
M - have some quantifiable way to measure progress
A - within reach
R - so you will be motivated to accomplish it
T - so you won't lose your focus and your desire.
Happy Networking
Glenn
My New Years resolution this year; “To spend more time getting to know people better so we can help each other get where want to go” That great saying IF YOU ROW SOMEONE ACROSS A RIVER YOU GET THERE YOURSELF comes in to action with this resolution.
The first step in this is below and comes from the book 29% Solution by Dr Ivan Misner & Michelle Donovan.
Tip 1 - Set Networking Goals
Every goal you create should be SMART: Specific, Measurable, Attainable, Relevant and Timed with a deadline.
S - Clearly defined with parameters
M - have some quantifiable way to measure progress
A - within reach
R - so you will be motivated to accomplish it
T - so you won't lose your focus and your desire.
Happy Networking
Glenn
Sunday, December 13, 2009
Follow Up - Networkings Hidden Element
Recently while talking with another BNI Director, we talked about negative feedback and the art of listening.
The old saying we have 2 ears and 1 mouth came into the conversation, when we hear good things we listen, when we hear negative things we want to respond, but we should listen more, so we can improve.
Most negatives will be become positives if you deal with them appropriately. We should not let negative feedback we receive change our focus or goal, but we should use it, where appropriately to improve ourselves.
So what was the negative feedback about? Follow up!
With networking, the hidden key to success is follow up, and timely responses. From a BNI perspective, this is following up visitors that have attended your meeting. You need to follow them up from a business perspective, how can do you business with them if you have not contacted them and arranged to meet with them. It is also following up the referral; remember that it starts going real cold after 48 hours!
After every event or meeting you attend, diarise your follow up calls, reminders and advance notes about who to catch up with at the next event. There's nothing more embarrassing or damaging to new relationships than to make a connection with a fellow guests at one event or a BNI meeting and forget their name at the next! There is no point in attending an event without a follow up process. Real fortune is in the follow up!
Is your BNI chapter like this? YES!
If you are continuously meeting new people and following up, you are 95% there, and from experience 100% a head of the competition, because most people don't follow up.
So where does the 2 ears fit into networking?
Listen and sound interested, curious and caring. Take note of things that matter to them, for when you contact that person. These are the things that demonstrate you listened and you care. Remember, people want to know you care.
It then makes sense that 1 mouth comes in, when you call them and follow them up, using the things you listened to and noted so that when they know you are interested in them and you care, they will want to get to know you better, leading to a relationship
Follow up does a few things in networking.
• Allows opportunities to be seized, not loss
• Develops relationship
• Shows you care and are interested in them (Givers Gain)
Happy Networking
Glenn
The old saying we have 2 ears and 1 mouth came into the conversation, when we hear good things we listen, when we hear negative things we want to respond, but we should listen more, so we can improve.
Most negatives will be become positives if you deal with them appropriately. We should not let negative feedback we receive change our focus or goal, but we should use it, where appropriately to improve ourselves.
So what was the negative feedback about? Follow up!
With networking, the hidden key to success is follow up, and timely responses. From a BNI perspective, this is following up visitors that have attended your meeting. You need to follow them up from a business perspective, how can do you business with them if you have not contacted them and arranged to meet with them. It is also following up the referral; remember that it starts going real cold after 48 hours!
After every event or meeting you attend, diarise your follow up calls, reminders and advance notes about who to catch up with at the next event. There's nothing more embarrassing or damaging to new relationships than to make a connection with a fellow guests at one event or a BNI meeting and forget their name at the next! There is no point in attending an event without a follow up process. Real fortune is in the follow up!
Is your BNI chapter like this? YES!
If you are continuously meeting new people and following up, you are 95% there, and from experience 100% a head of the competition, because most people don't follow up.
So where does the 2 ears fit into networking?
Listen and sound interested, curious and caring. Take note of things that matter to them, for when you contact that person. These are the things that demonstrate you listened and you care. Remember, people want to know you care.
It then makes sense that 1 mouth comes in, when you call them and follow them up, using the things you listened to and noted so that when they know you are interested in them and you care, they will want to get to know you better, leading to a relationship
Follow up does a few things in networking.
• Allows opportunities to be seized, not loss
• Develops relationship
• Shows you care and are interested in them (Givers Gain)
Happy Networking
Glenn
Wednesday, December 2, 2009
The Power of Word of Mouth
According to a recent PQ Media research report, many major brands are increasing their word-of-mouth marketing campaigns despite the worst recession in decades.
Last year, companies increased their word of mouth advertising efforts by more than 14 percent, to more than $1.54 billion. Furthermore, according to the report, spending on WOM campaigns is expected to reach as much as $3 billion by the year 2013.
PQ Media defines WOM marketing as “an alternative marketing strategy supported by research and technology, which encourages consumers to dialogue about products and services through various online and offline tactics, often facilitated by brand ambassadors.”
“The most influential marketer in a consumer’s life is someone they know and trust, such as a family member, friend or colleague,” according to Patrick Quinn, president & CEO of PQ Media.
Developing WOM communities both online and offline is part of an emerging trend. What are you doing to participate in this trend? I’d love to hear your feedback on this important and growing element in business.
Last year, companies increased their word of mouth advertising efforts by more than 14 percent, to more than $1.54 billion. Furthermore, according to the report, spending on WOM campaigns is expected to reach as much as $3 billion by the year 2013.
PQ Media defines WOM marketing as “an alternative marketing strategy supported by research and technology, which encourages consumers to dialogue about products and services through various online and offline tactics, often facilitated by brand ambassadors.”
“The most influential marketer in a consumer’s life is someone they know and trust, such as a family member, friend or colleague,” according to Patrick Quinn, president & CEO of PQ Media.
Developing WOM communities both online and offline is part of an emerging trend. What are you doing to participate in this trend? I’d love to hear your feedback on this important and growing element in business.
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