It’s not what you know it’s not who you know, it’s how well you know each other that really counts – Dr. Ivan Misner, Founder of BNI
Networking is more about farming than it is hunting. It takes time. It’s about building long-term meaningful relationships. It’s not about making an immediate sale. It’s intentionally serving and adding value to others and over time they in turn will add value to you.
This a mindset as much as it is a skill set. In BNI I learned about VCP:
- Visibility – It starts with being visible. It’s about showing up and being seen. People get to know who you are and what you do.
- Credibility – As people get to know who you are and what you do, you then start to build credibility by how you show up. How you engage. At this level people not only know who you are and what you do, they get to know that you’re good at what you do. Here are eight characteristics that will help you to build credibility:
- You’re approachable
- You’re a good listener
- You display a positive attitude
- You’re supportive
- You’re sincere
- You’re authentic
- You follow up
- You’re trustworthy
- Profitability – Most people want to get here first without investing the time necessary to build visibility and credibility. But it’s only after investing the time to establish visibility and credibility that you can get to profitability. At this stage people know, like and trust you and pass you ongoing referrals.
This compounds over time and you develop long-term mutually beneficial relationships that lead to magical things and people in your life and your business.