Get the RIGHT networking Mind-set and Skill Set – Part 2

Posted on September 24, 2010. Filed under: Uncategorized |

Farming mentality.

For networking to yield extraordinary success, your mentality must be that of a farmer. He prepares the soil for months before ever planting the seeds. He tends the seedling with care, feeding and watering them regularly, putting up a scarecrow to keep pesky birds away. It’s a long, drawn-out process to go from seeding a field to harvesting the crops, there’s no quick return.

Approaching networking with a mentality that focuses on the process of cultivating referrals will create the results you desire. Too many times we see professionals who are trying to grow their networks ask all the contacts they make at a mixer to visit their referral group, or keep them in mind for referrals as they give ach new contact two or three of their business cards. This is way too soon. At this stage of the VCP relationship (see below) we are in the Visibility stage and have no right to go “in for the score.”  (As we will discuss in a later article, this is one of the primary reasons for people feeling that networking events are a “waste of time.”)  Think about that farmer diligently tending the seeds he has sown, and spend more time strengthening your friendships with those whom you wish to have as part of your networking circle.

Now that you have the basics for thinking about networking down pat, let’s examine a few of the things you can do to develop a strong word-of-mouth-based business.

Activate the VCP Process.

VCP stands for visibility, credibility, and profitability. What you need to do in order to be visible, credible, and profitable takes a certain skill set. Tings like participating in monthly mixers hosted by your local chamber of commerce, writing a regular column in your local newspaper, or sponsoring the little league are things that make you visible. (see the article “Build Relationships That Last” at to learn more about the VCP process.)

As you become more and more visible in your business community, you’ll develop credibility. People will recognize that you’re here for the long haul, and you’ll begin to receive quality referrals. So look for opportunities to make yourself more visible. Think out of the box- be creative!


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    Helping business-minded individuals to create more business results in less time in order to "buy back" the time to do something truly significant.


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