Visibility + Credibility = Profitability

Sep 6
20:37

2011

Peter George

Peter George

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If you are going to a lot of networking events but are not getting the return on your investment of time and money, then you may be missing one critical ingredient.

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Dr. Ivan Misner,Visibility + Credibility = Profitability Articles founder and chairman of BNI (Business Network International) and contributor to my More Clients More Profits Workbook, coined the phrase VCP (Visibility + Credibility = Profitability). His point is that, to be profitable, one must be much more than simply visible. One must also be credible.

Take a moment to think about this. We have all seen the person at networking events who goes around glad-handing everyone. Perhaps he does little more than pass out cards. Perhaps he says hello, talks a little bit about himself, and then moves on. Sure, he's getting plenty of visibility, but is he building credibility? I doubt it.

The answer is to not only have sufficient visibility, but also build credibility with those you get in front of. You might do this by asking those you meet how you can help them. Perhaps you can ask to meet for coffee on another day so you can get to know each other. It could be as simple as following through by sending a "nice to meet you" card, note, or e-mail.

One of the most powerful ways to begin to establish credibility is to focus your networking conversations on the other people. They immediately recognize that you are not a taker, but a giver. Of course, the usual facets of business that build credibility still hold true, i.e. providing exceptional customer experiences, good products, strong value, etc.

So if you're out there networking (AND YOU NEED TO BE), be sure you are also taking the time and effort to build your credibility. You will love the return you get on your investment.