Wikipedia: Vetting is the process of performing a background check on someone before offering them employment, conferring an award, etc. A prospective person or project may be vetted before making a hiring decision. In addition, in intelligence gathering, assets are vetted to determine their usefulness.The first question was "Vetting for what?" (what job? what role?)
To add clarity, I asked what is the vetting process you use to hire vendors to work in your home, to work on your business, in your life, on your health. How do you decide if the person is good enough for you to hire?
Here are some of the answers (as they shared them, not in any particular order of importance):
- Verify Salesperson works for the company
- Online research: Facebook; linked in; yelp; Angie’s list
- Check References
- Check Chamber Affiliations
- Ask for a referral (get referred to that vendor)
- Spend time with them, talk, build a relationship, vibe, trust
- Background check: licensed?
- Experience in their field?
- Request a written proposal
- Review Insurances (are they covered?)
- Do a phone interview with them
- Visit their physical location
As you can see, there are a number of activities and actions to take before you hire someone (and before you give someone money for a service they are promising to provide).
Let's look at this list in the mindset of referral marketing and building referral relationships.
First off - what is the vetting process that you use to determine if you will partner with someone to refer business back and forth? What is your referral source vetting process? Let's look at this list again:
Perhaps aside from "Request a written proposal" - each of these items could be something you could do to vet your new potential referral source. I'd like to as you - as someone who is interested in referral marketing - which of these, if any, are you using to vet your own referral sources?
Now, let's look at these items another way. Imagine that you are now cultivating a brand new referral relationship with a prospective referral source. Do you think they could be using the same items in this vetting process to check on you? If so - are you making it as easy as possible for them to vet you? Here's the list and some ideas to make it easy, easy, easy for them to vet you.
- Verify Salesperson works for the company
- If you aren't the business owner, can you connect your prospective source to the business owner (in-person, by phone, or via Linked In)? Do you have a business card and does it have the company's domain in your email address? Are you featured on the company's website?
- Online research: Facebook; linked in; yelp; Angie’s list
- Is your Linked In profile up to date? Does it have testimonials from other contacts?
- How about your listings on review sites? Are the reviews positive?
- Check References
- In one of your first contacts with your new contact - can you provide them access to other referral sources you've cultivated? Phone, email, business cards of those people who can vouch for you?
- Check Chamber Affiliations
- Are you a member of the chamber of commerce? Is it easy for your prospective sources to learn that about you?
- Ask for a referral (get referred to that vendor)
- Is there a third party that knows you and your new network member? Can they help with the introduction?
- Spend time with them, talk, build a relationship, vibe, trust
- Have you set a time for your first 1-2-1 meeting?
- Background check: licensed?
- Is it easy to learn (on your website) about the required licensing for your profession and if you are licensed?
- Experience in their field?
- Is your biography up to date on your website and Linked In profile and do they describe your experience?
- Request a written proposal
- Can you share sample copies of proposals that you have provided to prospects with your new referral sources? Note: make these proposals as anonymous as needed to insure privacy and confidentiality.
- Review Insurances (are they covered?)
- Are you covered? Is it clear to referral sources in your communications (business cards, brochures, website, online profile)
- Do a phone interview with them
- Are you willing to take a few minutes to chat with your prospective referral source about your work?
- Visit their physical location
- Have you invited them to see your office, store, or place of business? Does it live up to the standards of your profession?
While we are at it, let's put the shoe on the other foot - - think about how your own prospects are vetting you in deciding to do business with you. As a third review of this list of ways to vet - imagine your clients are vetting you before deciding to hire you. Can the list and actions above be added to your business marketing model to engage clients in ways that they are already vetting you?
- Your prospects may want to verify that you as the salesperson works for the company
- If you aren't the business owner, can you connect your prospective source to the business owner (in-person, by phone, or via Linked In)? Do you have a business card and does it have the company's domain in your email address? Are you featured on the company's website?
- Your prospects are likely to do online research (Facebook; linked in; yelp; Angie’s list)
- Is your Linked In profile up to date? Does it have testimonials from other contacts?
- How about your listings on review sites? Are the reviews positive?
- Your prospects may want to check references
- In one of your first contacts with your new prospect - can you provide them access to other clients you've helped? Phone, email, or other information of those clients who can vouch for you?
- Check Chamber Affiliations
- Are you a member of the chamber of commerce? Is it easy for your clients to learn that about you? Is it on your website?
- Ask for a referral (get referred to that prospect)
- Is there a third party that knows you and your new prospect? Can they help with the introduction?
- Spend time with them, talk, build a relationship, vibe, trust
- Have you set a time for your first 1-2-1 meeting with the prospect to get to know them?
- Background check: licensed?
- Is it easy to learn (on your website) about the required licensing for your profession and if you are licensed?
- Experience in their field?
- Is your biography up to date on your website and Linked In profile and do they describe your experience?
- Request a written proposal
- Can you share sample copies of proposals that you have provided to prospects with your new prospect? Note: make these proposals as anonymous as needed to insure privacy and confidentiality.
- Review Insurances (are they covered?)
- Are you covered? Is it clear to prospective clients in your communications (business cards, brochures, website, online profile)
- Do a phone interview with them
- Are you willing to take a few minutes to chat with your prospective client about your work?
- Visit their physical location
- Have you invited them to see your office, store, or place of business? Does it live up to the standards of your profession?
Some of these items you'll do with each prospect actively (#3, #5, #6, #9, #11, #12 - invite for a visit); a lot of these items you can do once and just review from time to time to make sure the information is current (#1, #2, #4, #7, #8, #10, #12 - make it ready for visitors).
As you become more aware of your own actions and shopping and purchasing methods - you'll be able to start to think like your clients - and to prepare in-advance for them actively. What other ways do you vet your own vendors? Are you prepared to be vetted by prospective referral sources and prospects? Leave your thoughts and questions below.
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