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
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