The VCP Process™
Visibility
Visibility is about being seen. You must be visible. In entertainment and publishing this is called you visibility is part of your platform. It answers the question, “Who is that?” And more importantly, “Why should I meet with her?” Being known and remembered means that when people need your product or services, YOU are the one they are most likely to think of and hopefully, call.
There is positive and negative visibility. You want the positive kind. Some people think any kind of visibility is good visibility. But that is not true. Negative visibility will get you known, and remembered, but also avoided.
The greater your visibility:
- More widely known you become.
- More information you obtain about others.
- More opportunities you will be exposed to.
- Better your chances of being recognized as someone to whom others can or should refer business.
Credibility
The next level in the VCP Process™ is Credibility. Until you and an acquaintance have had expectations of one another and they are fulfilled in a satisfactory manner, you are not in credibility. You gain credibility by demonstrating that you are reliable. Keeping your appointments and promises, doing what you say you are going to do at the prices you have quoted are all part of building and maintaining credibility. Someone can loan you their credibility by giving you a strong testimonial. In a testimonial the person ensures someone who trusts them that you too are worth that trust.
If you fail to keep the commitment or promise made, you not only lose the budding relationship with the new client, but you also can seriously damage your relationship with your referral source.
Profitability
Profitability only comes after Visibility and Credibility are strong. Don’t confuse networking with selling. In selling it is about the transaction, in networking it is about the relationship. Without the relationship, you easily fall prey to competition, and even indifference. Profitability that is not mutually shared is not sustainable. If you are consistently giving someone business and they are not returning the favor, the relationship is out of balance and will evaporate sooner or later. The best way to move into profitability is through Givers Gain™. People like sending business to people who send them business back.
Examine your relationships and determine whether you are in V, C or P with each person. Take positive dynamic action to move your relationship toward profitability. Sometimes it is quick, sometimes it takes time, but it is worth the time and effort!