The VCP method
Posted by Jonathan Patrick
One of the organizations that I recommend professionals at least consider for their networking and referral efforts is BNI, or Business Network International, founded by Ivan Misner. Actually the value of the organization is less the referral opportunities and more the education on how to network.
A key principle that is taught through BNI is the VCP process. In short the process stands for Visibility leads to Credibility which leads to Profitability.
Essentially being an active networker that is seen regularly at events helps build people’s trust in you which will in turn lead to more business opportunities. Professionals that try to zip in and out of organizations are seen as disingenious and not someone that will be along for the long run.
The same principle applies to meeting others through GoGrabLunch.com. Don’t expect to build a relationship that will lead to referrals and business in one setting. Plan to develop things over multiple meetings. Learn enough to know what the other person is looking for and how you can help them.