G.A.I.N.S. Exchange

The G.A.I.N.S. Exchange Approach to Networkingstring(46) "The G.A.I.N.S. Exchange Approach to Networking"

June 8, 2020
, , , , , Goals, Networking 7

If you want to be successful in generating referrals, it is crucial to find out as much as you can about the members of your network. And there are five critical things that you must know if you truly want to be a productive networker. These five things are not mysterious secrets; they are facts we are exposed to every day but often pay little attention to because we are not aware of the benefits we can gain by sharing what I call the G.A.I.N.S. Exchange approach to networking. If you know the categories of the G.A.I.N.S. Exchange and use them effectively, you can strengthen your relationships, build a strong business, and live a better life. Of course, the exchange is a two-way street: Not only should you know these things about others, but you should also share the same type of information about yourself with them.

  • Goals
  • Accomplishments
  • Interests
  • Networks
  • Skills

Goals

Goals are the financial, educational, and personal business objectives you want to achieve for yourself and for the people who are important to you. You need to clearly and specifically define your own goals and have a clear picture of the goals of others. 

Accomplishments

Accomplishments tell you more about a person because people like to talk about the things they are proud of. Therefore, engage others in casual conversations to encourage them to talk about their accomplishments. Sharing your accomplishments with them may lead to mutual interests or connections that can be mutually beneficial.  

Interests

The things you enjoy doing can help you connect with others because people are more willing to spend time with those who share their interests. Knowing other people’s interests makes it easier for you to help them in some way. Let them know your interests as well. If you and your contact share many of the same interests, it will strengthen your relationship. 

Networks

Most people have a broad network of individuals they associate with for either business or personal reasons.  The question is, how well you know them? The people you know are connected, directly and indirectly, with people you don’t know. Each of us has sources in abundance that we do not effectively cultivate.

Skills

The more you know about the talents of the people in your network, the better equipped you are to refer to them when someone you know is looking for someone with that skill. Therefore, identify the special skills you have and share your skills with others to help business relationships grow as well.

The best way to develop a strong relationship with others is by helping them to achieve something important to them. Some of your best insight into others comes from knowing what goals they have, what they have already accomplished, and what they are passionate about. Their passions are their most important interests because they are something they love to do and could do all day long. If you can tap the resources represented by their network of contacts, you can significantly improve your overall networking. The more they know about your skills, the faster your name will come to mind when an opportunity arises in which your own networking might play a part.

9 Questions to Help You Start Gaining Visibility through Volunteeringstring(69) "9 Questions to Help You Start Gaining Visibility through Volunteering"

March 17, 2014
, , , , , Givers Gain, Giving, Growth, Networking, Networking Tactics, Social Responsibility, Visibility, Word of Mouth 2

One of the first steps toward networking your business is to become more visible in the community. Remember that people need to know you, like you and trust you in order to refer you. Volunteering can position you to meet key people in your community. It connects you with people who share your passion. It gives you opportunities to demonstrate your talents, skills and integrity, as well as your ability to follow up and do what you say you are going to do. It instantly expands the depth and breadth of your network.

 

People who volunteer demonstrate their commitment to a cause without concern for personal gain. Thus, you should be volunteering with organizations or causes for which you hold genuine interest and concern. If administrators or other volunteers perceive that you are in it primarily for your own gain, your visibility will work against you, and you will undermine your own goals.

Volunteering is not a recreational activity; it’s a serious commitment to help fulfill a need. To find an organization or cause that aligns with your interests, you need to approach volunteerism with a healthy level of thought and strategy.

Start by asking yourself the nine questions below.

1. What do you enjoy doing for yourself in your spare time?

2. What hobbies do you enjoy?

3. What sports do you know well enough to teach?

4. What brings you joy and satisfaction?

5. What social, political or health issue are you passionate about because it relates to you, your family or your friends?

6. Based on the answers to the first five questions, what are three organizations that you can identify that appeal to you? (Examples: youth leagues, libraries, clubs, activist groups, church groups, homeless shelters) Choose the one that most appeals to you, and research the group online and in the community.

7. Now that you’ve researched this group, will it give you an opportunity to meet one of your professional or personal goals? If so, visit the group to “try it on.”

8. Now that you’ve visited this group, do you still want to make a final commitment of your time?

9. Are other group members satisfied with the organization? (To learn this, identify three members of the group to interview in order to assess their satisfaction with the organization. Consider choosing a new member, a two- to three-year member, and a seasoned five- to six-year member to interview.)

Once you’ve done the research required to satisfactorily answer these nine questions, join a group and begin to volunteer for visibility’s sake. Look for leadership roles that will demonstrate your strengths, talents and skills. In other words, volunteer and become visible. It’s a great way to build your personal network.

Are you already an active volunteer?  If so, what organization do you volunteer for and how has it helped you gain visibility within your community?  I’d love to hear about your experiences so please share your thoughts in the comment forum below.  Thanks!

 

5 Key Things You & Your Referral Partners Must Know about One Anotherstring(74) "5 Key Things You & Your Referral Partners Must Know about One Another"

February 17, 2014
, , , , , , , , , Building Relationships, Collaboration, Connections, Conversation, Marketing/Sales, Networking, Networking Prep, Networking Tactics, Referrals, Relationships, Sales, Strategy, Word of Mouth 4

So often, I see people who are frustrated about not getting more business referred to them. After all, they say, isn’t that what business networking is all about?

What many of these people don’t seem to realize, however, is that they need to actively share information (5 key things, in particular) about themselves with the right people before they can expect to have business referred to them by the people in others’ networks.

The fact is, it’s not enough that you’re great at what you do and can offer a lot of value to new clients. To win referrals from networking, you need to ensure that your contacts have all the necessary information about you and your skills so they can go out and persuade third parties to come and purchase your product or service. It’s amazing how many people fail to recognize this.

There are actually five key things that are essential for the members of your network to know about you before you can expect them to refer business your way. Equally, you need to know these same five things about them so you can reciprocate.

I call this process of reciprocal sharing of information the GAINS exchange, based on the first letter of each of the five essential informational points—Goals, Accomplishments, Interests, Networks, and Skills:

  • Goals: What are the objectives that are important to you; what are the problems you want to solve? Not just financial and business goals, but also personal and educational objectives.
  • Accomplishments: What big projects have you completed in business or as an employee? What are your accomplishments as a student or parent?
  • Interests: What are the things you really enjoy doing? The music you like to listen to, the hobbies you spend time on, the sports you like to play or watch? People are more willing to spend time with people they share interests with.
  • Networks: Each of your contacts is a part of many networks. Do you know what these are, how big they are? Each of us has the potential to connect with hundreds or thousands of people if we cultivate these resources.
  • Skills: What do you do especially well? What are the professional areas in which you excel? Don’t be afraid to share this information with your contacts, and learn about the talents and abilities of the people in your network as well.

These are not mysterious pieces of information. They are facts we are exposed to every day, if we look for them.

By remembering the GAINS exchange, you can make sure you don’t overlook this essential information about your networking contacts.  Is there an additional piece of information you make a habit of giving and getting when it comes to networking relationships?  If so, what is it and how have you found it to be effective?  I’d love to hear your ideas and experiences so please share your feedback in the comment forum below—thanks!

The Profit Puzzle of Businessstring(29) "The Profit Puzzle of Business"

February 13, 2012
, , , , , , , , , , , , , , , , Business, Educational Resources, Guest Blog, Management, Profitability, Recommendation, Success 2

I recently had several business associates ask me about finding a good model for a business plan that they can use for their franchise.

Being able to market your business is, to a large extent, based on understanding your business.  Understanding your business begins by creating a plan.  One of the best models I’ve seen is one that I have used and recommended for years.  It’s called the “Profit Puzzle.”  It was developed by a good friend of mine – Don Osborne.

Below are the key categories (or puzzle pieces) that Don uses in his system.  If you need, or want, to produce a business plan for your business.  I recommend you check out www.ProfitPuzzle.com.  Just remember – once you have a structure for your plan – it requires that you commit a fair amount of time and effort to actually complete the plan (the plan doesn’t complete itself!).  You have to do the hard work to think about what goes into each part of the puzzle.

Check out Don’s  categories below.  They are very thorough.

Using the G.A.I.N.S. Exchange to Connect More Effectivelystring(57) "Using the G.A.I.N.S. Exchange to Connect More Effectively"

September 1, 2011
, , , , , , , , , BNI, Building Relationships, Connections, Conversation, Networking, Networking Prep, Networking Tactics, Video Blog 2

Sometimes one of the most difficult parts of networking is getting the conversation started and really engaging people so they are genuinely interested in talking and networking with you.

In this short video, Penny Georgevich explains how to effectively connect with people by using the G.A.I.N.S. (Goals, Accomplishments, Interests, Networks, Skills) Exchange (also referred to as the G.A.I.N.S. Profile)–particularly when it comes to the are of “Interests.”

If you’ve used the G.A.I.N.S. Exchange as a tactic when networking, please share your experience with it in the comments section–how effective did you find it to be?

International Networking Week® 2011–New Videostring(52) "International Networking Week® 2011–New Video"

December 27, 2010
, , , , , , , , , , , , , , , , , , , Announcement, Business, Global Business, Networking, Networking Prep, Referral Institute 3

The new video for International Networking Week® 2011, is now available on YouTube!

The short, eight-minute video, sponsored by NetworkingNow.com and the Referral Institute, discusses the history and significance of this exciting, celebratory week which will be recognized across the globe this coming February 7-11, 2011 (Mark your calendar now! :)), and it also explains a concept many networkers fail to recognize but which all networkers need to be aware of–the ‘networking disconnect’.

This is the fifth year for International Networking Week® and it is now recognized by many countries around the world, with thousands of events being held during the Week.  One of the main goals of the Week is to help businesspeople everywhere build their networking skills; don’t wait until the last minute to join in the celebration and start the year off as a better networker–watch the video now, find an event in your area, and come back and let me know what you’ll be doing to recognize International Networking Week®.

For additional information go to www.InternationalNetworkingWeek.com.