G.A.I.N.S. In Networking
©1999 All Rights Reserved
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 accrue by sharing them. I call this sharing the GAINS Exchange:
• Goals
• Accomplishments
• Interests
• Networks
• Skills
If you know the GAINS categories and use them effectively, you can strengthen your relationships, create strong organizations, and live a more rewarding, productive, and enjoyable life. This is also a two-way street. Not only should you know these things about others, you should share with them the same information about yourself.
Goals
Goals are the financial, business, educational, and personal objectives you want or need to meet for yourself and for people who are important to you. They could be problems you want to resolve or decisions you need to make, either immediately or down the road.
Whatever they are, you need to define your own goals clearly and specifically and you need to have a clear picture of the other person's goals. Indeed, the best way to develop a relationship is by helping someone achieve something that's important to her. If you do, she'll remember you when you need help achieving your goals. You'll become valuable sources for each other, and your relationships will endure.
Accomplishments
Some of your best insight into others comes from knowing what goals they have achieved, what projects they've completed, what they have accomplished both for themselves and for others. Accomplishments, whether as student, employee, organization member, parent, friend, sports fan, or neighbor, tell you more about a person than any number of intentions or attitudes.
People like to talk about the things they're proud of. Engage your network members in casual conversation; encourage them to talk about their accomplishments. Sharing your accomplishments may lead to fortuitous surprises, such as a mutual interest, or connection that can be beneficial for both of you.
Interests
Your interests can help you connect with others. People are more willing to spend time with those who share their interests or know something about them; if you and your network source share many of the same interests, it will strengthen your relationship.
Passions are your most important interests. A passion is something you love to do, something you could do all day long without encouragement or compliments from others.
Networks
A network starts with any group (formal or informal), organization, institution, company, or individual you associate with for either business or personal reasons. You have many networks, both formal and informal.
As the saying goes, "It's not what you know but whom you know" -- and to that you can add, "whom the people in your network know." As you share your networks with others, you will build relationships faster -- relationships that lead to business opportunities.
Skills
The more you know about the talents, abilities, and assets of the people in your network, the better equipped you are to find competent, affordable service when you or someone you know needs help. Think about what you do and identify the special skills you have; exchanging this information will help business relationships grow as well.
Dr. Ivan Misner is the author of The World's Best Known Marketing Secret (Bard Press), and co-author of Business by Referral (Bard Press). He is also Founder & CEO of BNI (Business Network Int'l.) the world's largest referral organization with over 1,600 chapters in almost a dozen countries around the world. He is a professor of Business Management at the University of La Verne where he resides with his wife and three children.
