Monday Morning Coach Archives - Effective Networking

Keys to Effective Networking

I’ve been involved in Toastmasters for over 20 years and I believe, beyond a doubt, it has been one of my greatest resources for personal and professional success.  Part of what makes it such a great personal development program is that speakers are always bringing in excellent ideas for others to learn from.  Such was the case last week when my long-time friend and Las Vegas BNI (Business Network International) Director Leslie Taylor presented a speech that outlined a simply brilliant model for building effective relationships. 

We’ve all been there:  We go to a networking function or set up a time to get together for coffee or lunch with someone we’ve met in our travels and then stall in that awkward moment where we really don’t know how to begin.  The GAINS model (which Leslie contributed to the best-selling book, Business by Referral) is truly one of the most powerful and effective methods I’ve encountered for building relationships.   

Thank you Leslie!  Here, for your “gain” is the GAINS model in all of its simple brilliance: 

G-Goals—Find out about your acquaintance’s goals—personal and professional.  Do they have a “bucket list?”  What’s on it?  What are they trying to accomplish.  This one question alone unlocks a treasure trove of useful information and positive connections. 

A-Accomplishments—What are his/her accomplishments?  We’re not talking here about awards or “big” recognition.  We’re talking about what they feel proud about.  Their children?  A particular personal goal they’ve accomplished?  A project they’ve completed that has special meaning?  Overcoming a big challenge in life?  What has significance to your acquaintance? 

I-Interests—What are their interests, hobbies or activities?  Do you share anything in common?  What would they like to start doing that you might be able to link them to? 

N-Networks—What groups or organizations are they a member of?  I remember a conversation a couple of years ago that resulted in my joining a Rotary Club, something I had been thinking about doing for a long time.  The topic came up during a networking event, which led to an invitation to attend a meeting and now I’ve been involved in this organization for more than a year.  This question can be one of the most valuable keys to increasing your own “net-worth” by finding out about other groups and organizations in your community. 

S-Skills—What special skills does your acquaintance possess?  What skills are they looking to develop?  Do you know someone or something that might be helpful to them?  Do they have skills you might be able to use or refer others to? 

Notice none of this is about you!  It’s not about perfecting your 30-second elevator speech.  It’s not about getting your business card into someone’s hands and telling them what constitutes a “good referral” for you.  It’s about taking a sincere interest in someone else and looking for ways to deepen the connection with that person.   

If you are familiar with BNI, you know their motto is: “Givers Gain.”  I invite you to start using this simple but powerful tool for creating win-win relationships this week.  You have nothing to lose and everything to GAIN!

Have a brilliant week!