There are 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 Goals are the financial, business, educational and personal objectives you want or need to meet for yourself and for the 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 clearly and specifically define your own goals and also have a clear picture of the other persons goals. Indeed, the best way to develop a relationship is by helping someone achieve something thats important to him or her. If you do, theyll remember you when you need help achieving your own goals. Youll become valuable sources for each other, and your relationship will endure. Accomplishments Some of your best insight into others comes from knowing what goals theyve achieved, what projects theyve completed, and what theyve 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 theyre 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 a connection that can be beneficial for both of you. Interests Your interests--the things you enjoy doing, talking about, listening to or collecting--can help you connect with others. People are more willing to spend time with those who share their interests or know something about them. Knowing other peoples interests makes it easier 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. Dont forget that your passions are your most important interests. A passion is something you love to do, something you could do all day long without encouragement or prodding 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. Most business people have a broad network of contacts. The question is, how well cultivated are those contacts? Theres an old saying that goes, Its not what you know but who you know. Well, I believe that its not what you know or who you know--its how well you know them that makes a difference. Each of us has sources in abundance that we dont effectively cultivate. Each member of your network is part of several other networks; each of your prospective sources is connected, directly and indirectly, with hundreds, even thousands of people you dont know. If you can tap the resources represented by your network of contacts, you can significantly increase your return on investment in networking. 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 services when you or someone you know needs help. Think about what you do well and identify the special skills you have; exchanging this information will help business relationships grow as well.
Posted on: Wed, 21 Jan 2015 21:00:00 +0000
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