I joined BNI 11 years ago. I’ve seen immense growth, personally, professionally and financially because of my membership of BNI. The system, and associated tools, have allowed me to cultivate deeper business relationships, and hence generate more business referrals. One of the greatest tools that BNI has developed is the GAINS Exchange. The GAINS Exchange has allowed me to find out more information about my fellow BNI members but has also allowed me to educate them more about me.
The GAINS Exchange covers five key areas. It’s important that my network knows this about me. It’s important that I know about them.
One underutilised benefit of the GAINS Exchange though is the value of these questions when meeting a new contact at a networking event. The Exchange need not be an interrogation. The key areas can be used conversationally to guide discussion. They don’t even have to be done in the same order.
Let’s look at the five areas the GAINS Exchange covers : Goals, Accomplishments, Interests, Networks, and Skills.
Goals: Don’t just ask someone about their business goals. As a small business owner it’s likely that their business and personal goals are intertwined. What do they want to achieve? Is there a problem they want to solve?
Accomplishments: Have they completed a project that’s seen a massive result? Do they have any successes in their personal life that they are proud of?
Interests: Ask them what they do for fun away from work? Ask them the type of music they like, what hobbies they have and whether they like to watch or play sports. You may find areas of common interest, you may not. You may find that they have a hobby you have never heard of that you find fascinating. Questions around interests can keep the conversation going for hours.
Networks: If you meet someone at an event or at a barbeque ask them what other networks they are part of. Where else do they hang out? What other events do they go to? Are they a Rotarian? If I meet someone and find out that they are a member of BNI I will often go to visit their chapter. Find out what social networks those you meet are part of and consider connecting with them there.
Skills: Another great question to ask, and conversation to have, is to find out what someone is particularly good at. What do they do well? What do they do better than anyone else?
There you have it. The sections of the GAINS Exchange. Can you see how you will integrate this into your own conversations at a networking event? Most regularly I usually start with interests, then move to skills and accomplishments. I follow up with goals and then end with networks. Having said that, I can change the conversation order depending on the situation.
As I mentioned, I learned about the GAINS Exchange as a member of BNI. Would you like to visit a Melbourne based chapter? If so, get in touch today.