We teach the GAINS Profile to all BNI members to use during your one to ones. I find that most BNI members do not have a GAINS Profile on most of their members. The GAINS Profile was developed by Dr. Robert Davis and Dr. Ivan Misner in the Book Business by Referral. It is a great tool for developing stronger relationships with your network.
G = Goals, know what the goals are that your fellow members have is your ability to help them. It is how you GIVE. If I understand what you are trying to achieve I may be able to help you more consistently.
A=Achievements or Accomplishments, this builds Credibility. When I understand what my fellow members have achieved I can carry that story to others to help build their credibility.
I=Interest or Passions, know what others are passionate about allows you to create Rapport with your fellow members. Rapport is what builds relationships and trust. If I cannot build rapport with you chance are we are not going to be able to do business together. BONUS, if I know the Interest or Passions of my fellow members I will know how to THANK my partners.
N=Networks, it is very powerful to know where your fellow members are networking, they may well be hanging out with your target market. Who are you members hanging out with, where are they spending their time.
S=Skills, knowing the skills of your fellow members will allow you to have other abilities to help one another and possibly open the door to a great referral. You add value to one another when you know each others skills.
The next time you do a one to one, try using the GAINS Profile. There are a great many reasons to use this system. I you would like to learn more about the GAINS Profile, pick up the book, BUSINESS BY REFERRAL it has a lot of great information. It is also one of the text books that the Referral Institue uses teaching the Certified Networker Program.
Don’t waste your next one to one, use a GAINS Profile.
Happy Networking
Hazel M. Walker
