The Connectors: How the World's Most Successful Businesspeople Build Relationships and Win Clients for Life

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John Wiley & Sons, Sep 8, 2009 - Business & Economics - 272 pages
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Learn the relationship-building secrets that lead to lifelong clients, repeat customers, and endless referrals

In today's commoditized marketplace, no matter what product or service you sell, there's probably someone somewhere able to offer it cheaper, faster, and maybe even better. So how do you differentiate yourself from your competitors? The Connectors shows that the only thing that truly sets you apart is the quality of your relationships with your clients and customers.

Everyone knows that relationships are important in business. Yet most people would admit that their relationships could be better—but don’t spend time working on the underlying skills. This book explains how to develop better, more profitable connections—as illustrated proven by some of the world’s most successful professionals. Even if you're not a “people person,” you can dramatically grow your business or your career through a few simple approaches to relationship-building.

The Connectors presents a five-step methodology that lead to lifelong clients, repeat customers, and endless referrals. Inside, you'll learn how to:

  • Stop networking and start truly connecting
  • Create an avalanche of referrals and an army of happy customers
  • Become a "connector," even if you’ve never been a "people person"
  • Find your social IQ—and improve it
  • Put relationship-building principles to work daily
  • Focus on others and reap the rewards yourself
  • Ask the right questions—and sell without selling
  • Differentiate yourself through the impact you have on others

In The Connectors, Maribeth Kuzmeski, founder of Red Zone Marketing, LLC, and consultant to Fortune 500 firms, shows you how to build profitable, long-lasting business relationships.

 

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LibraryThing Review

User Review  - capiam1234 - LibraryThing

Not as great as I expected. There were a few nuggets of information towards prospecting and networking that I may try in the future, but overall it was a rehash of information many others have tackled. Read full review

LibraryThing Review

User Review  - lanes_3 - LibraryThing

There are a couple nuggets here of good general information on developing business or professional relationships, but it is really more geared towards sales, marketing, and finance (the last chapter ... Read full review

Contents

The Cheesehead Phenomenon
Individuals Create a Brand Experience
The Age of Experience
How Are You Creating the Experience?
Its More Than the Product You Sell
Being Authentic
What Gifts Are You Giving to Others?
The True Litmus TestAsk Others

Our Brothersand SistersKeeper
The Other Side of the Coin
The Fine Print
Where Do I Start?
Your Intelligence Is Important
Breaking the Myth of the IQ Test as a Success Measure
We Are Sophisticated Beings and We Were Born to Connect
Social Intelligence and the Impact in Politics
What Is It about Being Socially Intelligent That Gets People to Act Buy and Follow?
The Connector IQ CIQ Assessment
Connector IQ Types
Awareness Is the First Step
Other Helpful Assessments Available
Understanding the Personality and Style of Others
Connecting More Effectively Using The 5 Red Zone Connector Traits
What Skills Do I Need to Work on?
Playing in the Red Zone
Bringing People with You by Making It about Them
How Do You Make Something Thats about You about Others?
Our Love of the Underdog
Connecting Is Not for Lone Rangers
What Really Counts
Seriously Do I Matter to YOU?
Strategies for Making It All about Othersand Becoming Likeable at the Same Time
Everyday Greatness
Business AlliancesIt is All about the Other Person
The Whats in It for Them FACTOR
Curiously Listening
Can Listening Save You from Getting Sued?
The Effects of Curious Listening Can Be Dramatic
What Does It Mean to Really Listen?
Theres Something about the Way That a Curious Listener Makes Us Feel
Lee Iacocca Says Listening Curiously is 1 Trait of Leaders
Thinking FastBut Not Talking Too Quickly
Can You Top This?
Im Listening to You
Time Spent Listening
A Nation of NonListeners
The Listening Stick
Final Reminders to Improve Listening
The Listening Assessment
Did You Ask Any Good Questions Today?
Asking Questions Effectively
All the Right Questions
Heart Questions
Fulfilling a Dream
Questioning Your Employees
The HowTos of Effective Questioning
Open and Closed Questions
Funnel Questions
Dont Act as Smart as You May Be
Give em What They Want
Three Strategies for Connecting and Closing Sales
The More Questions I Ask
Getting to the Heart of the Matter
The Passionate Businessperson Is Always Selling
A Hard Rock Experience
Give em Something to Talk about
Its All about the Gift You Give
Customercentric
But Do People Want Your Experience?
The WorstCase Scenario
The Reasons We May Not Get the Referrals We Deserve
Take Action to Build Client Relationships
B Do People Have Something Unique to Talk About?
Delighted Clients Become Evangelists for You
Dropping the Ball on Business and Referrals
The Lifetime Value of a Client
C Are You Truly Referableor Could You Be More Referable?
Building a Client Connection Begins with the Employee Connection
What is Different Today?
HCLs Employee First Customer Second Initiative
Command and Control versus Collaboration and Teamwork
TwoWay Communication
Open Lines of Communication
Simple but Sound Advice
All We Have
Big Rocks First
Resource
So Do You Have a Mentor?
What to Expect
A Mentoring Event
The Xerox Approach
Approaching Potential Mentors
Mentor Meeting Checklist
NAWBO
Womens Leadership Exchange WLE
eWomenNetwork
The Common Theme
Strategies for Organizing Emails
Strategies for Organizing ConnectionsContacts
Description of Customer Relationship Management Software Programs
Client Communication
Consider Personally Delivered Communications
Keeping in Touch with Prospects
Keeping in Touch with an Entire GroupBringing It All Together
Three Types of Contact Strategies
Those Who Speak Well Win in Business
The Red Zone Connectors Formula for Speaking
Design Your Presentation around Their Concerns Not Your Solutions
Organizing a Presentation
The Heckler Techniques for Authentic Conversational Speaking
A Formula that Connects
Its Not Traditional but Everybodys Doing It
The Business Happy Hour
Your Consumers Will Be CoOwners
Stop Networking
Collaborations and Partnerships
Networks versus Networking Organizations
What to Say When Someone Asks about You
The 15SecondPitch Formula
Creating Sustainable Profitable Business Relationships1
Are Financial Advisors a Commodity?
The Relationship Quotient
So Whats Working?
Evaluate Your Site Using Analytics
Chapter 2
Chapter 11
Chapter 19
Chapter 20
Copyright

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About the author (2009)

Maribeth Kuzmeski, MBA, is the founder of Red Zone Marketing, Inc., which consults to Fortune 500 firms on strategic marketing planning and business growth. A frequent national media contributor and international speaker, Maribeth shares her research and case studies on what is working today in sales and marketing. She has a degree in journalism from Syracuse University and an MBA from The George Washington University. Maribeth lives in the Chicago, Illinois, area with her husband and two teenagers.

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