The Connectors (eBook)

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

Maribeth Kuzmeski (Autor)

eBook Download: PDF

2009 | 1. Auflage
272 Seiten
John Wiley & Sons (Verlag)
978-0-470-53011-5 (ISBN)

Infos

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.

Autor

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.

Inhalt

Introduction ix

PART I Winning Business with Relationships.

CHAPTER 1 The Common Denominator of Greatness and Success:
It's Not Money, It's People! 3

CHAPTER 2 You Can Be a Connector Even If You're Not a Natural
People Person: How Social Intelligence Makes a Major Difference in
Business 19

CHAPTER 3 The Connector IQ Assessment: Am I Socially
Intelligent? 31

CHAPTER 4 The Red Zone Connectors Formula: The Principles for
Building Valuable Relationships 42

PART II How Do They Do It? The 5 Traits of
Connectors.

CHAPTER 5 Develop a True "What's in It for Them" Mentality:
Focusing on Others Brings More for You 53

CHAPTER 6 Listen! Curiously Listen! 65

CHAPTER 7 Important Questions to Ask That Attract
Connections 83

CHAPTER 8 Getting the Sale to Close Itself: Using Creative
Strategies to Sell Without Selling 96

CHAPTER 9 Create a Memorable Experience: Differentiating
Yourself by the Impact You Leave on Others 106

PART III Applying the 5 Connector Traits.

CHAPTER 10 Gain a Stream of Profitable Referrals: The
Litmus Test for Relationship Success 125

CHAPTER 11 The Employee Connection: The Critical Factor in
Creating Clients for Life 138

CHAPTER 12 I Don't Have Time to Connect! Finding the Time
to Connect with an Already Busy Schedule 147

CHAPTER 13 Find a Mentor: The Influence that Leads,
Motivates and Holds You Accountable 154

CHAPTER 14 Women's Organizations: Fulfilling a Unique Need
for Women to Connect 164

PART IV Power Tools for Relationship
Building.

CHAPTER 15 How to Get the Most from Outlook, ACT, and Other
CRM Software: Strategies for Organizing and Tracking Relationships
175

CHAPTER 16 Christmas Cards Don't Work: Meaningful
Strategies for Keeping in Touch 182

CHAPTER 17 Using Speaking Skills to Develop Relationships:
Simple Strategies to Connect Powerfully When Speaking to Small and
Large Groups 191

CHAPTER 18 Connecting through Social Media Technology: How
to Get the Most Out of Facebook, LinkedIn, and Other Social
Networking Sites 200

CHAPTER 19 The Contrarian Networking Strategy: Create Truly
Effective Networking Not Focused on Networking 212

CHAPTER 20 Coaching Your Way through to Better
Relationships: A Self-Coaching Exercise for Improving Business
Relationships 222

CHAPTER 21 Financial Advisor Relationship Strategies: A
Niche-Based Look at Connecting with Dramatic Sales Results 235

Notes 248

Index 251

Produkt-Details

• Erscheint lt. Verlag: 28.8.2009
• Sprache: englisch
• Themenwelt: Sachbuch/Ratgeber ► Beruf / Finanzen / Recht / Wirtschaft
• Themenwelt: Wirtschaft ► Betriebswirtschaft / Management ► Marketing / Vertrieb
• Themenwelt: Wirtschaft ► Betriebswirtschaft / Management ► Unternehmensführung / Management
• Schlagworte: Business & Management • Klein- u. mittelständische Unternehmen u. Existenzgründung • Klein- u. mittelständische Unternehmen u. Existenzgründung • Klein- und Mittelbetrieb • Small Business & Entrepreneurship • Wirtschaft u. Management
• ISBN-10: 0-470-53011-1 / 0470530111
• ISBN-13: 978-0-470-53011-5 / 9780470530115