The Connectors

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.

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

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.

PRAISE FOR THE CONNECTORS

"The Connectors is truly a book after my own heart! Across the world, BNI has been built on similar concepts. This great book takes an in-depth look at what it takes to create valuable business relationships. It's packed with advice that will help you improve your current relationships and create great new ones."—Dr. Ivan Misner, founder and chairman, BNI; New York Times bestselling author

"The Connectors helps readers put their best self forward to create strong, positive, profitable relationships. In a world where who you know and who knows you matters, Kuzmeski's great advice will help you lay the groundwork for building relationships that last."—Jon Gordon, author of the international bestseller The Energy Bus and Training Camp

"Ineffective connectors do not make great leaders. They do not make great entrepreneurs. They do not make great salespeople. And so on. In The Connectors, Kuzmeski presents her relationship-building formula and then chapter by chapter shows readers how to use their relationships and connections with others to take their business life to the next level. It's great advice from which we can all learn."—Quint Studer, CEO and founder of Studer Group®; bestselling author of Results That Last and Hardwiring Excellence