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| The Connectors |
Author: Maribeth Kuzmeski
ISBN-13: 9780470488188
Topic: Business & Economics - Marketing
Format: Hardcover
Language: English
Publication Year: 2009
Language: English
Publication Year: 2009
Publisher's Note:
How the World's Most Successful Businesspeople Build Relationships and Win Clients for Life
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.
SKILLS YOU WILL LEARN:
* 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.
Review:
The author, Kuzmeski, uses self-assessments throughout the book, some may leave the reader at a loss on how to grade them. At the end of most of the chapters, the reader can assess themselves in such areas as social intelligence. It is refreshing to put some of the information to direct use.
Kuzmeski takes the reader through the concept of listening versus talking. None of this is new, but is crucial to making her point on how to win clients over. How many sales are blown by speaking over the client and not grasping their objections?
Kuzmeski does a good job of flowing from one topic to the next. It would have been nice to read more about her professional experiences with the subject matter.
The use of charts and graphs enhanced the reading experience. For non-technically oriented managers looking to build their client base, The Connectors provides a great road map. With this foundation, improving relationships with current clients and adding new clients to the business should be accelerated.
Good actionable advice includes a cycle of activity for client retention and recruitment:
-Schedule a phone appointment
-Make a proactive phone call
-E-mail a client whenever you come across anything that might be of interest to them
-Invite clients to educational workshops
-Invite clients to lunch or another social meeting
-Invite clients to a meeting in your office
-Mail a personal note
A review of other works by Maribeth Kuzmeski include AND THE CLIENTS WENT WILD
About the Authors
Maribeth Kuzmeski is the founder of Red Zone Marketing, LLC, which consults to Fortune 500 firms on strategic marketing planning and business growth. A member of the National Speakers Association, she speaks worldwide on the topic of professional services marketing. For more information, visit http://www.redzonemarketing.com/.
TABLE OF CONTENTS:
PART I Winning Business with Relationships.
CHAPTER 1 The Common Denominator of Greatness and Success: It’s Not Money, It’s People!
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.
CHAPTER 3 The Connector IQ Assessment: Am I Socially Intelligent?
CHAPTER 4 The Red Zone Connectors Formula: The Principles for Building Valuable Relationships.
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.
CHAPTER 6 Listen! Curiously Listen!
CHAPTER 7 Important Questions to Ask That Attract Connections.
CHAPTER 8 Getting the Sale to Close Itself: Using Creative Strategies to Sell Without Selling.
CHAPTER 9 Create a Memorable Experience: Differentiating Yourself by the Impact You Leave on Others.
PART III Applying the 5 Connector Traits.
CHAPTER 10 Gain a Stream of Profitable Referrals: The Litmus Test for Relationship Success.
CHAPTER 11 The Employee Connection: The Critical Factor in Creating Clients for Life.
CHAPTER 12 I Don’t Have Time to Connect! Finding the Time to Connect with an Already Busy Schedule.
CHAPTER 13 Find a Mentor: The Influence that Leads, Motivates and Holds You Accountable.
CHAPTER 14 Women's Organizations: Fulfilling a Unique Need for Women to Connect.
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.
CHAPTER 16 Christmas Cards Don’t Work: Meaningful Strategies for Keeping in Touch.
CHAPTER 17 Using Speaking Skills to Develop Relationships: Simple Strategies to Connect Powerfully When Speaking to Small and Large Groups.
CHAPTER 18 Connecting through Social Media Technology: How to Get the Most Out of Facebook, LinkedIn, and Other Social Networking Sites.
CHAPTER 19 The Contrarian Networking Strategy: Create Truly Effective Networking Not Focused on Networking.
CHAPTER 20 Coaching Your Way through to Better Relationships: A Self-Coaching Exercise for Improving Business Relationships.
CHAPTER 21 Financial Advisor Relationship Strategies: A Niche-Based Look at Connecting with Dramatic Sales Results.
Great connectors
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