The connectors : how the world's most successful businesspeople build relationships and win clients for life / by Maribeth Kuzmeski
By: Kuzmeski, Maribeth.Publisher: Hoboken, N.J. : John Wiley & Sons, 2009Description: xiv, 258 p. ; 24 cm.ISBN: 9781118156285 (pbk.).Subject(s): Human relations | Networking | Client relationships | Customer relationshipsOnline resources: Download as an eBook
|Item type||Home library||Call number||Status||Notes||Date due||Barcode||Item reserves|
|EBook||International||ProQuest eBook (Browse shelf)||eBook||Available as an ebook here|
|Book||New Zealand||240 CON (Browse shelf)||Not for loan||CA004536|
WINNING BUSINESS WITH RELATIONSHIPS : The common denominator of greatness and success : it's not money, it's people! -- You can be a connector even if you're not a natural people person : how social intelligence makes a major difference in business -- The connector IQ assessment : am I socially intelligent? -- The red zone connectors formula : the principles for building valuable relationships -- HOW DO THEY DO IT? THE 5 TRAITS OF CONNECTORS : Develop a true "what's in it for them" mentality : focusing on others brings more for you -- Listen! Curiously listen! -- Important questions to ask that attract connections -- Getting the sale to close itself : using creative strategies to sell without selling -- Create a memorable experience : differentiating yourself by the impact you leave on others - APPLYING THE 5 CONNECTOR TRAITS : Gain a stream of profitable referrals : the litmus test for relationship success -- The employee connection : the critical factor in creating clients for life -- I don't have time to connect! Finding the time to connect with an already busy schedule -- Find a mentor : the influence that leads, motivates and holds you accountable -- Women's organizations : fulfilling a unique need for women to connect - POWER TOOLS FOR RELATIONSHIP BUILDING : How to get the most from Outlook, ACT, and other CRM software : strategies for organizing and tracking relationships -- Christmas cards don't work : meaningful strategies for keeping in touch -- Using speaking skills to develop relationships : simple strategies to connect powerfully when speaking to small and large groups -- Connecting through social media technology : how to get the most out of Facebook, LinkedIn, and other social networking sites -- The contrarian networking strategy : create truly effective networking not focused on networking -- Coaching your way through to better relationships : a self-coaching exercise for improving business relationships -- Financial advisor relationship strategies : a niche-based look at connecting with dramatic sales results.
Presents a five-step methodology designed to help you build high-quality business relationships that can lead to lifelong clients, repeat customers, and referrals. Based on interviews with hundreds of successful businesspeople, CEOs and founders of companies.