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

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  • Edition: 1st
  • Format: Paperback
  • Copyright: 2011-12-27
  • Publisher: Wiley

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Learn the relationship-building secrets that lead to lifelong clients, repeat customers, and endless referrals In todays commoditized marketplace, no matter what product or service you sell, theres 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 youre 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, youll 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.

Author Biography

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.

Table of Contents

Introductionp. ix
Winning Business With Relationships
The Common Denominator Of Greatness And Success: It's Not Money, It's People!p. 3
You Can Be A Connector Even If You're Not A Natural People Person: How Social Intelligence Makes A Major Difference In Businessp. 19
The Connector IQ Assessment: Am I Socially Intelligent?p. 31
The Red Zone Connectors Formula: The Principles For Building Valuable Relationshipsp. 42
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 Youp. 53
Listen.' Curiously Listen!p. 65
Important Questions to Ask That Attract Connectionsp. 83
Getting the Sale to Close Itself: Using Creative Strategies to Sell Without Sellingp. 96
Create a Memorable Experience: Differentiating Yourself by the Impact You Leave on Othersp. 106
Applying the 5 Connector Traits
Gain a Stream of Profitable Referrals: The Litmus Test for Relationship Successp. 125
The Employee Connection: The Critical Factor in Creating Clients for Lifep. 138
I Don't Have Time to Connect! Finding the Time to Connect with an Already Busy Schedulep. 147
Find a Mentor: The Influence that Leads, Motivates and Holds You Accountablep. 154
Women's Organizations: Fulfilling a Unique Need for Women to Connectp. 164
Power Tools for Relationship Building
How to Get the Most from Outlook, ACT, and Other CRM Software: Strategies for Organizing and Tracking Relationshipsp. 175
Christmas Cards Don't Work: Meaningful Strategies for Keeping in Touchp. 182
Using Speaking Skills to Develop Relationships: Simple Strategies to Connect Powerfully When Speaking to Small and Large Groupsp. 191
Connecting through Social Media Technology: How to Get the Most Out of Facebook, Linkedln, and Other Social Networking Sitesp. 200
The Contrarian Networking Strategy: Create Truly Effective Networking Not Focused on Networkingp. 212
Coaching Your Way through to Better Relationships: A Self-Coaching Exercise for Improving Business Relationshipsp. 222
Financial Advisor Relationship Strategies: A Niche-Based Look at Connecting with 0Dramatic Sales Resultsp. 235
Notesp. 248
Indexp. 251
Table of Contents provided by Ingram. All Rights Reserved.

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