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

Overview

The Connectors uses practical exercises and case studies to show you how to set yourself apart from the rest by building high-quality, profitable relationships with your clients and customers. It presents a five-step methodology that helps you build the kind of high-quality relationships that lead to lifelong clients, repeat customers, and endless referrals.

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Overview

The Connectors uses practical exercises and case studies to show you how to set yourself apart from the rest by building high-quality, profitable relationships with your clients and customers. It presents a five-step methodology that helps you build the kind of high-quality relationships that lead to lifelong clients, repeat customers, and endless referrals.

Read More Show Less

Product Details

  • ISBN-13: 9781118156285
  • Publisher: Wiley
  • Publication date: 12/27/2011
  • Edition number: 1
  • Pages: 272
  • Sales rank: 601,787
  • Product dimensions: 5.60 (w) x 8.60 (h) x 0.90 (d)

Table of Contents

Pt. I Winning Business with Relationships

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

Ch. 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

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

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

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

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

Ch. 6 Listen! Curiously Listen! 65

Ch. 7 Important Questions to Ask That Attract Connections 83

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

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

Pt. III Applying the 5 Connector Traits

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

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

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

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

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

Pt. IV Power Tools for Relationship Building

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

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

Ch. 17 Using SpeakingSkills to Develop Relationships: Simple Strategies to Connect Powerfully When Speaking to Small and Large Groups 191

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

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

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

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

Notes 248

Index 251

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