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 "e;connector,"e; even if you ve never been a "e;people person"e; 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.

Learn the relationship-building secrets that lead to lifelongclients, repeat customers, and endless referralsIn today's commoditized marketplace, no matter what product orservice you sell, there's probably someone somewhere able to offerit cheaper, faster, and maybe even better. So how do youdifferentiate yourself from your competitors? The Connectorsshows that the only thing that truly sets you apart is the qualityof your relationships with your clients and customers.Everyone knows that relationships are important in business. Yetmost people would admit that their relationships could bebetter--but don't spend time working on the underlyingskills. This book explains how to develop better, more profitableconnections--as illustrated proven by some of theworld's most successful professionals. Even if you're not a"people person," you can dramatically grow yourbusiness or your career through a few simple approaches torelationship-building.The Connectors presents a five-step methodology that leadto 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 happycustomers* Become a "connector," even if you've never been a "peopleperson"* 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 onothersIn The Connectors, Maribeth Kuzmeski, founder of Red ZoneMarketing, LLC, and consultant to Fortune 500 firms, shows you howto build profitable, long-lasting business relationships.

Introduction ixPART I Winning Business with Relationships.CHAPTER 1 The Common Denominator of Greatness and Success:It's Not Money, It's People! 3CHAPTER 2 You Can Be a Connector Even If You're Not a NaturalPeople Person: How Social Intelligence Makes a Major Difference inBusiness 19CHAPTER 3 The Connector IQ Assessment: Am I SociallyIntelligent? 31CHAPTER 4 The Red Zone Connectors Formula: The Principles forBuilding Valuable Relationships 42PART II How Do They Do It? The 5 Traits ofConnectors.CHAPTER 5 Develop a True "What's in It for Them" Mentality:Focusing on Others Brings More for You 53CHAPTER 6 Listen! Curiously Listen! 65CHAPTER 7 Important Questions to Ask That AttractConnections 83CHAPTER 8 Getting the Sale to Close Itself: Using CreativeStrategies to Sell Without Selling 96CHAPTER 9 Create a Memorable Experience: DifferentiatingYourself by the Impact You Leave on Others 106PART III Applying the 5 Connector Traits.CHAPTER 10 Gain a Stream of Profitable Referrals: TheLitmus Test for Relationship Success 125CHAPTER 11 The Employee Connection: The Critical Factor inCreating Clients for Life 138CHAPTER 12 I Don't Have Time to Connect! Finding the Timeto Connect with an Already Busy Schedule 147CHAPTER 13 Find a Mentor: The Influence that LeadsMotivates and Holds You Accountable 154CHAPTER 14 Women's Organizations: Fulfilling a Unique Needfor Women to Connect 164PART IV Power Tools for RelationshipBuilding.CHAPTER 15 How to Get the Most from Outlook, ACT, and OtherCRM Software: Strategies for Organizing and Tracking Relationships175CHAPTER 16 Christmas Cards Don't Work: MeaningfulStrategies for Keeping in Touch 182CHAPTER 17 Using Speaking Skills to Develop Relationships:Simple Strategies to Connect Powerfully When Speaking to Small andLarge Groups 191CHAPTER 18 Connecting through Social Media Technology: Howto Get the Most Out of Facebook, LinkedIn, and Other SocialNetworking Sites 200CHAPTER 19 The Contrarian Networking Strategy: Create TrulyEffective Networking Not Focused on Networking 212CHAPTER 20 Coaching Your Way through to BetterRelationships: A Self-Coaching Exercise for Improving BusinessRelationships 222CHAPTER 21 Financial Advisor Relationship Strategies: ANiche-Based Look at Connecting with Dramatic Sales Results 235Notes 248Index 251