Introduction ix PART I Winning Business with Relationships. CHAPTER 1 The Common Denominator of Greatness and Success: It?s Not Money, It's People! 3 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 19 CHAPTER 3 The Connector IQ Assessment: Am I Socially Intelligent? 31 CHAPTER 4 The Red Zone Connectors Formula: The Principles for Building Valuable Relationships 42 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 53 CHAPTER 6 Listen! Curiously Listen! 65 CHAPTER 7 Important Questions to Ask That Attract Connections 83 CHAPTER 8 Getting the Sale to Close Itself: Using Creative Strategies to Sell Without Selling 96 CHAPTER 9 Create a Memorable Experience: Differentiating Yourself by the Impact You Leave on Others 106 PART III Applying the 5 Connector Traits. CHAPTER 10 Gain a Stream of Profitable Referrals: The Litmus Test for Relationship Success 125 CHAPTER 11 The Employee Connection: The Critical Factor in Creating Clients for Life 138 CHAPTER 12 I Don't Have Time to Connect! Finding the Time to Connect with an Already Busy Schedule 147 CHAPTER 13 Find a Mentor: The Influence that Leads, Motivates and Holds You Accountable 154 CHAPTER 14 Women's Organizations: Fulfilling a Unique Need for Women to Connect 164 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 175 CHAPTER 16 Christmas Cards Don't Work: Meaningful Strategies for Keeping in Touch 182 CHAPTER 17 Using Speaking Skills to Develop Relationships: Simple Strategies to Connect Powerfully When Speaking to Small and Large Groups 191 CHAPTER 18 Connecting through Social Media Technology: How to Get the Most Out of Facebook, LinkedIn, and Other Social Networking Sites 200 CHAPTER 19 The Contrarian Networking Strategy: Create Truly Effective Networking Not Focused on Networking 212 CHAPTER 20 Coaching Your Way through to Better Relationships: A Self-Coaching Exercise for Improving Business Relationships 222 CHAPTER 21 Financial Advisor Relationship Strategies: A Niche-Based Look at Connecting with Dramatic Sales Results 235 Notes 248 Index 251
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.