Description
Book SynopsisA proven step-by-step approach to leveraging the unique power of relationships to your best business advantage.Our professional relationships are the most important asset we have when it comes to growing our careers and our businesses. Most people think of this as âœnetworking.â But in todayâs hyperconnected market, the most cost-effective and high-return route to new, repeat, and referral business is through our
existing networks, not through adding more social media âœfriendsâ and âœconnections.â This transformative guide from relationship marketing expert Zvi Band shows you how to deepen your personal connections to achieve your professional goalsâusing the CAPITAL strategy of relationship-building techniques:
â
Consistency: develop good habits to form stronger relationships
â
Aggregate: build a personal database of professional contacts
â
Prioritize: order your network based on who can help
â
<
Table of Contents
INTRODUCTION: Relationships Are Our Most
Important Asset
CHAPTER 1 People Do Business with
People They Know
CHAPTER 2 The Barriers to Maintaining Relationships
CHAPTER 3 Setting the Baseline: Understanding
Your Goals
CHAPTER 4 The CAPITAL Strategy for Managing
Your Relationships
CHAPTER 5 Consistent Execution: Setting up the Right
Habits So You Can Play the Long Game
CHAPTER 6 Aggregate: Building Your Sphere
CHAPTER 7 Prioritize: Highlighting Those in Your
Network Who Can Help
CHAPTER 8 Investigate: Collecting Intelligence on the
People Who Are Most Important to You
CHAPTER 9 Timely Engagement: Building a Rhythm
to Your Follow-Up
CHAPTER 10 Add Value, Part 1: Doing Meaningful
Actions
CHAPTER 11 Add Value, Part 2: Offering More
Through Connection
CHAPTER 12 Leverage: Executing More Efficiently
CHAPTER 13 Getting Results
CHAPTER 14 How It Works in the Real World
Conclusion
Acknowledgments
Appendices
APPENDIX A: Tools
APPENDIX B: Sample Buckets
APPENDIX C: Message Templates
APPENDIX D: Reading List
Notes
Index
