career development
The “Connection” Key:
Seven Ways the World’s Most Successful Businesspeople
Trounce the Competition—and How You Can,Too
I
t’s a question most of us have asked achieved great levels of success. ness of the relationships you are form-
ourselves: What makes successful “Fundamentally, humans are social ing. To maximize the value of your
people so, well, successful? It’s animals,” Kuzmeski explains. “Our interactions, Kuzmeski suggests first
tempting to think that those at the top brains are wired to connect with the figuring out to whom you’re relating,
of the ladder know something the rest brains of others, and every interaction and how you’re doing it.
of us mere mortals don’t—and at a influences the future behavior of both “Don’t panic—there’s no need to
time when we’re all desperate to hold parties. How good you are or aren’t at become best friends with every single
onto jobs, clients, and market shares, building quality relationships has a person you meet!” she says. “Instead,
the quest for that missing ingredient measurable impact on your ultimate think about the people with whom it’s
takes on new gravity. But according to success. If you are able to truly connect important for you to become well
marketing guru Maribeth Kuzmeski, with feeling, purpose, and honesty, you acquainted in order to create loyal
that “special something” you’ve been will experience faster closes, smoother clients, further your career, and build a
searching for isn’t an uncanny ability client and customer interactions, and successful business. Consider cate-
to predict the market’s future, a mem- lots of long-term business. On top of gories like clients and vendors, or spe-
bership with MENSA, or a secret busi- that, you’ll become known as a great cific individuals within categories.
ness formula. leader.” Then jot down some ideas for reaching
Quite simply, what sets you apart That sounds great, you might be out to each of these people.”
from the competition is your ability to thinking. But I’m not exactly dripping
connect. with charisma. I’m not sure I have the Improve your social IQ.
“Relationships are the real secret to social skills I’d need to do all of that! No matter how much you know,
success,” asserts marketing guru Mari- “Not to worry,” assures Kuzmeski. there’s always more to learn—and
beth Kuzmeski, author of The Connec- “With the right tools, strategies, and that’s just as true for social intelligence
tors: How the World’s Most Successful tactics, you can change the way you as it is for book smarts. Once you’ve
Businesspeople Build Relationships develop relationships and forge a net- determined where your connections
and Win Clients for Life. “If you can work of colleagues and contacts who need to be made, think about how you
build strong relationships and connect will stick with you through thick and currently interact with these people,
with your customers and colleagues, thin—and best of all, voluntarily rec- and be honest with yourself. Are you
you will get your piece of the prover- ommend your services to others.” exclusive, controlling, and distant? Or
bial pie. If you can’t, you’ll be scram- If you’re ready to stop going are you inclusive, empathetic, and
bling for crumbs.” through the motions and start truly warm? How often do you reach out?
Whether you’re a salesperson, an connecting, read on for some straight- Do you take into account what others
entrepreneur, or an executive, your forward, easy-to-apply tips that will think? How do you make them feel?
ultimate job is to bring in clients and garner immediate results. Kuzmeski suggests that at the end
keep them. Those are the basics. Prob- of each day you spend a few minutes
lem is, the competition is increasingly Make the right connec- completing the following process:
brutal. No matter what you sell, some- tions—even if you’re not a square6Review the day and your interac-
one somewhere is selling it cheaper “people person.” tions with staff and clients.
and faster than you can. So how do you Anyone can become an effective square6Rate today’s positive impact on oth-
differentiate yourself? The answer, connector, promises Kuzmeski. If you ers (Grades A-F).
says Kuzmeski, is less about what you love to meet new people and enjoy square6Write down the notable successes
do (think business school best prac- being the center of attention, that’s and failures from the day.
tices) than how you do it—and with great. If not—that’s okay, too. Con- “Always, always, always be mind-
whom. After all, the world is full of necting is actually less about being gre- ful of the fact that your words and
very intelligent people who have never garious and more about your aware- actions have a powerful effect on oth-
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