Success Is in Your Sphere: Leverage the Power of Relationships to Achieve Your Business Goals

Success Is in Your Sphere: Leverage the Power of Relationships to Achieve Your Business Goals

by Zvi Band

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Overview

A 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 “networking.” But in today’s 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 “friends” and “connections.” This transformative guide from relationship marketing expert Zvi Band shows you how to deepen your personal connections to achieve your professional goals—using the CAPITAL strategy of relationship-building techniques:
•Consistency: develop good habits to form stronger relationships
•Aggregate: build a personal database of professional contacts
•Prioritize: order your network based on who can help
•Investigate: collect intelligence on the people who are most important to you
•Timely Engagement: create a steady cadence in your outreach
•Adding Value: offer more than a simple follow-up
•Leverage: execute more effectively
The basic idea behind these powerful tools is simple: Effective relationship building is not about acquiring new contacts. It’s about strengthening your connections with the key people who will help you drive your business forward. Through a combination of personal research, best practices, and case studies, Band provides a prescriptive strategy you can customize and follow every day. You’ll find cost-effective, high-yield tools that can be implemented via social media and other digital platforms. You’ll discover the best-kept secrets of the most popular companies in the world—and time-saving techniques for achieving similar results with your own customers. Most important, you can make the most of what you already have: the simple human connections that make everything worthwhile.
In business, as in life, it all comes down to the quality of your relationships. When the right people are on your side, Success Is in Your Sphere.

Product Details

ISBN-13: 9781260452839
Publisher: McGraw-Hill Professional Publishing
Publication date: 05/15/2019
Pages: 288
Sales rank: 127,795
Product dimensions: 5.60(w) x 9.00(h) x 1.20(d)

About the Author

Zvi Band is the cofounder and CEO of Contactually, a top CRM platform for relationship-oriented businesses. Zvi has led Contactually to millions in venture backing, and the company now has 75 employees and tens of thousands of customers, including 8 of the top 20 real estate brokerages in the country. An engineer, developer, entrepreneur, strategist, and startup advisor, with both technical and nontechnical expertise, Zvi has been named a Washingtonian Tech Titan four times and was a finalist for Ernst and Young’s 2016 Entrepreneur of the Year award. He was recognized among T360’s Swanepoel Power 200 Most Influential Leaders and REAL Trends Game Changers. A passionate speaker and writer, he and his work have been featured in the New York Times and the Washington Post, among other outlets.

Table of Contents

Introduction: Relationships Are Our Most Important Asset ix

Chapter 1 People Do Business with People They Know 1

Chapter 2 The Barriers to Maintaining Relationships 13

Chapter 3 Setting the Baseline: Understanding Your Goals 31

Chapter 4 The CAPITAL Strategy for Managing Your Relationships 47

Chapter 5 Consistent Execution: Setting up the Right Habits So You Can Play the Long Game 53

Chapter 6 Aggregate: Building Your Sphere 71

Chapter 7 Prioritize: Highlighting Those in Your Network Who Can Help 85

Chapter 8 Investigate: Collecting Intelligence on the People Who Are Most Important to You 103

Chapter 9 Timely Engagement: Building a Rhythm to Your Follow-Up 123

Chapter 10 Add Value, Part 1: Doing Meaningful Actions 135

Chapter 11 Add Value, Part 2: Offering More Through Connection 157

Chapter 12 Leverage: Executing More Efficiently 195

Chapter 13 Getting Results 211

Chapter 14 How It Works in the Real World 231

Conclusion 239

Acknowledgments 241

Appendices 243

Appendix A Tools 243

Appendix B Sample Buckets 244

Appendix C Message Templates 246

Appendix D Reading List 251

Notes 253

Index 257

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