Book Review: Networkers are Connectors

I’m reviewing The Connectors: How the World’s Most Successful Businesspeople Build Relationships and Win Clients for Fife by Maribeth Kuzemeski, for two reasons:

1. I liked the idea that it’s not about “networking” but about “connecting.”   2010 is a decade where connecting and engaging will be far more important than collecting names (see my 2010 Networking Ins and Outs list).
2. The request to review this book was such a good example of PR done well that I just couldn’t say no.

But to get to the book:  The focus of The Connectors is on getting referrals. In the introduction, the author sets out her model for getting referrals.

1. Delight clients.
2. Acquire referrals.
3. Invite referrals to educational workshops.
4. Acquire clients.
5. Repeat process from No. 1.

Kuzmeski claims that it’s a simple process, but not easy.  In fact, the key to the whole system is to “delight clients.”  And you do this by truly “connecting.”   This concept especially rang true to me as we are moving out of the era of mass marketing and broadcasting to engagement and cultivation.

I enjoyed the first chapter:  The Common Denominator of Greatness and Success: It’s not money, it’s people!  I loved that it was not something I expected to be covered in a book that I assumed was going to be another standard networking book.  She sums it up as greatness is measured by “the impact we’ve made on others, by the way we’ve connected with them, touched them personally, brought them along with us and perhaps inspired their best contributions.”‘

I also like her “Connecter IQ Assessment.”  I took the test and ended up as an “Energy Connector.”  This is completely accurate.  Most people would likely assume that as the founder of a women’s networking group that I would be a Power Networker.  But an Energy Connector is someone who: “reaches out ot others, but probably not on a daily basis.  . . .  others reach out to connect with you as frequently as or more than you reach out to them.”  It goes on to talk about how I get the importance of connecting but I don’t focus on it every day.  This differs from a power connector, whose whole focus is making connections.

Continue reading review at http://topshelf.entrepreneur.com/2010/01/02/connectors-are-the-best-networkers/.