The Art of Marketing :: Keith Ferrazzi


Keith Ferrazzi is the world’s foremost expert in relationships, bringing 20 years of research and experience to the art and science of business relationship development. His signature focus on success through relationships – a deeply energizing passion – has fueled his own incredible rise to prominence. Both Forbes and Inc. have called him one of the world’s most “connected” individuals.

Relationships

  • Start of a dialogue moving to action
  • all of your relational styles circle around your psychography (your sense of people around you).
  • while your psychology is set early, there is something that overrides that, you are a human species. As a result you long to belong. Our job is no longer to deprogram, but to tap into the essence of who you are.
  • relationships are the number 1 predictor of your capacity to influence.
  • do your employees feel that you care about their success?
  • trust is key.
  • relationships are key to your success.
  • Make a People Plan!
  • A people plan is, who are the 25 most important people who are critical to your goals?
  • Everything you do in the future needs to be aligned around people.
  • Relationship Action Planning
    • Process: Focus > Target > Define > Alignment > Outreach > Renew
  • Stumbling into intimacy is how we built relationships in the past.
  • Recognize that you as an individual need to build an action plan.
  • You need to go back and start teaching relationship action planning to your team.
  • Recognize that this is something you need to apply in your personal life.
  • In the increasingly virtual world how do we begin to think about people rules? It has changed.
  • Organize companies around a loose network of individuals.
  • Who are the 25 most important people I will be in relationship this year?
  • Meetings are more sucky than ever before!
  • We are now tribes of 1. We have increasingly less practice being tribal. We have less practice being the people we need to be.
  • Have power to forgive, and be in relationship. We are more alone than ever before.
  • We haven’t learned how to use the technology and put the new rules around it.
  • In a study of 1,000 tele-presence calls people are on their email before the meeting starts, not small-talking.
  • We started something called a personal/professional check-in before meetings for 5 minutes.
  • Your capacity to deal with difficult people in the workplace is your indicator on whether you can be productive in the workplace.
  • Your thoughts of other people define the relationship before it even happens.
  • By taking a 5 minute checkin you have greater permission to be in relationship with those people.
  • 4 core values 
    • intimacy
    • generosity
    • candor
    • accountability
  • You can’t lead with intimacy. CRM systems aren’t good at tracking relational quality.
  • Do you have those deep relationships that won’t let you fail? They practice generosity, and honesty, and candor.
  • Are you the kind of leader who creates a team that has each other’s back?
  • Be generous. You can’t lead with intimacy. You must lead with generosity.
  • Don’t push back where you’ve come from. You should embrace where you’ve come from.
  • When you’re generous with someone then you have permission to build the relationship.
  • Lead with generosity. As a result build a relationship. Those people will return the generosity. This doesn’t mean it is fake. It just means that it matters.
  • Serve together with your team. This will accelerate your team.
  • If you have a goal, wrap a “WHO” around that goal.
  • The key is not only what, but WHAT and WHO.
  • Setting specific goals is only half of the battle.
  • Identifying who can help you achieve those goals is the key to attaining them.
  • Mission: write down 1 professional goal and 3 people that can help you attain your goal. Be specific.
  • Be the kind of individual that people can count on.
  • Lead with generosity, intimacy, candor and accountability.
  • How am I serving those people?
  • Send an email to these people and invest in relationships.
  • you need to combine mission and humility.
  • Are my relationships with my staff in the right place?
  • Who are the 100 people that are most important to the growth of your organization?
  • Marketing is not just a broadcast medium, it is a relationship medium.
  • Raise the purposefulness of relationships. You can usher this into your staff.
  • Who in your life are you not letting help you?

Tags: , , , ,