Connection power–how to get more of it

Every business person needs connection power. Simply put, it's the power that lies in the people you know, and your connections. A great example we all might be familiar with is the administrative assistant to a company executive. The assistant has power because of their connection to the executive. Often the administrative assistant is referred to as the gatekeeper. Sales professionals need to get past the gatekeeper in order to meet with the executive and close the sale.

This concept doesn't only apply to sales professionals. I once worked for a company where my boss' administrative assistant had an excellent read on how my boss was feeling. If she liked you, she would forewarn you about visiting the boss when he was in a cranky mood. And if she didn't care for you, well … you didn't get forewarned, and you possibly had to deal with a grumpy boss.

The point is we can do many things on our own—but not everything. We need our connections to help us. To...