Real World: Building Professional Referrals

- September 20, 2012

Recon Thursday/People

Hello there, I’m Jim Glover, That Branding Guy for Once a Day Marketing™.  Today is Recon Thursday and I like to go out once in a while and profile real companies who are doing a great job in some aspect of marketing and branding.  Today we are hearing from Charles Schmidt at N-hance in Santa Fe, New Mexico.  Charles is doing an extraordinary job getting professional referrals from Home Depot.

Charles Schmidt, Franchise Owner, N-Hance:

NHance is a national franchise that has a unique process for renewing cabinets and floors to their original beauty.  For Home Depot I am a Home Depot home service provider.  What that mean is I take care of one of their programs which is “Do-It-For-Me” rather than the DIY that everybody knows, Do-It-Yourself.  They have several programs like that.  But for cabinet refinishing and floor refinishing I am the exclusive provider for the Home Depot in Santa Fe.

Of the over 200 franchises, Nhance franchises, we were able to be number one in our close percentage for the last quarter.  We were number 2 in revenue per store and we have also maintained a 10 out of 10 rating from all of the customers that we have performed work for the Home Depot as they surveyed to check on our quality of work and how we performed it.

You know it takes a lot of time and effort to build these relationships and nurture these relationships.  For me, when I go in to buy supplies from Home Depot I always make it a point to spend some time talking with the staff there making sure they understand what it is that I do, where I fit into the picture for them and how I affect their bottom line.  I make sure that I follow up on jobs that they send me, make sure that they can see what the contribution was to them and make sure, that if I can, show them pictures so that they are sending me good quality leads.  It’s important that they understand what I do, what I don’t do so that again my close percentage is very, very high because they are sending me those good quality leads.  That staff they really knows what to expect from sending me a customer.

If you are building a professional referral network I recommend that you understand you have to spend a lot of time nurturing the relationship.  Spend that time getting to know who is referring to you.  Second I think that your need to understand their needs.  What is it that they get out of the relationship and certainly there is a third point it is to keep them informed.  Let them know how we are progressing as a partnership let them know how you are impacting them and how they are impacting you as well.

Sounds like Charles gave us great advice.

That concludes Recon Thursday.  Join us tomorrow for Digital Friday.  To discuss an online or face-to-face service engagement and enhance the marketing and branding for your organization, contact James Glover: (505) 501-1330 or  I’m Jim Glover, That Branding Guy, for Once a Day Marketing™ and we’ll see you next time.

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