What you do after you get the referral matters just as much as getting the referral. In this age, handwritten letters are becoming more and more extinct. Imagine how impressive it would be for a new customer to receive a handwritten note card from you personally thanking them for putting their trust in your business. Sure, it would take time, but I think if a customer had taken the time to talk good things to people about you which results in a referral sent your way, they deserve a handwritten thank you note from you. How about a handwritten note card to check up on a customer that is past due in getting service from you. Just drop them a notecard in the mail. Tell them you are concerned about making sure they are satisfied with their service and noticed it has been awhile since you've heard from them. I would be impressed to get a handwritten note in the mail, instead of a computer generated printout.