As important as it is to take very good care of current customers, it is just as imperative to offer the same treatment to any referrals that you receive. Timely follow-up with high-quality sales materials and professional treatment can turn a referral into a client and from there into a valued customer.
The manner in which you handle a referral will give the prospect a taste of what dealing with your company will be like. If you take several days to respond to their request for information, they will make the assumption that your responses will always be late or slow.
If your bid is filled with “extra” items, they’ll get the feeling of being “nickled and dimed to death” and will expect that in your contract. When you are interacting with a referral, treat them as though they are your very best customer and they most likely will become one.