If you are one of those people that think that you are so great that people can’t wait to give you more referrals, you don’t need to read on just pat yourself on the shoulder. I am very proud of you. The rest of us have to hustle to keep them referrals coming. To increase the number of referrals you receive you must take care of your referral sources; never assume that they will be sending your referrals if you take them for granted.

If you want to become part of the elite group of businesses that grow through word-of-mouth referrals, you must have a system to nurture your referral sources.

Here is what I believe will help keep those referrals coming:

Always, always, always thank thank your referral source. Don’t be lazy and don’t take it for granted. At the very least send a personal email and thank the person. Don’t wait till tomorrow or next week either. Do it now. Write more than “thx”, really. Take a minute to write a few sentences why you think this is a great referral for you.

Follow up at least once and I don’t mean with the prospect only. I mean with your referral source. Let them know if you were able to connect with the lead or not. If yes, give a couple of sentence update on what happened. When others give you a referrals they are putting their reputation at risk. Always make sure the referral source is in the loop.

If nothing comes of the referral, you should still be grateful. Anyone that expects to have a 100% closing ratio is about as delusional as a 14-year old in love. Be grateful for the referral and tell your source how much you appreciate it.

If you have received a referral from someone a long time ago, check in with them to remind them about the referral they gave you. Let them know how you ended up helping the prospect.

Be grateful. Don’t be arrogant. Keep your referral source in the loop.