Diamond in your backyard. To acquire new business will cost you 11 times more than to get business with your current client base. The big 4: Place a caring call, ask if you can offer them something else, educate them about your referral process, and let them know what your next step is with them.
Place a caring call. Ask how you have been doing with them and what you could do to improve. This sincere interest in them will result in loyalty on their part. Customers who feel listened to will pass on referrals to you, feel better about you, and use your services more than before. Next, ask them if you can do anything else. You want to know why they might be using someone else for services that you offer to your clients.
Educate them about your referral process. Let them know how much you appreciate their referrals. This becomes a reciprocal relationship, as you will be more focused on them when they refer other clients to you. Next, you will let them know what your next step is with them. Your fine tuning into their world results in their loyalty.