One of the simple things people can do to encourage others to refer business to them is the simple process of feedback and thanks. When someone gives you a referral, it doesn't take much time to send a little note of thanks with some quick feedback on the progress of the referral.

Something like: "Just a quick note to update you on the referral you gave me last week. I
met with Jim today and am happy to say that we have won their business. Thank you so much for the confidence you have shown in me by referring your customer and I look forward to the opportunity of returning the favour in due course."

A quick & simple letter, fax or e-mail like this shows not only your appreciation of the referral, but also shows that you are a professional operator that has dealt with the referral and have treated the referrer's contact with respect. It is very likely that further referrals will be forthcoming. Remember, this should be done also when a referral doesn't
turn into business. You can't win them all but you can keep the referrals flowing through honest and courteous feedback to the referrer. The word will spread around your chapter that you appreciate what people are good enough to send your way.