My businesses serve local customers only - provide more of a service and training/workshops to business.
Here's what has worked for me"
Treat em right - have the right staff, working to their strenghts in the right job, give excellence in service to every single person
Follow up with customers - a quick phone call or card to ensure they were happy with the service we provided etc goes a long way!
Excellence - pay attention to the details - go the extra mile
As for referrals - and reward for referrals - a Tim Horton's coffee card in a thankyou card - cant tell you how many customers have been referred to us this way
Network, network, network - dont sell while you are meeting people - build relationships - people that like you and trust you will do business with you
I use SendOutCards to thank customers for their business, thank them for referring someone (this is where I include a coffee card), when I meet new people in networking events etc, acknowledge clients on their birthdays/XMas etc
Here's a link to my SendOutCards site - sends a real card in the mail with a click of the mouse and you can add gifts etc - cards cost about $1 - cant beat it!
Go ahead and try it out by sending yourself a card!