If someone is kind enough, thoughtful enough and knowledgeable enough to give you a referral say thanks.
Whether that referrals leads to business or not. Say thanks. Not hard. Not tricky. It worries me that I have to remind people, but I have some stories that should make your toes curl.
In the early stages of receiving a referral let the referrer know how you got along with that lead. Track it, let them know that you are going to meet them and when and where, how it went and what is happening next. If you don’t do this a few things may happen, firstly they might not give you any more and secondly they might worry what went on between you and their trusted contact.
Be thoughtful. Be grateful. Be trustworthy.