If a person refers you to 5 clients, she has brought in a significant amount of new income, so find a way to give her a piece of the pie. Many customers are eager to refer, so be sure to give them a reason. Include data in your catering contract on how the customer will pay. Generally, loyal and happy customers are more likely to get involved with your goods and services, including your referral program.
In the event the customer has concerns about the budget, include several price options showing what you could do for a minimum price and what you can do to help a small amount of extra money. A customer may be more willing to pay a higher price or accept a little less service if you start by convincing him that your offer is likely to make his event more memorable. Quite often, a potential customer will also need to enter and visit the site in advance, which could also be part of the sales process.
My little business card is not a formality. It’s the most important networking tool I have. Unfortunately, there are too many who have business cards that blend in with a lot of bullshit.