Trust is one of the most undervalued tools in business. People want to protect their time and money and the only way to do this is to associate with people they know and trust. The power of referral is amazing, it can take you from having one client to having multiple just because you have one big client you know and trust who have multiple connections.
Word of mouth referrals are an incredible resource. To acquire them requires being known, being liked and being trusted. In that order.