Referral leads close easier because trust transfers from the person who referred them. Protect that advantage by delivering quality work on time and on budget. Scope creep and unresponsiveness kill the trust you inherited.
Those leads, when they come through referrals, through someone who sings your praises, they'll be easier to close because the trust is already carried over from that other relationship. So the important thing is avoid the common mistakes in delivery in terms of the quality of the deliverable, not being responsive and not delivering on time, and of course, staying within the cost committed to. Don't go to the well every other week. I need more. This is larger than what we planned. You got to put some parameters around what you deliver and you have to work within those parameters.
