Protect your reputation

Trust is earned. When you get a new customer, they actually loan you a bit of trust that you have to pay back over time by being trustworthy and providing excellent service. When you've finally reached a positive balance of trust with that customer, you don't want anything to upset it.

One of my favorite articles on the website of my customer Cynthia, of Common Sense Business Solutions, talks about the "Referral Bomb". If there's a company that you trust, and you suggest them to your customer, and they take good care of your customer, then even if it doesn't give you any cash, it earns you more of that precious trust. BUT, If your referral flops, or worse yet, defrauds your customer, then you have proverbial egg on your face and your customer will BLAME YOU for the failure of your referral. Because of the potential upside, you will probably want to consider some referrals, but you MUST understand the risk they pose. 

At Common Sense Business Solutions, Cynthia's main service is as a business coach. Her clients trust her explicitly because she refuses to refer anyone that she hasn't thoroughly vetted herself. She's earned my trust and I'll gladly loan a bit of that trust to anyone she refers to me.