Ultimately, proper preparation shows that you care and are interested in a prospective client. For referrals, don’t forget to double-check the names of the potential client and the mutual acquaintance who referred them. Be sure to research your potential prospect’s background and basic work information. Doing the requisite research will help you avoid tripping up on basic information that could cause you to lose credibility with them. It is the details that can make or break a deal.