Referrals don't start with your customer, they start with you. You need to have it in your mind every time you communicate with customers that they are going to refer your business to their friends, family and colleagues. If you are not receiving referrals from your clients then you should start this one simple piece of marketing today.

The next time you communicate with a new customer, say to them - we know that you are going to be so pleased with our product, service, etc. that part of your responsibility as our customer is that within 6 months you will provide us with x number of referrals. (Now at this point you might also explain exactly who and what makes a great referral)

And do you know what will happen, your customer will agree. They have little choice. Think about what a great proposition you have just made. You have guaranteed their happiness. They now know that you are going to bend over backwards to make sure they are happy. And of course you will.

This new state of mind will take over your customer relationship, keep you from making the world's greatest marketing blunder, and impact all of your marketing. By simply expecting referrals you will get them. Now what you do with them and how you turn them into satisfied customers is up to you but, without this first step you will never go very far with this powerful marketing tool.