2.Know how to 'ask' for referrals. Nothing evokes more fear in professionals than thought of sitting down with a client and “asking them" for referrals. So don’t! That's right—don't ask for referrals. Focus on earning personal introductions from clients. The key is that you must test and confirm with every client that they are finding value in you and your work. Use a monthly meeting, lunch, or quarterly review to touch base. I ask one simple, very powerful question: “Mrs. Client, tell me: How am I doing in my relationship with you?” The answer allows referral door to swing wide open—or temporarily close tight. Either way, you've got a much better read on relationship.

3.Practice with your C-level clients, and then move up. Practice on relationships where stakes aren’t so high. Take some of pressure off yourself by building self-confidence and enthusiasm—and seeing results—with B-level and C-level clients. It's highly unlikely that you would ever offend someone who has confirmed your value. But, if you do upset someone, let it be a C-level client that wouldn't be irreplaceable if they should take their business elsewhere.

4.Give clients a reason to share you with others. I believe in 80/20 Rule when it comes to client referrals. It says that 80 percent of your clients utilize only about 20 percent of services you have to offer. One way to counter this is by bundling current services as "value-added" extras—this shows appreciation for your current client relationship while simultaneously giving your clients more reason to suggest your services to others. Remember, you want to introduce subject of referrals with your clients without adversely affecting relationship at all. You want to get near their damage verge, but you must never cross it. It's like stepping near thin ice—without ever falling through. Stay in area where relationship provides enough support for what you're saying—and don't overload it.