First up, you need to create a referral generation plan. Referrals don’t always happen naturally, so make sure you get your employees on board and don’t be afraid to ask customers outright. When asking for a referral, make sure you have a business card or brochure handy. Consider offering incentives. It could be a discount, service credits, an upgrade, a free item or some other trigger that will entice clients to provide referrals. Last but not least, build your relationships and give referrals as well as hoping to receive them. Many of your most influential customers won’t provide referrals until you gain their complete trust.