Here's a great tip on getting referrals, from Matt Homann, a St. Louis attorney who founded LexThink and is the author of the blog "the [non]billable hour."
"Find your five favorite clients. Take them to dinner. Don’t let them leave until they answer this question: What can I do to get more clients like you?"
Notice how the situation does not put pressure on the client. You are not asking the client for more work -- you are asking for introductions. It plays on people's natural willingness to help people they like.
It also builds on your strengths. You already have experience in the industry of your client, and you will have successes to discuss with the prospects your client introduces you to.
I actually did this myself, so I know it works. At a recent trade association meeting, I took a friend to dinner at a fancy and expensive restaurant (I picked up the tab, of course). My influential friend happened to be exactly the kind of person I would like to have as a client. Never once during the dinner did I ask my friend to hire me or try to sell myself. I sincerely wanted to know what I should do to reach other top executives just like my friend.
Her answers now compose my personal business development plan for the year.
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