Friends, relatives and current customers refer business to you, not to help you, but to help the prospective customer! It’s important to realize this—your goal is not to ask for referrals, but to explain why a referral would help a prospective customer.
If your current customer understands this, the chance that he or she will refer other business to you improves.
Topic Objective: Understand why and how referrals are made.
Topic Outcome: Get more and better referrals.