One of the best ways to get new clients and customers is through referrals from your existing customers, friends or colleagues. If you are referred, half of the pre-selling work is done — the potential customer is already familiar with you and the recommendation by which you came is from someone they trust.

But how do you start to ask for referrals? A new book “No More Cold Calling” by Joanne S. Black gives some suggestions on how to request someone for a referral:

• “It would mean the world to me if you could introduce me to one or two people you know.”
• “It would be terrific if you could put me in touch with one or two people you know.”
• “I’d really appreciate it if you could introduce me to one or two movers and shakers.”
• “It’s your relationship, and I know you’ll want to make the call to introduce me.”
• “It really works best if the person making the referral makes the introduction.”
• “An introduction from you would be terrific. If I just get a name, it’s like a cold call (and you know I don’t make cold calls).”

You can read more from the book in this summary written by my colleague Lyve