John Jantsch advises to look for “moments of truth”. Those times when you hit a milestone successfully or you just plain ‘save their bacon’ and help them out of a jam. There are those opportunities where you go above and beyond and the customer is instantly delighted. Let them know you’d be happy to deliver the same excellent service to their friends and colleagues.
One way to ensure you have those moments of truth is to have some milestones set in your process. These are times when you are in contact with the customer and you review the progress of the service. The client gets a chance to recognize how much has been accomplished and you can set the expectation for the rest of the engagement. Plus it is a great way to identify any potential speed bumps early in the process.
Successful organizations like BNI and countless leads groups are proof that referrals work. Why not make asking for the referral part of your normal business process?