Getting referrals takes time and work.  Just because you do a good job for your clients doesn’t mean they’re going to naturally send you referrals.  Attending networking events and making connections with people who could potentially provide you with referrals isn’t automatic, either. 

Just like everything else to do with your business, it’s hard work!  But it doesn’t have to be drudgery.  Once you start asking for and listening for the openings to make a request, it becomes a habit that will help you expand your business and increase profits.

A big part of it is your mindset.  Are you excited about your products and services?  Do you express excitement when talking about what you do?  Is there a smile on your face?  Do you think about the many potential clients searching for your products and services and how you are the best option to solve their problems?

Are you confident when you are speaking to a client or friend about passing along a referral (do you even ask?), and when your client or prospect is speaking, are you focused on them and being a good listener?  Are you making eye contact?

These are all great ways to prepare yourself to ask for referrals.  And don’t forget to provide them, too.  Find someone that fits a need for this person that is not in your expertise, or suggest their products/services to someone else, and be sure to let them know you referred them.  Nothing helps solidify your relationship better than reciprocating.

Create a basic script for asking for referrals and practice it until it is second nature and flows naturally.  You’ll be surprised at just how many great prospects are out there just waiting to find you if only you would ask.

Jeannine Grich, owner of Accurate Business Services, a VA practice, is an author, writer, speaker, and VA Business Coach, specializing in providing professional business coaching to established and start-up virtual assistants (VA’s).  For her FREE article,  “What’s Holding Back my Business Success?” Visit:; or contact her at: