Well, the calendar has control of me again. If you're one of the 243 people who have left me a voicemail or email last week, I promise to try to get back to you this weekend. In the absence of a free minute, and a momentary lack of personal creativity, I give you this:

"I was recently at the bank with a client, an attorney named George, when one of his clients came in. George's client raved, and I mean raved, about George's performance. The client liked both George's service and George's personality, and told him what a pleasure it was to do business with him. George just blushed and thanked him.

After his client left, I suggested to George that the next time he should thank the client for his kind words, and then do two other things. First, he should ask his client to put his compliments in writing, so George can include the letter in all future proposals. Second, right after the client gushed about his service, George should have asked the magical question: 'That is nice of you to say. Who else may I serve?' Even if your client doesn't have anyone immediately in mind, at least you plant the seed for future referrals.

Most businesspeople, if they ask for referrals at all, ask at the wrong time, either too soon in the relationship or too late, when it's awkward. The best time to ask for a referral is immediately after a client has praised your service."

(An excerpt from Richard Buckingham's book Customer Once, Client Forever).