This chapter covers three ways to ask for referrals. They include two easy, fast techniques and one that's a bit more involved but highly successful. As always, pay attention to the language, which is the key to not only obtaining referrals but quite probably the entire revenue growth process. Get used to asking for referrals without using the word, because as soon as you say “referral,” people get strange. The referral techniques in the chapter should be used in conversation, on the phone or in person. Deal with it on the spot, and move on. Feel free to spell it out for your customers, identify the job title or job titles you're looking for. Name the division of the company you want to be referred into. This works best for larger companies where you've had success with one unit and wish to expand your business.