People love to give referrals. Think about the last time you got a great deal on something, or someone went over and above to help you. The first thing you did was tell everybody, right?  So, keep this in mind:  If your business or service doesn't "wow" someone, then who is going to refer you? Tackle every client you generate as though your sole purpose in serving them is to generate a referral.

 
Just as you must target your clients, you must also target those clients, your vendors, etc., most suited to generate the kinds of referrals you are after.  Educate them on just exactly who and what makes a good referral for your business. Don't just ask if they know anyone who might need you or your services. Give specifics, like the names of people you would like to meet. When you find a connection, ask them to call, email or send a note to that person on your behalf. That connection can open some doors.  
 
People want to do business with other people they know, like and trust. By creating referrals, you automatically borrow upon someone else's trust. The single greatest reason your friends, neighbors and clients may resist handing over referrals is because they had a bad experience in the past. They gave an eager salesperson the names of their family, and they are still being hounded.  Let them know exactly what you plan to do and how you plan to do it.  Ease their past concerns, and never hound your referrals.  
 
There are many ways to encourage your clients and contacts to send you referrals. You can send them a thank you in the form of a gift card, a discount for services, or -- believe it or not -- cash, which still works. You might partner with a non-profit and give a portion of all referred business to that agency, something to let them know they are appreciated and that you will not forget their assistance. 
 
One passive way for people to refer business to you is to ask them to write a letter that details some of the benefits they have gained by working with you.  A testimonial from a trusted colleague never hurts.
 
Consistently generating referrals is a bit of a mindset.  However, referred clients, if properly qualified, will turn into your best customers and will likely put a higher value on what you do!  (Source:  John Jantsch, Author)