Most people do not understand that to get referrals you need to first make an emotional deposit in someone’s bank account. If you don’t, you will, many times, find yourself trying to cash a bounced check.
To overcome this you need to invoke the law of reciprocity. What is the law of reciprocity?
Quite simply the law of reciprocity states that people are more likely to do something, after you have done something for them. In other words, they feel as if they “owe” you.
Does that make sense?
This can be very manipulative, so use it ethically, but it is important to understand that if you give first, you are much more likely to get referrals later.