If people do not like or trust you getting business referrals will be almost impossible. Your referral marketing must always ask people how you can help them, and make it about the other person.
Do not think for a second that people will just give you business because you exist. They must like you, trust you, and then believe that you will do a good job and not embarrass them when you refer them.
You also need to answer this question: Out of every competitor, why should someone give YOU the referral? If you say “Because I am honest, the answer is…I would hope so!” You need to really explain and be able to answer that question. In my Get Massive Referrals Program I answer this in depth!