As a small business owner, the best way to expand is by letting your clients know you are looking for referrals.

But do you know enough about your clients to steer them towards the referrals you want?

The key is to learn as much as you can about your clients.

What organizations your client is a member of? Look for logos on their website and bumper stickers on their cars. Find out who the members of these organizations are.

Who are their vendors and customers? Who are their past employers? These connections can be your most lucrative because a long-term trust has been established.

When asking for referrals, be specific. “Do you know John Doe in the Chamber? Is it possible to introduce me to him?”

To learn more, read “Knowing Your Client’s Connections Can Increase Your Referrals” by Paul McCord.