One of the primary reasons clients are hesitant to give referrals is that they are afraid of being embarrassed should you not performing as you should. When your client gives you a referral, understand that he has a vested interest in what happens between you and the referred prospect. He is interested in how the prospect perceives you because it reflects on him.
When a client gives you a referral, you learn number of things, among them:
1. That he will give referrals. This is an important thing to know about you client.
2. How well the client understands what you do. The quality of the referral will let you know how well your client understands who is a good referral for you. The better the referral, the more the client understands. The poorer the referral, the more work you must do to educate your client about future referrals (and about future sales to him, for that matter).
