The way to get more referrals is to give your customers a gift. Not if and when they give you referralsthats too late. Give them a gift when you ASK them for the referrals. In fact, to put an exclamation point on the terrific job you just did for them, why not send them a gift that says THANK YOU, and simultaneously ask for referrals. This allows you to invoke the law of reciprocity, which states that if you give something to somebody, they will feel obligated to give you something back. How about some referrals! What are you giving your customers by way of Thank you gifts which have stimulated referrals?