I find that folks are most likely to give the names of friends, family and co-workers when they have had an especially helpful interaction with you.  If they have gained something useful or valuable from their meeting with you, instead of seeing a referral as helping you, they will believe they are giving their friend  something of value.  Often even the easiest  transaction in our insurance agency, for example, is considered a great example of customer service to our policyholders.  Just remember 2 things:   take that extra step to help your clients whenever you can.  It will be a win/win situation – a happy customer and new referred prospects for you, and also:  ASK your clients the following:  “We would like more clients like you.  Do you know anyone who would appreciate great customer service?  We’d like to meet them!”