instance, imagine that you are talking to one of your good clients who is pleased with your services.   You ask her, "Mary, youre a member of the Womens Financial Planning Association here in Chicago right?" Mary responds, "Yes, I am." You ask, "Do you go to their meetings on a regular basis?" "Yes, most of the time." Mary says. "Is there anyone in your association that you believe could benefit from my services? Maybe one or two people youve known in the group for a while or sit next to regularly?"   Did you see the difference? You gave Mary a narrow frame of reference from which to think about it. It allowed her to "see" the potential referrals in her mind. This may be limiting the number of potential people that your associates might know, but it is far more effective than opening up the ocean of people that Mary may know, but cant remember.   Your request will also stay in Marys mind long after youve asked it because she visualized your services with much greater intensity.   Two Types of Referral Programs   Basically, there are two sources for referrals: your current customers (people who have done business with you) and other influential people. You should have an active referral system for both types of people.   Your customers are perhaps your most enthusiastic referrers because they have experienced your product. But, you may in fact, get more referrals from other influential people who have never tried your product.   Develop a system for obtaining referrals first from your customers and second from other influential people or "Centers of Influence." Customer Referral Program   Receiving referrals from customers starts with giving great customer service. Without going into much detail about the ins and outs of customer service, Id like to share with you seven "Moments of Truth" that provide opportunities for you create a loyal customer for life.   Watch for these seven moments of truth and if you go the extra mile at the right time, bang! Youll have a lifetime customer.   Moment of Truth # 1: The moment your customer complains.   Moment of Truth # 2: The moment one of your new customers comes back to place a second order.   Moment of Truth # 3: The moment a customer has thanked you.