Use the existing goodwill and strong-bonded relationships that other companies have already established with people who are prime prospects for your product or service.

Determine who in your marketing area is already selling to the clients you want to be reaching, and who has their trust, respect, and goodwill. They should be selling something that either goes before, goes along with, or follows the product or service that you sell to people. Your product or service does not compete with their product or service, but it complements it.

Make it easy and advantageous for them to refer their clients to you.

A referral-generated client normally spends more money, buys more often, and is more profitable and loyal than most other categories of business you could go after. And referrals are easy to get. Referrals beget referrals. They are self-perpetuating.

On a personal level a simple introduction by a respected colleage to a prospective client, business associate, or potential boss can have the same effect as a referral or even an endorsement.

From: Jay Abraham in Getting Everything You Can Out of All You’ve Got