If I say to you, "please recommend any DVD to me" you will probably take a while to answer, then either...
•    recommend your favourite film (which I might, or might not, like) or
•    say you can't think of one
If I give more guidance - "it's for my 10-year-old son; he'd love the Spiderman DVD" - your recommendation will be much quicker (and better!)
So, it's easier for someone to recommend if they know exactly what you want...
•    salespeople seeking referrals who say "recommend me to any company" get minimal (no?) good leads
•    colleagues who ask someone to "put in a good word for me with any of your stakeholders" get a similarly poor result
If you want others to recommend you, they need to know exactly...
•    Who to speak to (your target contact), and
•    What you want them to say (your key message)
If either is missing, they're unlikely to recommend you as you'd like.
Action point
Looking to develop your network by accessing your contacts' contacts?  Identify exactly who you want to speak to, and what you want them to know about you. Then, think who, out of all your contacts, is best placed to recommend you in this way.

Let's talk about referrals. They are the lifeblood of your business. You know you need them and hopefully you're good enough to deserve them. But you don't ask for them!

One of the four main reasons you don't get referrals is you're not entirely sure of the best and worst times to ask. There are critical moments of truth when you have a 'green light' to 'go for it!'

When you're building your business by referral, you can undo all of your great positioning and relationship building work by asking at the wrong time. So here are four of my favourite, really good, safe times to ask:

Read more: Four Great Times to Ask for Referrals

Did you know that networks are like trees? They are both planted for the future. If you want business today, and you're not putting all of your hopes in advertising, cold calling or direct mail, then you're probably going to have to go through your existing network.

When did you start building your business network? Not overnight. Probably over years.

They say 'dig your well before you're thirsty'.  If you want business today, build your network yesterday. Better still, build it 20 years ago! This next story will illustrate how this works...

Read more: Why Networks Are Like Trees

On Fri 27 May in Stoke, I'll be addressing hundreds of local business owners, entrepreneurs and professionals at the Staffs Marketing Academy Action for Business: LIVE! event. I'm speaking on the topics of personal branding and reputation. Have you ever considered what a good reputation will do for you?

There are huge benefits of a great reputation, all of which are mentioned in my bestselling reputation book. Once you become just a little more conscious of what others are thinking and saying about you behind your back, you can develop a massive edge over your competition!

As a taster to that session, I'm going to give you three of the major benefits of a brilliant reputation.

Read more: Three Key Benefits of a Great Reputation