FACT: About 82% of distributors say they use referrals to gain new business, according to Counselor SOI data.

1. Provide an exceptional level of service to customers by making the ordering process easy. Respond in minutes to requests, communicate clearly and offer marketing ideas and options instead of just products.

2. Instead of waiting until after the sale, lay the groundwork for a referral near the outset. Tell customers you’d appreciate them providing a recommendation if your service meets their expectations. “It’s light and easy, not an elephant in the room,” says Charlene DeCesare, founder of Firewalk Sales. “Set it up, let it go, then come back to it.”

3. Define the type of customer you want to be referred to and actively seek them. This might be specific to a market, location or company size. Tell happy clients who you’re looking to serve next. If you simply ask for any and all referrals, you might not be the right fit and future recommendations may not come to fruition.

4. Ask for referrals through social media. If you’ve done a good job and your client is typically responsive, tweet at them. Encourage them to retweet with a comment providing positive feedback their entire network can see.