How can you increase the quantity and quality of referrals you receive from colleagues, clients and contacts? Review each category below and rate yourself. Then commit to improving your performance in one area, then watch the referrals accelerate.

1. Expertise: One of the greatest assets an individual can develop is to be regarded as an expert in his or her field. We all defer to an expert. Developing and promoting your expertise with respect to your product or service is one of the most effective ways to get more referrals. Strategy: help others become more aware of your level of skill and competence so that contacts and associates will think of you first when it comes to our product or service.

2. Professionalism: The serious lack of quality and professionalism today means that any small competitive difference can have a tremendous positive impact. People relate to a professional attitude and behaviour with stronger feelings of trust and value. Strategy: strive to have others see you as a professional resource they will feel comfortable in sharing with others by continually emphasizing areas such as attention to detail, punctuality and integrity.

3. Value: Value is a pre-requisite to doing business with others. As soon as we become aware of the value of a product or service, we move to a positive state of mind because we can justify our expenditure in time, money or energy. Strategy: continually develop and re-enforce the value you represent so that others will be proud to share your services with their friends and associates.

4. Service: It is an accepted fact that the service level in our society is appalling. We as consumers are starving for people who appreciate and respect our investment in their services. As soon as others become aware that we care about them and their situation, they become our most loyal advocates and advertisers. Strategy: demonstrate a quality of service so high and valued, your customers and friends will have others feel indebted to them for suggesting you and your services.

5. Trust: The #1 thing we sell is trust. When we are in the process of making a buying decision, one of the most powerful influencing forces is the level of trust we feel towards the other person involved in the transaction. Trust, in fact, can be the single reason why we do business with others, overriding all other criteria. Strategy: focus on developing and maintaining trust in relationships so that others will feel more confident in suggesting your products or services when discussing the needs and issues of their close friends and associates.