Referral marketing can be an enjoyable way to build a business. You get to meet new people, talk about the value you provide to others and get more clients for your business.

A survey of more than 4,000 affluent individuals, showed that the wealthy prefer to meet certains kinds of service providers and business owners through a referral from a friend or colleague.

Think about it.

How do you want to meet your doctor, dentist, hairdresser or financial advisor?

For the high touch business, referral marketing is vital and an important way to meet new potential clients.

If you learn a way to ask that puts the client's personal needs and interests ahead of yours, then you'll be successful. Likewise, if you ask after your client has thought about the value that you and your business have provided, they'll be more likely to provide a referral to you.

Below is a referral marketing strategy created by Bill Cates, a leading authority on referrals. This is called the VIPS Method^TM for Asking for Referrals.

V: Discuss the VALUE they've received from you.

Towards the end of your client meeting, ask your client what they find most valuable about your relationship or some of the important things you've accomplished together. Discuss their value perceptions. Be genuinely interested in their response. Probe for clarity and alway let them use their own words.

I: Treat the referral request with IMPORTANCE.

1. Make sure you have time for this conversation. Use an agenda for every meeting and put this on it.

2. If you met them through a referral, remind them.

3. Body language is important. Be confident and use confident words, body language, and tone of voice. A mini script might be: "I'm glad you see the value in the work we've been doing. Because of that I have an important question to ask you."

When you enter into this conversation from a value discussion and treat the request with importance, you are coming from a position of strength.

P: Gain PERMISSION to brainstorm for introductions.

To maintain trust, get permission to discuss potential referrals from your client.

Be sure to set this up as a "brainstorming session."

This softens up the request so your client does not feel put on the spot. You ask them, and you let them say "no."

The dynamic of brainstorming means that this is a collaborative process.

S: SUGGEST names and categories.

In case your client draws a blank, come prepared with a few suggestions. When you "prime the pump" with an idea or two, you're more likely to be successful. You may suggest relatives, members of their car club or use another idea.