John Jantsch asks, “What’s your referral number?” He means, “What percentage of your clients refer new business to you?” The businesses with a high referral number have, well, more clients than businesses with a low number.
Is your number low because of the quality (or lack thereof) of service you provide? Or is it low because you aren’t asking for referrals? Don’t be afraid to ask, when you complete a transaction if the person you’ve just helped can suggest someone else who could use your services. It’s easiest to do when what you do is still fresh in the client’s mind. Even if they don’t have a suggestion at the moment, you have planted a seed and the referral may follow later.