Here's a little strategy that you're going to love, because it's so easy to use and so effective.
I got this from a friend and client, Hillery Schanck, a very successful financial professional in Virginia Beach VA. I'll give him full credit for this great strategy. Hillery uses it with his formal networking group, but you can use it with anyone.
When you're asking for referrals, just say something like, 'Who do you know who should know about the work I do, but you're not sure how to introduce me to them?'
You could also phrase it this way: 'As you consider who might benefit from the work I do, I want you to think about people you know who would also benefit, but you're just not sure how to make the introduction.'
Here's another variation: 'In the time we've been doing business together, you've probably thought of someone who should know about me, but you weren't quite sure how to bring me up in conversation. Let's talk about those folks for a minute.'
I think you get the point. Now put it into your own words, start using it, and let me know about the great referrals you start to get.
Teaching Point: Every one of your clients knows one or more friends, colleagues, or family members who could benefit from knowing you, but their own 'wimp junction' doesn't let them consider the referral. This strategy will allow you to go there, and together you can brainstorm the best way to get the introduction.