As a result, many referral programmes focus on asking for possible introductions immediately after giving a service; the 'Columbo Close' as it's often known.
I am convinced that such an approach is poorly geared to generate effective referrals for reasons I have outlined in Recommended and elsewhere. With that in mind, when is the best time to ask for connections?
ONE: When your 'Champion' is ready People often ask for referrals from people they have just met, rather than looking to the network they already have in place for support. This can lead to both poor quality referrals and no long-term relationship.
Look to who you already know and ask yourself who has the trust in you and your services, who understands what you do and who has the opportunity to refer you.
Picture the conversation that takes place when they are making the referral. Are they comfortable doing so and do they know what to say to introduce you? If so, they're ready to refer you.
TWO: When people ask how they can help....and mean it Don't be frightened to accept offers of help from people in your network, if they satisfy the criteria above. Offers of help from people you have just met are less likely to be sincerely meant, or followed up effectively. But similar offers from people in your close network should be respected and treasured.
If someone you have strong mutual respect and trust with offers to help you, then accept gracefully and direct them carefully. The only exception to this rule, contradicting Cialdini in the process, is when they do so because you have just helped them. In such cases I would suggest thanking them but stressing that you are happy to have helped them, no repayment is necessary.
THREE: When you have a specific request to make General requests, such as "if you know anyone who needs my services", rarely succeed. You are asking your Champion to do more work on your behalf than you are. You should be doing the filtering for them.
You will enjoy more success by asking for one specific referral than by opening the door to anyone. It directs your Champion's attention and you can make it much more clear why that person would benefit from being introduced to you.
FOUR: When you've just successfully delivered...for someone else There's no need to fear that asking for referrals can make you look weak. In fact, often it can achieve the reverse.
If you've just successfully worked with one type of client, share the story and let your network know that you can help other people in the same position. Referral requests can be as much about enabling you to help your prospect as about you prospecting for more business.
FIVE: When you're supporting each other Strike up 'referral partnerships' with people with a similar outlook or in complementary businesses. The same rules about developing trust and understanding before asking for referrals apply but, if you're in a position to help each other, why not then formalise the relationship?
The Referral Institute recommend meeting with a referral partner every month and swapping a number of referrals between you. I would suggest ensuring that you have equal opportunities to refer each other before agreeing such an approach, the relationship will struggle long-term if it's not balanced. | 
I've mentioned this before but it's such an important thing to think about. Do you make the most of your time, particularly when you're travelling?
