The greatest amount of my work has always been referals but I think that people do not like to be sold to. It is not some thing that people would feel comfortable to be asked. I think that you need to come across as friendly and putting the customers best interests before profit. I always try to do something that has not been quoted for such as a rug or hall etc.
It very often takes more than 1 visit to get these recommendations and the customer has to have a trust in you before allowing you into their circle. It is all about gaining trust people, will not send somebody they do not trust into their friend homes for an incentive, but they will do it if you are genuinely going to provide a first class service to them.
I know a lot of people in a lot of different trades but there are only a few that I personally would recommend to a friend. It is a complex thing and you could do yourself just as much harm by "asking", times are definately tough at the moment but if you have regular customers that have been coming to you for years you could jepordise your future business with them by coming across as a more agressive salesperson than before.
Any new tactics or methods I would only employ on new customers. I hear too much of what is said about other trades people.
Peter
www.carpetcleanercardiff.com