Ask for referrals right after your first meeting, not after you finish the project. Clients have momentum and want to help then. Once the work is done, they've moved on to other things, even if they're happy with you.
Ask for a referral or reference after the first meeting. I have found that most people think that the time to ask for a reference is after they've completed engagement, that the client's going to be super happy and that's when you're at your maximum and now it's time for them to deliver for you. But what in fact happens is that usually you deliver for the client, have a new product, service, whatever. This actually happens all sorts of products. And the client moves on. They're ready to go the next thing. You've solved their problem. At least now they don't call for continuing in that spirit. They probably still feel well about you. They'll probably hire you again. But taking an extra thing for you, that's— they've got other things to do right now. It doesn't directly serve them. In contrast, after the first meeting, you're going to find they have a high emotional content and they are looking to incentivize you to be doing even more for them. Sure, they're paying you good money, but they're looking to give you that emotional kick. And that's going to be where the referral comes in. Now, it is also the case that if you don't provide good service for them, you won't be able to use that reference or referral because it won't take. But if you do this early, you'll find you can get a lot more value.
