Unlike your standard web lead, which takes a lot of marketing dollars to get, referrals are a unique kind of new client. Because they’ve heard about you from a trusted friend or relative, half the battle has already been won. They take fewer marketing dollars and less energy to acquire, are more likely to buy from you and are more likely to remain with you as a client.

But asking for referrals is not always easy. In fact, it can feel downright awkward and obtrusive. Yet the old adage remains true: You have not, because you ask not. To help increase your referral business and make the process of asking less painful, try the following tips and tricks.