The other day I was talking with a sales manager who was lamenting that his people were having a very tough time getting appointments with quality prospects. We talked about all the ways we recommend salespeople warm up otherwise cold calls, but we ended up focusing on perhaps the most powerful way to get a warm reception — a referral from a current, satisfied client. The problem is, most salespeople simply do not ask for referrals because they are not accustomed to doing it. So we decided we would instruct everyone to ask five clients for a referral in the next week. Simple, yet new! You know what is going to happen here.