The quickest way to grow your business is ask for referrals. And, if you don't ask, you don't get.

When prospecting, many salespeople completely forget about their current customers. Current customers are your best source for new business.

If you have a strong relationship with your customers, you shouldn't feel uncomfortable asking them for favors. Here are some ways to develop new business from your current customers:

Ask for referrals within their company. Sure you've asked for referrals before, but were you specific about it? Probably not. If you direct a customer's thinking internally within their company, you may come up with more prospects. For example, some companies, like a bank, an association, or a real estate company, may have more than one branch or division. Sometimes when expansions take place they represent new opportunities.

Ask for referrals outside their company. People in business tend to know people in similar businesses. If you're specializing in a certain industry, take advantage of this small world. When you solve a problem for one customer, they may know someone with a similar problem. The key is not only to ask for the sale but to follow up periodically and ask again and make recommendations and suggestions.

Sell more of the same. Many companies, especially small to medium-sized retailers tend to order conservatively until a product is proven. Then they break out of their habit pattern and place larger orders. But, if you see that a company has the capacity to use more of your product, encourage them to increase their orders and show them how they'll benefit. Or, if a customer is using your product but not getting the full benefit they can, recommend that they do more of the same.

Also, sell to more of the same types of people within the company that you're currently selling to. More of the same products, more of the same types of people outside the company - look for referrals, look for opportunities.

Sometimes your best prospect is the customer himself.

Cross-sell your customers. When you see the need or ability to sell other services or products, present them to your customers. You've already proven that you're trustworthy, so they'll listen when you suggest they buy something else. The same principle applies to services as it does to products. Once you've solved one of their problems, solve others.

You see this all the time in the enclosures that come with your statements from various credit card companies, banks, cable television bills, and so forth. They add the flyers that tell you about their other services. When you're contacting your clients, do similar things. Drop a hint, leave a brochure, show an example, demonstrate how you can be of further service to your customers.

Then, cross-sell to other departments. Make sure that you are recommending your customers to the other divisions or departments within your organization, the customers could benefit from the services they provide as well.

Also, take time to train the other departments in what you do and what benefit you bring to customers so they can cross-sell back to you.