The key to successfully eliciting quality referrals is to ask for specific names or titles. Example:
Would you introduce me to your counterpart in Europe?
Would you introduce me to Mary Jones, your CFO?
When you merely ask for “names” you’ll either hear “Let me think about it” or you’ll receive names of non-buyers. If your clients won’t provide referrals upon a direct request, there’s something wrong with your relationship. If you’re not asking for referrals regularly, then there’s something wrong with you.